Senior Manager, Business Development - Maritime

US-MA-Waltham
Job ID
2017-35139
# of Openings Remaining
1
Category
Business Development

Overview

QinetiQ North America delivers world-class technology and revolutionary products to defense, security and commercial markets worldwide.  Our offerings range from survivability and unmanned systems to power, controls, sensors and transportation solutions. Customers rely on our products to increase readiness, improve mission effectiveness, streamline operations, increase situational awareness and enhance security.
 
At QinetiQ-NA, you’ll find a dedicated and talented team of people who enjoy their work and take pride in their accomplishments. As a member of our team,
you’ll work with cutting-edge technology and some of the industry’s most brilliant minds.  We offer a comprehensive, flexible benefit package including tuition assistance and  career development opportunities. If you’re interested in working for a technology-driven company that is the leader in its industry...but one that maintains the fast-paced, creative environment of a start-up...QinetiQ-NA is the right place for you 

QinetiQ North America is an Equal Opportunity/Affirmative Action Employer and does not discriminate against any individual on the basis of race, color, religion or creed, sex, marital status, national origin or ancestry, citizenship, age, disability, veteran status, military service, sexual orientation, genetic information, or gender identity.

 

NOTE:

Any external applicant will be subject to a pre-employment background check.

 

Position Requires U.S. citizenship

 

TSG-HTF

Responsibilities

Responsibilities:

QinetiQ North America has a career opportunity for a Senior Business Development / Capture Manager in its Maritime Systems Business Line. This position can be located at the QNA office in Waltham, MA or Ashburn, VA.

 

POSITION SUMMARY:

QNA is seeking a high-energy business development professional with an entrepreneurial spirit to support the newly formed Maritime Business Line. The Maritime Business Line was created to organize ongoing Maritime products / programs and capabilities into a customer-facing business unit to support US and foreign Navy customers. We are looking for a motivated individual to be a difference maker and actively participate in growing this promising area. QNA has years of experience successfully providing innovative solutions and products for Navy and commercial customers. We offer maritime customer Command, Control and Communications (C3) solutions, customer electric machine development, Unmanned Underwater Vehicles (UUVs), acoustic communications, and remote inspection and maintenance solutions. QNA has participated on large-scale Navy projects such as Electromagnetic Aircraft Launch System (EMALS) and Advanced Arresting Gear (AAG) and is working on new and cutting-edge opportunities to grow this business.

The SR BD Manager is responsible for filling and managing the Maritime systems opportunity pipeline, executing the BD process, capturing new business, growing the Maritime Business Line, and will be in a position to have a significant positive impact within both QNA and the Navy.

The ideal candidate is either currently serving in the US Navy (military or civilian) or has recently left and has served as a program manager on an acquisition program. Experience with the undersea portion of the Navy is preferred, but not mandatory.  

This individual will leverage customer relationships and personal experience to identify and assess potential Navy business opportunities that result in measurable revenue growth. He/she will be expected to have a strong knowledge of DoD acquisition processes. Candidate will be required to formulate long term business strategies by identifying emerging requirements and capability gaps. Candidate must also leverage customer relationships and personal experience to identify near term opportunities as well.  He/she will design and execute formal capture plans, and monitor competitor activity for each capture.

The candidate is expected to exercise sound judgment within broadly defined practices and policies; regularly interact with all levels of management, technical staff, and customers; and display a high degree of tact and diplomacy. Characteristics necessary for success include: business and technical vision; disciplined strategic thinking; analytical presentation and problem solving skills; the ability to gain internal support; and the ability to establish and maintain a solid working relationship with technical staff, managers, and peers. Excellent written and oral communication skills are required.

 

JOB RESPONSIBILITIES:

  • Proactively identify / cultivate new business opportunities and capture new contracts / orders.
  • Identify fleet modernization opportunities – Use background and experience to identify ship modernization / obsolescence programs to bid.
  • Identify R&D opportunities – Leverage experience with customers like DARPA, ONR, NRL, SPAWAR to identify how QNA’s technological capabilities can develop solutions to support their requirements.
  • Perform market research to qualify new business opportunities, including analysis of customer budget, capabilities required, current customer preferences, competitive environment, and incumbent strengths and weaknesses.
  • Coordinate meetings with customers, competitors, clients, and teammates to develop market insight on requirements, acquisition strategy, acquisition timing, and contract vehicle choices.
  • Support business line Managers as the lead for call plan development and execution, and provide detailed reports on follow up activities after plan execution.
  • Participate in business planning activities, to include periodic pipeline reviews, operating plan development, bid agenda development, opportunity gate reviews, black hat sessions, win theme and discriminator workshops, and proposal reviews.
  • Design and execute formal capture plans and win strategies; lead proposal development.
  • Support overall strategic planning and linking pursuits / capture activities which support the business development metrics for orders, proposals submitted, and pipeline. Support business line short term and long term forecast development.
  • Interact routinely with all levels of management, QNA technical staff, and customers
  • Brief capture status to senior management at specified milestones in the capture process.
  • Conduct after action reviews for all business opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions

 

BASIC REQUIRED QUALIFICATIONS:

  • Bachelor’s degree in a technical / engineering field and 12+ years of related experience.
  • Strong experience working with or in Navy/DoD organizations such as PEOs, SYSCOMs (NAVAIR, NAVSEA, SPAWAR, ONR), PMS, PMAs and DARPA.
  • A proven track record of either capture or Navy program management across multiple Navy organizations and program offices at a variety of acquisition sizes.
  • Experience with US Navy budget, investments and acquisition processes.
  • Ability to think critically, solve problems, and be a strong team player who fosters collaboration.
  • Flexibility to travel as required, based on negotiated work location, up to 50% per month.
  • Demonstrated working knowledge of the Federal Acquisition Regulations (FAR).
  • Demonstrated access to key government customers and industry partners.
  • Ability to use automated tools such as Microsoft Office to present ideas, information, and reports. Familiarity with CRM tools.
  • An active Secret (or higher) clearance.

 

ADDITIONAL PREFERRED QUALIFICATIONS:

  • Former member of US Navy with acquisition experience with recent contacts with potential customers
  • Working knowledge of USN Surface and/or Submarine platforms
  • Experience in RDT&E of maritime-related programs with the US government.
  • Experience working with or in the Planning, Programming, Budgeting and Execution (PPBE) process.
  • Leadership skills to develop, organize and execute significant capture activities, including building industry teams, assessing win probability, and executing customer call plans to shape acquisitions in order to respond to and win business with new and existing customers.
  • Formal US government acquisition training
  • Proposal management experience

 

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