Responsibilities
The
NSD Director of Business Development is responsible for providing leadership and integration of the full lifecycle business development (BD) function with a primary focus on:
- Defining and executing long term market and business development strategies that consistently deliver at or above target contract backlog results, deliver at or above target bid volume results, and builds a robust multi-year pipeline of qualified opportunities
- Assisting division and business unit (BU) leadership with the shaping, capture, and execution of re-compete and new business development opportunities and proposals
- Growth of high margin and diversified engineering services and technical solution business lines that directly leverage company exceptional past performance, differentiated capabilities and innovation investments
- Providing expert coaching, mentoring, and development of division personnel in BD skills and best practices (capture planning and execution, strength-based solutioning, teaming strategies, proposal writing/review, competitive assessment/price-to-win, OCI assessments)
- Collaborating with counterparts across MTSI on shared cross-company and cross-division BD initiatives and/or stand-alone division initiatives always guided by company-first thinking
- Maturing division and company adoption and usage of advanced tools (business systems and embedded technologies) and processes that increase efficiency, improve decision-making, and ultimately help achieve company growth goals
The NSD Director of Business Development also contributes to leadership, guidance, and oversight of all BD processes, procedures, and training, with an emphasis on continuous process improvement in support of the corporate BD Team. The Director of Business Development will work closely with Operational and Functional leadership and staff across the company to efficiently execute all BD functions with exceptional communications, teamwork, and collaboration.
Objectives: The NSD Director of Business Development is a primary executive contributor to meeting corporate and division strategic and financial objectives. Key company financial objectives include organically growing consistently per year while maintaining overall contract profit margins in price-competitive markets and delivering double-digit returns to our employee owners. Other success criteria include shaping and winning new single award, high ceiling, flexible scope contracts enabling rapid response to the needs of new customers, expanded needs of existing customers and expanding high margin service/solution business lines enabled by our differentiated capabilities in digital engineering/acquisition; mission engineering; rapid acquisition; modeling, simulation and analysis; cyber security; data and AI; autonomous systems; agile software/DevSecOps; and multi-level secure cloud. The National Security Division assigned markets are primarily the US Space Force, IC, OSD/DARPA, Federal Civil, and commercial technology companies.
Key Responsibilities
- Shape and win new contracts in line with MTSI growth strategy that protects employee owner benefits and returns and strengthens MTSI’s long-term competitive position in existing and new markets
- Develop and maintain the division’s multi-year BD strategy and 5-year pipeline
- Increase corporate and division backlog sufficient to enable objective, multi-year, annual growth
- Achieve the division’s goals related to new business and recompete win rate
- Advise and support Business Unit Senior Directors on business development and capture activities in alignment with our company’s business unit-centric growth strategy. Advise and support Business Unit Senior Directors’ utilization of growth-oriented investments/resources available in the company (VPs of Strategic Development, Technical Fellows, IRADs, Capability Focus Areas, Communities of Practice, Chief Engineers) and Corporate Infrastructure (BD, Contracts, Security, Finance & Accounting, CIO, and Legal).
- Collaborate with the company BD enterprise to foster an efficient, effective, and integrated BD team that delivers high win rates for selective opportunity pursuits.
- Work with the Corporate Proposal Team and opportunity Capture Managers to ensure disciplined capture and proposal execution in line with tailored MTSI strength-based solutioning and principals of Miller-Heiman and Shipley processes, tailored to different opportunity types.
- Conduct external engagement with prospective customers and industry partners to assist with successful capture, team building, and awards on prioritized opportunities.
- Utilize and build upon significant MTSI BD capability foundation: Miller Heiman strategic and conceptual selling methodology, Deltek/GovWin, SalesForce CRM, and Strength-Based Solutioning as integral components of MTSI’s overall BD execution system; support corporate BD process and tool enhancements.
- Assist in strategic proposal development, writing of key proposal sections, and proposal color team reviews in support of the Senior Director of Proposals.
