Business Development Manager - Defense Technologies

About the Role

We are seeking a Business Development Manager to expand our presence on defense programs, with a focus on unmanned vehicles, hybrid/electric propulsion systems, and advanced vehicle technology. This role is ideal for someone with military experience, especially those with service in ground and marine vehicle innovation, acquisition, or contracting organizations.

The Business Development Manager - Defense Technologies will identify new opportunities, shape programs, work closely with engineering and product teams, and build strong relationships across the defense ecosystem. This individual must be fluent in defense acquisition pathways, able to position technology solutions, and comfortable representing a fast-moving technology company in front of government stakeholders, primes, integrators, and strategic partners.

Key Responsibilities

Opportunity Identification & Capture

• Identify, evaluate, and prioritize opportunities in DoW ground systems, UGV, UAS, C-UAS, and USV programs and partnerships, and initiatives.
• Lead early capture strategy including customer engagement, requirements shaping, and competitive positioning.
• Develop capture plans, teaming strategies, and pursuit recommendations for leadership approval.

Customer & Partner Engagement

• Represent the company to government organizations including departments, program offices, test centers, and contracting offices.
• Build strong relationships with program managers, contracting officers, engineers, and acquisition decision-makers.
• Develop partnerships with OEMs, defense primes, integrators, and key suppliers.

Proposal & Contracting Support

• Collaborate with proposal teams to develop compliant, compelling responses to RFPs, RFIs, and BAAs.
• Contribute to technical solution strategy and help translate customer needs into actionable requirements.
• Engage in contract negotiations, pricing discussions, and deliverables planning.

Market & Technology Insight

• Track emerging programs, modernization initiatives, and technology trends across DoW ground systems.
• Provide internal advisement to engineering and product leadership based on operational relevance and end-user needs.
• Support product roadmaps by providing market intelligence and user feedback from the field.

Internal Collaboration

• Work with engineering, product, program management, and executive leadership to align opportunities with company capabilities.
• Participate in demonstrations, field trials, and technical meetings to support customer engagement.

Required Qualifications

• 5+ years of relevant experience in defense, military operations, program management, government acquisition, or defense business development.
• Military experience required, ideally with familiarity with program offices, operations, sustainment, acquisition, or technology development.
• Direct experience with organizations such as GVSC, PEO GCS, PEO CS&CSS, RCCTO, SOCOM, DEVCOM, NAVSEA, AFC, or similar DoW entities.
• Strong understanding of DoW acquisition pathways, contracting mechanisms (OTAs, FAR-based contracts), and program lifecycles.
• Demonstrated ability to build trusted relationships with government stakeholders and defense industry partners.
• Excellent communication, presentation, and proposal-writing skills.
• Ability to travel 25–40%, including to military installations, industry shows, and program meetings.

Preferred Qualifications

• Experience supporting or developing unmanned ground, air, and marine vehicles (UGV, UAV, USV), hybrid/electric propulsion systems, or advanced mobility technologies.
• Capture or proposal experience with prototype programs (e.g., SBIR, STTR, OTA, RPP).
• Familiarity with DoW test ranges, experimentation events, or technology demonstrations.
• Engineering, technical, or program management background helpful but not required.

Personal Attributes

• Mission-driven and highly motivated to support warfighter capability improvement.
• Entrepreneurial mindset with strong initiative and comfort operating in a fast-paced environment.
• Strong professionalism and ability to interface credibly with senior military and industry leadership.
• Team-oriented, collaborative, and able to work effectively across technical and non-technical groups.

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