Director, Strategic Account Development – Lockheed Martin

TTM Technologies•New York, NY

11d

About The Position

TTM Technologies is seeking an Aerospace & Defense Director, Strategic Account Development to drive new business for the A&D sector, including the Integrated Electronics and Interconnect Solutions business units. The role works closely with the Lockheed Martin Customer Account team, business-unit leadership, Engineering, Finance, and site Operations, with a primary focus on engaging Lockheed Martin business units and headquarters. The Director uses market, customer, and product expertise to identify, pursue, and capture high-value growth opportunities in Lockheed Martin’s product portfolio. The position reports directly to the Vice President - Strategic Relationship Management. This is a full-time position requiring travel up to 50% of the time, primarily across Lockheed Martin facilities in North America. The role leads early customer engagement, opportunity development, capture strategy, competitive intelligence, and coordination across internal teams to align TTM capabilities with customer mission requirements and achieve successful awards. The role requires compliance with TTM Export Control Policies and applicable laws, including ITAR, EAR, and OFAC. Responsibilities include recognizing restricted products and technical data, following procedures for foreign-person visitors, understanding export requirements for shipments, and managing vendor approvals for ITAR manufacturing and services.

Requirements

Bachelor of Science degree in Business Management, Engineering, or a related field.
At least 10 years of applicable industry experience; business development experience is preferred.
Aerospace and defense industry experience is required.
Demonstrated success working in complex, matrixed organizations.
Established relationships within a prime contractor, particularly its program office or related acquisition organizations.
Ability to influence requirements and acquisition strategies through strategic engagement and technical credibility.
Deep experience and relationships in the A&D electronics ecosystem, with a focus on prime-contractor requirements.
Understanding of the A&D customer environment, the DOD/Pentagon acquisition process, Lockheed Martin mission priorities, and key DOD-level programs.
Ability to build, develop, and maintain relationships with leading A&D customers.
Understanding of the PCB/microelectronics industry, RF/MW products, Mission Systems, and design-to-specification solution selling for prime applications.
Ability to quickly learn TTM products and capabilities and understand competitors.
Ability to identify and assess opportunities and develop effective capture strategies, with demonstrated success.
Strong communication and interpersonal skills, including presentation, persuasion, and negotiation with executive leadership and Pentagon officials.
Ability to lead teams and collaborate across organizational and functional boundaries.
Established record of new-business wins, including recent and relevant awards greater than $50 million.
Understanding of content management systems and tools used for capture and proposal development.
Understanding of the Congressional appropriations process and its effects on Lockheed Martin program funding and priorities.
Ability to meet the stated export-control compliance requirements.

Nice To Haves

Security clearance is preferred.

Responsibilities

Act as the central coordination point for all Lockheed Martin new business opportunities.
Establish and maintain executive-level relationships across Lockheed Martin programs and business units.
Engage program-office leadership, program managers, and technical staff to understand mission requirements, technology roadmaps, and emerging capability gaps 18–48 months before formal solicitations.
Develop and execute capture strategies for new opportunities, positioning TTM as a trusted technology partner and preferred solution provider.
Build a pipeline of opportunities aligned with sector strategy and document stakeholder, requirement, competition, and win-strategy intelligence in CRM.
Lead opportunities through qualification, shaping, capture, proposal, and award, emphasizing early engagement and requirements influence.
Lead capture efforts and develop strategies to maximize TTM content across multiple systems and platforms.
Coordinate with Program Management, Engineering, Operations, and Pricing teams to develop solutions that meet or exceed specifications and offer competitive price/performance.
Represent the Lockheed Martin customer internally, translating mission needs and priorities into business strategies and investment decisions.
Develop relationships with customer program and engineering staff to identify partnership opportunities involving new technologies or programs.
Shape customer requirements before RFP release through white papers, technical discussions, and industry-day participation.
Apply Phase Gate capture methodologies to support disciplined pursuit decisions and resource allocation.
Conduct competitive intelligence, pricing strategy, and win-theme development for the Lockheed Martin competitive landscape.
Coordinate with Lockheed Martin Customer Account Managers and Business Development to maintain shared understanding of customer activity, competition, and price-to-win.
Comply with TTM Export Control Policies and applicable export-control laws and procedures.