Senior Director, Growth

Parry Labs, LLC•Remote MI, MI

7d•Onsite

About The Position

This Senior Director owns and leads Parry Labs' Army autonomy and formation integration campaign: the growth and capture lane that carries FUSION, Parry Labs' product family for the integration and control of robotic and autonomous systems, into Army formations. The customers are the Army's Capability Program Executive for Mission Autonomy (CPE Mission Autonomy) at Fort Belvoir and Detroit Arsenal, its program offices for ground robotics, common control, and formation based mission autonomy, the Army Applications Laboratory, and the divisions and brigades running the Army's transformation in contact experiments with robotic and autonomous systems. You will lead the campaign end to end: set the plan, run the customer contact plan and the key events calendar, take growth ownership of Parry Labs' current experimentation and prototype work with robotic formations, and carry that work into funded program positions, prototype follow-ons, and production orders. You will carry a qualified pipeline target in your first year and a bookings target after that. You will position FUSION, the STRATIA software infrastructure, the VIW virtual integration workspace, and Parry Labs' edge compute hardware as the open, vendor neutral integration layer for robotic formations, conformant with the Army's government owned interfaces. You will sit in the Detroit area, inside the Army ground vehicle and robotics community, paired with Parry Labs' Technical Director for Ground Systems, and you will support Parry Labs' product leadership on the crewed ground vehicle programs that run through the vehicle primes. This is a senior field role for someone who has closed Army deals, is known in the Army ground robotics and autonomy community.

Requirements

Bachelor's degree or equivalent experience.
10+ years of defense business development, capture, program management, requirements, or acquisition experience focused on Army ground systems, robotics, or autonomy, including at least 5 years carrying a bookings target or leading captures.
Experience leading a multi-year campaign or account plan across several program offices and units, with a cross functional team behind it.
A record of closed Army deals you can walk through in detail.
Working relationships across the Army ground and robotics community, including CPE Mission Autonomy, the program offices at Detroit Arsenal, the Ground Vehicle Systems Center, the Army Applications Laboratory, and the vehicle primes and autonomy vendors that team on Army robotics.
Experience selling, architecting, or managing autonomy, robotics, common control, or mission systems integration for the Army, and enough technical literacy to explain an open integration layer to a program manager.
Practical Army acquisition experience with OTAs, CSOs, SBIR transitions, and middle tier rapid prototyping, and a record of shaping requirements and transitioning prototypes into programs of record, including how budget lines and continuing resolutions shape award timing.
Clear, concise briefing skills: able to present a pursuit, its value, and its risks to senior Army leaders and Parry Labs executives in a few minutes.
Willingness to travel about 50%.
Active Secret security clearance (U.S. citizenship required).

Nice To Haves

Prior Army service or Army civilian experience in the ground vehicle, robotics, or requirements community, including the Next Generation Combat Vehicle Cross Functional Team, Detroit Arsenal, or a division running transformation in contact.
Experience at a defense technology company that sells commercial autonomy or robotics products, or at a vehicle prime's ground systems business.
Familiarity with modular open systems approaches (MOSA, the Army's Robotic and Autonomous Systems Ground Interoperability Profile, and government owned control interfaces).
Established teaming relationships with vehicle primes, autonomy vendors, and robotics integrators.
Experience with Army xTech, SBIR, or experimentation events such as Project Convergence and transformation in contact.
Active TS/SCI clearance.

Responsibilities

Lead the campaign. Own the Army autonomy and formation integration campaign plan: the customer map, the funding lines, the pursuit slate, the contact plan, the key events calendar, and the monthly campaign review with the CRO. Bring Parry Labs' technical, product, and proposal leads together behind one plan and hold it to its dates.
Own the number and the pipeline for Army autonomy and formation integration. Build and carry a qualified pipeline target, then a bookings target. Identify, qualify, and prioritize pursuits across CPE Mission Autonomy and its program offices for ground robotics, common control, and formation-based mission autonomy, PM C2 Applications, the Army Applications Laboratory, and the units running transformation in contact experiments.
Convert field work into funded positions. Take growth ownership of Parry Labs' current experimentation and prototype work with robotic formations, including the Army's xTech and transformation in contact events, and carry it to program of record positions, prototype follow-ons, and production orders.
Shape requirements and the path into programs of record. Engage program offices, the Army Applications Laboratory, and operational units before requirements and acquisition strategies are written.
Build and maintain relationships across CPE Mission Autonomy, the Detroit Arsenal ground vehicle and robotics community, the autonomy vendors that field alongside Parry Labs, and the divisions and brigades fielding robotic formations.
Lead captures from qualification through award. Own the win strategy, customer call plans, teaming, and price to win, and present each pursuit at gate reviews.
Structure and close deals. Match each opportunity to the right vehicle and funding source (OTA prototypes and their production awards, CSOs, SBIR Phase II and Phase III, enterprise and license agreements, and subcontracts under primes), then negotiate terms with customers and partners.
Support the crewed ground vehicle programs. Work with Parry Labs' product leadership and the vehicle primes on the digital backbone programs that run through them, and keep the autonomy and crewed vehicle pursuits aligned.
Connect customer needs to Parry Labs capabilities across FUSION, STRATIA, VIW, and edge compute hardware, working with Product and Engineering to turn them into priced, repeatable offers and a customer backed roadmap.
Drive proposal content with the solution narrative, win themes, discriminators, and customer intelligence.
Represent Parry Labs with customers and at demonstrations, Army experimentation events, and industry events such as AUSA and GVSETS, and keep a standing presence in the Detroit Arsenal ground vehicle and robotics community.
Maintain CRM discipline and deliver an accurate monthly forecast of bookings, award timing, and probability of win to the CRO.
Other duties as assigned.