Senior Director Business Development

Northrop Grumman•Linthicum Heights, MD

63d

About The Position

At Northrop Grumman, our employees have incredible opportunities to work on revolutionary systems that impact people's lives around the world today, and for generations to come. Our pioneering and inventive spirit has enabled us to be at the forefront of many technological advancements in our nation's history - from the first flight across the Atlantic Ocean, to stealth bombers, to landing on the moon. We look for people who have bold new ideas, courage and a pioneering spirit to join forces to invent the future, and have fun along the way. Our culture thrives on intellectual curiosity, cognitive diversity and bringing your whole self to work — and we have an insatiable drive to do what others think is impossible. Our employees are not only part of history, they're making history. Join Northrop Grumman on our continued mission to push the boundaries of possible across land, sea, air, space, and cyberspace. Enjoy a culture where your voice is valued and start contributing to our team of passionate professionals providing real-life solutions to our world's biggest challenges. We take pride in creating purposeful work and allowing our employees to grow and achieve their goals every day by Defining Possible. With our competitive pay and comprehensive benefits, we have the right opportunities to fit your life and launch your career today. Northrop Grumman Mission Systems (NGMS) is currently seeking a Senior Director of Business Development to join our Northrop Grumman Mission Systems Business Development and Capture organization. This highly visible role requires a dynamic leader with a proven track record of inspiring and empowering a team to achieve exceptional results in a fast-paced, rapidly evolving environment. The successful candidate will be a trusted advisor to senior leadership and an ambassador for our team's mission. This position will be responsible for driving Mission Systems customer engagement activities within the sector and across the NGC enterprise. The director will also ensure that the Mission Systems sector adheres to a formal set of customer engagement processes that develop and foster long-term relationships with domestic and international customers. The successful candidate will have extensive experience in business development, DCS/FMS sales, domestic and international customer/supplier engagements, and will be directly responsible for business development and partnership activities. We are seeking a committed team player who can work effectively within the Sector Business Development organization as well as collaboratively with our Corporate Global Business Development Office, the Corporate Legislative Affairs team, and the Mission Systems divisions' Business Development & Capture and Program Management organizations for the purpose of cultivating qualified opportunities for the divisions' pipelines and developing partnerships to strengthen offerings across the sector. The candidate must have demonstrated experience in the following areas: Deep understanding of protocols, detailed needs and communication styles of senior USG officials and flag/general officers, as well as the ability to develop effective messaging appropriate for these levels. Possess in-depth knowledge of USG/DoW budget processes, export processes. Strategic thinking and analysis with respect to USG and international customer needs, release and exportability of technologies, competitive positioning, and requisite capabilities, with the ability to guide the customer and organization towards the strategic and tactical actions necessary to achieve growth objectives. Developing, managing, and supporting in-country business goals and Sector in-country staff engagements. Ability to establish and manage multiple key internal and external company relationships. The customer base requires agility in approach, cultural awareness, and strong communication skills. The preferred location for this role is in Linthicum, MD; Northern Virginia will also be considered. This position reports to the Vice President, Northrop Grumman Mission Systems Business Development.

Requirements

Bachelor's degree with STEM, Business management, or international focus and 12 or more years of related experience (10 or more years with Masters) in Defense Acquisition / Military / Business Development / Capture Management
5 or more years in leading, developing and motivating high-performing teams to achieve ambitious goals
Proven experience briefing at the executive level
Strong customer domain knowledge and a proven track record of sustained business growth
Strong understanding of defense acquisition processes and procurement cycles
3 or more years of international acquisition experience
FMS/DCS experience
Demonstrated multi-disciplinary global business development and capture experience
Able to obtain US Passport
US citizenship with current and active DoW Secret clearance or DoE equivalent

Nice To Haves

Master's Degree with preference given for those with Engineering / Mathematics / Business Management / Marketing/ or related discipline(s)
10 or more years of USG acquisition experience
Demonstrated leadership skills; direct and indirect leadership of large teams; ability to work effectively in a diverse team environment
Experience managing a geographically disparate team
Active TS/SCI clearance

Responsibilities

Lead the team in dynamic, high-pressure environments with shifting priorities and multiple stakeholders
Works with divisions, Corporate Global Business Development Organization and Communications leaders to develop and execute customer engagement plans and customer messaging with the objective of maintaining strong customer relationships and growing our business pipeline.
Builds strong, enduring and mutually supportive relationships with other Northrop Grumman Sectors, Corporate Customer Lead Executives, and the Corporate Global Business Development Office as well as the Corporate Legislative Affairs team.
Ensures the Sector President and MS Executive Leadership Team (ELT) are well-prepared for customer meetings.
Serves as the conduit for messaging and information flow between Corporate Government Relations and the Sector.
Lead preparation for all engagements with senior level USG and DoW officials: including office calls, site visits, trade shows, and phone calls.
Maintain and enforce sector adherence to the Mission Systems Customer Engagement process.
Build, maintain, and expand executive-level relationships to position the company as a trusted partner and solution provider.
Engage early in the acquisition lifecycle to understand customer needs, influence requirements, and position offerings for competitive advantage.
Bring customer insights back to internal stakeholders to inform them about product development, R&D priorities, and strategic planning.
Engage customers to identify needs/solutions, budgets, timelines, and competitor capability
Participate in the development and execution of global, regional and country business strategies that include multi-year sales and marketing/communication plans for key programs that will support sector financial goals.
Support customer relationship development for programs and be the voice of the international customer.
Proactively develop plans and implementation of efforts in support of export and releasability.
Lead strategy for development of global strategic partnerships in support of Sector pursuits and capabilities.
Assist in developing international customers' requests to the USG (including but not limited to: LOR for P&As, LOR for LOAs, RFIs, RFPs).
Identify potential offset and industrial cooperation projects in support of contract proposals/awards as required (This has been the role of the capture team w/Corporate/Sector BD help - we should discuss this one)
Act as focal point for international trade shows, conferences, global customer visits to the sector's U.S. facilities.
Support capture and proposal activities (Proposal Prep, Review and Approval Process) to enhance capture performance and achieve sector growth objectives