Senior Business Development Manager - Maritime Readiness, Navy Market

Leidos•Reston, VA

19h

About The Position

The Maritime Business Area of the Leidos Defense Sector is seeking an energetic Senior Business Development Manager to lead the Business Development (BD) in the US Navy market segment. Leidos is a trusted innovation partner to the U.S. Navy and the broader maritime community, delivering advanced solutions across in support of warfighter readiness, sustainment, combat systems integration, and mission-critical technologies. Maritime growth is a cornerstone of Leidos’ NorthStar 2030 strategy. The Senior Business Development Manager (BDM) is responsible for all BD activities and strategy development to drive US Navy services support growth. The position will pursue new opportunities in the areas of mission and product support; systems engineering and integration of C5ISR systems; resiliency logistics solutions to support multi-domain and distributed operation in contested environments. Experience in Lifecycle Sustainment, Mission Software, Digital Engineering, system modernization and sustainment is highly desired. The BDM will develop and execute the marketing and BD strategy for the Navy account. The position will be the creative and trusted agent of the Division Management and Functional Management to drive a culture of innovation and capture excellence. Responsible for the customer call plans. The candidate must thrive in an environment where they are responsible for the management and execution of the full BD life-cycle process across multiple simultaneous pursuits and proposals. In addition to building a qualified pipeline of opportunities, the BDM will help shape customer requirements, translate tacit customer needs into actionable features, drive differentiation in Leidos’ solutions and help create a compelling value proposition. The ideal candidate will have previously served as a business development manager and/or capture manager with proven experience supporting Navy customers. Successful candidates will have the ability to conceptualize a vision for winning, to develop strategy and BD capture plans that implement the vision, and, to translate the strategy into win themes. The ability to use quantitative and qualitative analysis to develop a hypothesized approach to solutions and opportunity development is highly desired. The candidate is expected to be a critical partner with the technology team and solution architects and coalesce the division’s strategy along with the technology strategy. They should have experience efficiently managing investments in marketing and Bid and Proposal (B&P) funds.

Requirements

Requires a BA degree in a technical field and 12+ years of prior relevant experience or Masters with 10+ years of prior relevant experience.
5+ years of BD leadership experience in defense (specifically US Navy), security, or government services
Strategic thinker with long term business growth focus
Demonstrated successes in leading $25M+ opportunities from identification through proposal submissions
Experience managing budgets of $5M+
Demonstrated success in leading and growing DoD services business
Ability to identify, establish and use important customer relationships with senior level officials and program stakeholders with DOD Customers
Experience developing overall win strategy, shaping deals with customers, developing team strategies, understanding pricing and assisting in developing winning price
Knowledge of competitors and ability to model competitor behaviors in the market
Ability to identify key growth areas and develop new business aligned with the company's growth strategy
Proven ability to collaborate within and across organizational boundaries
Knowledge of Government contracting and current acquisition trends and customer buying behaviors
Excellent written and oral communication skills; experience presenting to senior executives, peers, and customers

Nice To Haves

Experience in Lifecycle Sustainment, Mission Software, Digital Engineering, system modernization and sustainment is highly desired.
5 + years of BD leadership experience in mission-critical solutions in areas such as logistics, product support and modernization, and mission operations
5+ years of program management
Secret level clearance desired
A technical degree

Responsibilities

Grow the opportunity pipeline, to include existing as well as adjacent markets/customers, through diligent and timely identification/qualification of new business opportunities.
Partner with the Leadership to shape a balanced portfolio of future opportunities.
Lead and participate in the identification, qualification and pursuit of strategic business opportunities, and opportunities greater than $50M in value.
Assign and optimize growth resources amongst competing priorities.
Drive collaboration across the organization to bring best-in-class solutions to the customer and maximize win probability.
Seek and utilize market intelligence and competitor data to position the division for ensuring success.
Conduct customer visits and articulate current and emerging customer needs and requirements.
Actively participate in capture activities, to include opportunity gate reviews, collaboration and workshop sessions, and business case development
Drive the development and submission of white papers and RFI responses to proactively shape strategic opportunities.
Conduct after-action reviews for all business opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions.
Develop marketing and B&P budgets and execute BD plans within those approved budgets.
Attend tradeshows and execute customer call plans post tradeshows.