- Support strategic division growth planning, including short- and long-term business unit and division strategic planning processes
Qualifications
- 15 or more years of relevant and progressive experience in the DoD or IC with preferred recent emphasis on US Space Force, Service and National Intelligence agencies, OSD, and Federal Civil organizations.
- 8 or more years of experience and proven track record developing high impact BD strategies, roadmaps, and pipelines that resulted in significant business expansion for companies like MTSI, focused on solving very complex problems of global importance in critical mission areas.
- 8 or more years of experience collaborating with executives to prioritize resources, manage budgets, and make go/no-go decisions on gated pursuits, achieving significant organic growth. Proven track record of exceptional capture and BD performance in high-end government engineering services (A&AS and SETA) and advanced technology solutions supporting missions of global importance, including intelligence operations, rapid acquisition, missile defense, mission and systems engineering, autonomous systems, cybersecurity, advanced aviation/weapons, space systems, and software development.
- Extensive experience in Special Access Programs (SAP) and TS/SCI portfolio development, driving growth within government services through innovative solutions tailored to complex mission requirements.
- Demonstrated ability to lead complex $100M+ opportunity captures from prospecting, qualification, and through proposal submittal.
- Experience working in a team of geographically distributed team across the BD lifecycle that demonstrate the ability to lead growth initiatives in business lines of $250M or greater.
- Exceptional communication, collaboration, and leadership skills. Proven ability to interface internally and externally at executive levels; ability to gain support and buy-in from all levels of leadership and staff. Excels at leading through influence with cross functional teams.
- Highly qualified solutions architect that possesses ability to comprehensively understand and clearly communicate to customers how company differentiated capabilities (SE&I, MS&A, T&E, Cyber, Software Development, Digital Engineering/Acquisition, Mission Engineering, etc.) can solve their complex problems in a manner that is clearly discriminated from the competition.
- Experience integrating dedicated BD professionals, technical leadership, operational staff, outside consultants/vendors, and leadership to maximize success.
- Experience and familiarity with BD tools and methods, and a thorough understanding of how 3rd-party tools are best integrated into a corporate BD program.
- Experience establishing, expanding, and optimizing an efficient BD capability to meet the demands of a growing business within the constraints of overhead and net income pressures.
Required Behavioral Traits, Competencies, & Compatibility Profile
- Commitment to MTSI’s Core Values and employee-centric company culture.
- Earns the respect, collaboration, and loyalty of company’s employees at all levels. An inspirational, accessible, influential, and consistent leader.
- Embraces open, honest, and respectful communication and works well with varying personalities.
- Sustained and credible leadership. High integrity.
- Willingness and ability to embrace and drive change in a manner aligned with MTSI core values and culture.
- Entrepreneurial and driven leader with proven ability to manage and grow business.
- Strong desire to win in the marketplace and to grow the business.
- Dedication to quality, ethical, and profitable business growth.
- Decisive yet collaborative decision making and problem solving.
- Embraces the ownership and responsibility for the future success of the company.
- Ability to resolve conflict, identify and manage risk.
- Skilled in strategic visioning, thinking and planning.
- Has a strong leadership presence.
Education Required
- Bachelor’s degree.
- Bachelor’s degree in engineering or another related technical field (Desired).
- Advanced degree (MBA or related field) (Desired).
Security Clearance
- Active Top-Secret clearance is required
- SCI-eligibility and SAP experience desired
TRAVEL: The position requires travel (20%-25%) to MTSI customer and office locations across the United States.
PERFORMANCE MEASURES: NSD Director of Business Development is evaluated using the following metrics:
- Company and division revenue, contract profit margins, and adjusted EBITDA
- Weighted pipeline size, health, and diversity
- Contract backlog generation
- Bid Volume and win-rates
- Growth of high margin engineering services and technical solutions business lines
- BD resource allocation return on investment (efficient use of resources)
- Co-worker feedback on adherence to core values and modeling desired behavioral and leadership traits
