Vice President, Defense

Engineered Transportation International•Athens, TN

About The Position

This is a high-impact, externally facing role responsible for driving new business growth within the U.S. Army and U.S. Marine Corps. The VP of Defense Business Development will build a qualified pipeline, shape requirements early, and win medium to large-scale defense programs. This is a true hunter role requiring deep relationships, strong capture discipline, and the ability to navigate evolving Department of War (DoW) Acquisition initiatives while still tracking long-cycle DoW procurements. The position includes light oversight of contracts and compliance to ensure alignment between what is sold (bid) and what is delivered.

Requirements

10+ years of defense business development or capture experience
Established relationships within the U.S. Army and U.S. Marine Corps (required)
Proven track record of winning $10M–$50M+ programs
Strong understanding of DoD acquisition and funding processes
Working knowledge of FAR/DFARS
Experience engaging with program offices and contracting teams
Strong executive presence and communication skills

Nice To Haves

Builds a high-quality, fundable pipeline
Wins new programs and expands existing contracts
Establishes repeatable access within Army and Marine Corps organizations
Aligns business development wins with operational execution capabilities

Responsibilities

Identify, develop, and capture new opportunities across Army and Marine Corps programs
Leverage relationships to gain early visibility into requirements, funding, and procurement timelines
Lead capture strategy including shaping, positioning, and win execution
Build and manage a defendable and realistic $75M–$200M qualified pipeline
Drive proposal strategy and support high-probability of Win (PWin) submissions
Expand engagement within logistics, transport, and fuel system programs
Serve as the primary external-facing leader for Army and Marine Corps customers
Maintain trusted relationships with program managers, contracting officers, and decision-makers
Represent EnTrans in customer meetings, program reviews, and industry engagements
Position the company for follow-on work and long-term program participation
Identify high-value programs aligned with tank trailers, fuel systems, and logistics equipment
Advise leadership on market trends, funding priorities, and competitive positioning
Develop and execute a focused growth strategy
Build partnerships with prime contractors, subcontractors, and US Government (USG) customers
Support contract strategy to ensure alignment with business development commitments
Assist in negotiations related to scope, pricing, and delivery
Ensure compliance with FAR/DFARS requirement
Partner internally to protect margins and execution feasibility
Ensure smooth transition from capture to execution for awarded programs
Align internal teams to meet customer expectations and delivery commitments
Maintain visibility and professional DoW acquisition counsel to the operations team into program performance to support long-term growth