Director, Strategic Account Development

This is a fully remote position, open to applicants in United States.

📋 Description

• Drive new business initiatives within the Aerospace & Defense sector across the Integrated Electronics and Interconnect Solutions business units.

• Oversee all new business opportunities with Lockheed Martin.

• Build and sustain executive-level relationships with Lockheed Martin programs and business units.

• Collaborate with program office leadership, program managers, and technical personnel to comprehend mission requirements, technology roadmaps, and capability gaps.

• Formulate and implement capture strategies for Lockheed Martin opportunities.

• Develop and maintain a pipeline of opportunities while documenting intelligence in CRM.

• Manage opportunities through qualification, shaping, capture, proposal, and award processes.

• Lead capture initiatives and devise successful strategies across various systems and platforms.

• Work in conjunction with Program Management, Engineering, Operations, and Pricing teams to create competitive solutions.

• Convert customer mission needs and priorities into internal business strategies and investment decisions.

• Influence requirements prior to RFP release through white papers, technical discussions, and industry days.

• Utilize Phase Gate capture methodologies for pursuit decisions and resource allocation.

• Conduct competitive intelligence, pricing strategies, and win-theme development.

• Coordinate with Lockheed Martin Customer Account Managers and Business Development regarding activities, competition, and price-to-win strategies.

⛳️ Requirements

• Bachelor of Science Degree in Business Management, Engineering, or a related field.

• A minimum of 10+ years of relevant industry experience with a preference for business development experience.

• Required experience in the A&D industry.

• Security clearance is preferred.

• Proven success in navigating complex, matrixed organizational structures.

• Established relationships within a Prime, particularly with the Prime program office or similar acquisition organizations.

• Ability to influence requirements and acquisition strategies through strategic engagement and technical credibility.

• Extensive experience and connections in the A&D electronics ecosystem, focusing on Prime’s requirements.

• Strong comprehension of the A&D customer environment, the DOD/Pentagon acquisition process, Lockheed Martin's mission priorities, and key programs at the DOD level.

• Demonstrated capability to build, develop, and maintain relationships with leading A&D customers.

• Solid understanding of the PCB/Microelectronics industry, RF/MW products, Mission Systems, and design-to-specification solution selling within Prime applications.

• Ability to quickly gain a solid understanding of TTM’s existing products/capabilities and its competitors.

• Proven ability to identify and evaluate new business opportunities and formulate effective capture strategies with measurable success.

• Strong communication and interpersonal skills, including proficiency in presentation, persuasion, and negotiation when interacting with executive leadership and Pentagon officials.

• Capacity to collaborate across organizational and functional boundaries.

• A clear and established history of new business wins, including recent and relevant awards exceeding $50M.

• Strong knowledge of content management systems and tools that support capture and proposal development.

• Understanding of the Congressional appropriations process and its effects on Lockheed Martin program funding and priorities.

• Must adhere to TTM Export Control Policies and Procedures as well as applicable ITAR, EAR, and OFAC regulations.

• Must be able to identify ITAR products and recognize restricted access for US Citizens and US Permanent Residents.

• Must comprehend and follow authorization procedures for foreign visitors and shipments departing from the US.

• Must manage vendor approvals for ITAR manufacturing and services.

🏝️ Benefits

• Medical insurance.

• Dental insurance.

• Vision insurance.

• 401(k).

• Flexible Spending Account.

• Health Savings Account.

• Accident benefits.

• Life insurance.

• Disability benefits.

• Paid vacation and holidays.