IAE Director of Business Development

The USF Institute for Applied Engineering (IAE) is a Florida not-for-profit corporation and USF Direct Support Organization organized to support and benefit the University of South Florida. IAE provides agile, best value engineering products and services to enhance the performance, effectiveness and safety of its customers, including the Department of Defense; other federal, state and local agencies; and industry. The Institute provides solutions in alignment with its core competencies: Integrated Systems, Software Systems, Intelligent Systems, Space Systems, Mechanical Design, Rapid Prototyping, and Talent Development

The Director of Business Development assists the Chief Executive Officer in all aspects of Business Development Activities. The major accountability of this position is the strategic and tactical ownership of Revenue and Profitability of the lAE, with highest priority being placed on the SOCOM & ARL IDIQs and the CENTCOM BPA. Must have deep relationships and a history of successfully defining, winning and delivering on Defense Department programs. Knowledge of Federal Acquisition Regulation (FAR) contracting and typical revenue models in this space is preferred. Must demonstrate excellent teaming behaviors and be able to serve as a mentor to others. This position serves on the lAE leadership team and reports directly to the lAE CEO.

Minimum Qualifications

• Eligible for a Secret security clearance with ability to obtain a Top Secret security clearance, if required, therefore U.S. Citizenship required.
• Bachelor''s degree in Engineering, Business Administration, Public Administration, National Security Studies, Technology Management, or a related field.
• Eight (8) years of progressively responsible experience in business development, capture management, federal contracting, technology commercialization, defense programs, or applied research environments.
• Demonstrated experience identifying, qualifying, capturing, and managing federal funding opportunities, including Department of Defense and other federal agency opportunities.
• Experience developing and executing business development strategies that result in revenue growth, strategic partnerships, and successful contract awards.
• Working knowledge of federal acquisition and contracting processes, including FAR, DFARS, IDIQ contracts, cooperative agreements, grants, and Other Transaction Authorities (OTAs).
• Experience leading or supporting proposal development activities, including opportunity qualification, capture planning, proposal strategy, competitive analysis, pricing coordination, and customer engagement.
• Demonstrated ability to build and maintain relationships with senior government officials, industry partners, academic institutions, and executive leadership.
• Strong written and verbal communication skills with the ability to present complex technical concepts to both technical and non-technical audiences.
• Experience utilizing customer relationship management (CRM) systems, pipeline management tools, and market research methodologies.
• Ability to obtain and maintain a Secret Security Clearance; U.S. Citizenship required.

Preferred Qualifications

• Master''s degree in Engineering, Business Administration (MBA), Public Administration, National Security Studies, Technology Management, or a related field.
• Ten (10) or more years of experience supporting defense, national security, research and development, or advanced technology organizations.
• Experience working with Department of Defense organizations such as USSOCOM, DARPA, DEVCOM, AFRL, ONR, NAVSEA, Army Futures Command, or related federal agencies.
• Experience supporting university-affiliated research organizations (UAROs), federally funded research and development centers (FFRDCs), applied research institutes, or public-private partnerships.
• Knowledge of technology transition programs, SBIR/STTR initiatives, defense innovation ecosystems, and dual-use technology commercialization strategies.
• Familiarity with cybersecurity and compliance requirements, including CMMC, NIST 800-171, GCC High environments, export controls, and classified research programs.
• Experience supporting business development activities related to artificial intelligence, machine learning, cyber operations, autonomy, digital engineering, modeling and simulation, advanced manufacturing, or other emerging technologies.
• Active Secret Security Clearance or eligibility to obtain a Top Secret Security Clearance.
• Professional certifications related to business development, project management, federal acquisition, or capture management.

Degree Equivalency Clause: Four years of direct experience for a bachelor's degree.

• Senate Bill 1310- The Florida Senate (https://www.flsenate.gov/Session/Bill/2023/1310) is conditional upon meeting all employment eligibility requirements in the U.S.
• SB 1310: Substitution of Work Experience for Postsecondary Education Requirements
• A public employer may include a postsecondary degree as a baseline requirement only as an alternative to the number of years of direct experience required, not to exceed:
• (a) Two years of direct experience for an associate degree;
• (b) Four years of direct experience for a bachelor's degree;
• (c) Six years of direct experience for a master's degree;
• (d) Seven years of direct experience for a professional degree; or
• (e) Nine years of direct experience for a doctoral degree
• Related work experience may not substitute for any required licensure, certification, or registration required for the position of employment as established by the public employer and indicated in the advertised description of the position of employment.
• Minimum Qualifications that require a high school diploma are exempt from SB 1310.
• Builds trusted relationships across DoD markets in order to identify and create new business opportunities. Strengthens the USF IAE reputation within customer organizations while researching customers, competitors, solutions, specific opportunities, teaming partners and potential key personnel to capture Government Contracts. Builds partnerships with small business, and Academia to expand the IAE network.
• Works with customers to get information, assess needs, and resolves issues and concerns, and consistently acts with the customer in mind. Identifies new leads and sets up meetings to identify initial customer requirements. Demonstrates commitment to providing high quality services and programs in a timely manner. Conducts market research in order to assess size and potential value of opportunities.
• Applies knowledge of federal procurement regulations and knowledge of the proposal development process. Implements or utilizes strategic plans on a day-to-day basis. Organizes work, set priorities, determines resource requirements. Anticipates potential Business Development risks and develops avoidance and mitigation strategies.
• Communicates regularly with the CEO and works closely with the Project Management and Engineering teams to provide customer requirements and feedback. Supports forecast reviews and annual strategic planning process. Assists with marketing IAE capabilities. Documents all capture information and reports status of opportunities throughout the Business Development lifecycle.
• Performs other duties as assigned.
• Builds trusted relationships across DoD markets in order to identify and create new business opportunities. Strengthens the USF IAE reputation within customer organizations while researching customers, competitors, solutions, specific opportunities, teaming partners and potential key personnel to capture Government Contracts. Builds partnerships with small business, and Academia to expand the IAE network.
• Works with customers to get information, assess needs, and resolves issues and concerns, and consistently acts with the customer in mind. Identifies new leads and sets up meetings to identify initial customer requirements. Demonstrates commitment to providing high quality services and programs in a timely manner. Conducts market research in order to assess size and potential value of opportunities.
• Applies knowledge of federal procurement regulations and knowledge of the proposal development process. Implements or utilizes strategic plans on a day-to-day basis. Organizes work, set priorities, determines resource requirements. Anticipates potential Business Development risks and develops avoidance and mitigation strategies.
• Communicates regularly with the CEO and works closely with the Project Management and Engineering teams to provide customer requirements and feedback. Supports forecast reviews and annual strategic planning process. Assists with marketing IAE capabilities. Documents all capture information and reports status of opportunities throughout the Business Development lifecycle.
• Performs other duties as assigned.