Director Business Development - Lockheed Martin

Job Summary

Are you ready to join Team Mercury? We are ready for a highly driven, dedicated, knowledgeable, innovative business development professional to join our Growth Team. Reporting directly to the Account Management Leader, the successful candidate will drive significant growth opportunities for Mercury Systems with Lockheed Martin for all of Mercury Systems. This role leads cross-functional teams and works in partnership with other key functional partners, including capture sales, engineering, program management, contracts, and others, to build strategic relationships with Lockheed Martin to shape and grow new business with multiple product portfolios and programs. The ideal person will be a roll-up-your-sleeves, innovative, and strategic partner with significant knowledge and relationships with Lockheed Martin to support the needs of the Lockheed Martin and a desire to make a significant impact on the Mercury.

Responsibilities

• Lead a customer-focused integrated project team made up of cross-functional and BU team members, i.e., Programs Managers, Engineering, Sales, etc. • Work with the Lockheed Martin Executive Sponsor • Develop and execute a detailed engagement and growth strategy for Lockheed Martin • Drive Executive-level engagements such as EXCOMMs, Trade Shows, and industry meetings • Build Collaborative and Integrated relationships with key internal stakeholders to drive Customer Intimacy • Connect current and be able to influence future needs and requirements of Lockheed Martin with Mercury products, programs, technologies, and capabilities • Lead an integrated team to manage, grow, and deliver an annual orders plan for Lockheed Martin • Through trust and knowledge, meet commitments to grow and expand the Mercury Pipeline with Lockheed Martin • Provide quarterly updates and reviews to Mercury senior leadership on Lockheed Martin with detailed progress towards the annual and long-term Growth plans • Drive early Gate process and new pursuits by collaborating with internal and external customers on strategic planning • Be the Voice of the Customer to Mercury Systems • Accurately determines budgets and procurement intentions to set realistic Price to Win targets • Achieve set KPIs to expand and convert Pipeline to align with internal priorities • Minimum 50 travel to Lockheed Martin locations to build relationships

Required Qualifications

Bachelors Degree or equivalent knowledge and experience in Electrical, Electronic, or Aerospace Engineering with concentration in Computer Science or Communications Systems

20 years in multiple relevant disciplines, including:

• USG end-user requirements or acquisition communities • Defense industry roles such as Business Development, Engineering, Program Management, Strategy, or Sales • Significant knowledge and experience with Lockheed Martin as a supplier, customer, competitor, or former employee

Collaborative in nature and able to seamlessly lead and participate in integrated teams with shared equity and accountability for the results

The successful applicant must be able to understand and quickly learn products and technologies to analyze customer requirements and confidently communicate Mercury solutions and customer value propositions

Proven track record on development and execution of capture plans

Exceptional verbal and written communication skills. Able to articulate to customers internally why a particular strategy or offering is aligned with Mercury strategy

Gate reviews

Ability to travel a minimum of 50 of the time to meet with customers, attend trade shows, and key internal face-to-face meetings

Current Secret clearance or ability to receive one within nine months

Solid background knowledge of US Export control procedures and restrictions, including ITAR and Department of Commerce regulations

US citizen, lawful permanent resident of the U.S., protected individual as defined by 8 U.S.C. 1324b(a)(3) or eligible to obtain the required authorizations from the U.S. government

An active DoD Secret Clearance or higher

Preferred Qualifications

Significant number of contacts and relationships with Lockheed Martin and mid and senior levels of management

Direct and recent experience in selling Defense Electronics to defense primes

Current Top-Secret clearance or ability to obtain one

Experience in Business Development, Capture Management, and Program Management

Location

This position can be remote or hybrid depending on the current location of the selected candidate. Current location near Lockheed Martin location, such as but not limited to Massachusetts, Arizona, Southern California, or D.C., is a plus. No re-location is considered for this role.