Apply on Employer Site

SEAKR · 9 hours ago

Director of Requirements & Capabilities, Eastern Region - Space Systems

Arlington, VA

Full-time

Hybrid

Director/Executive

$210K/yr - $260K/yr

12+ years exp

SEAKR Engineering is a leading-edge provider of advanced electronics for space applications. The Director of Requirements & Capabilities for the Eastern Region is responsible for managing customer relationships, growing sales, and leading strategic pursuits in the space and aerospace community. The role involves collaborating with stakeholders to identify new business opportunities and ensuring high-quality proposals to meet customer needs.

AerospaceData ManagementHardwareManufacturingMechanical EngineeringSecuritySoftware Engineering

No H1B

Security Clearance Required

U.S. Citizen Only

Responsibilities

Growing SEAKR’s customer base, pipeline and converting the pipeline into bookings

Establishing and nurturing relationships with customers to understand their current and future needs and promote alignment of SEAKR’s current and future capabilities to meet those needs

Support formulation of capture strategies with the SEAKR capture team by providing technical, strategic, and business insights for RFI, ROM, white paper, and proposal responses

Coordinate with executives to define and execute business development strategies to grow market share and profitability, through market opportunity evaluation and segmentation, value proposition development, product positioning, pricing strategy, and communications strategy development

Managing a limited number of independent regional sales representative organizations to sell SEAKR capabilities to customers in their respective territories

Act as the lead to train and empower SEAKR’s independent sales representatives in the eastern region

Acting as the initial technical point of contact for SEAKR’s eastern region representatives and as the primary point of contact at SEAKR for technical and business engagements

Contribute to and inform marketing execution for SEAKR capabilities including product & marketing literature, trade show presence, trade journals articles, white papers, press releases, presentations, and datasheets

The ideal candidate should be proficient in capture management including solutioning, contributing to technical volumes, developing program schedules, contributing to cost volumes, and providing insight into winning pricing

Must be available to travel for business ~50% of the time

Mapping and documenting customer organizational structures at the enterprise, business unit, division, and program level

Initiating, building, and documenting customer relationships across the customer enterprise; from individual contributors up to and including the VP/GM level

Meeting face-to-face with customers, decision makers, and key influencers – top down & bottom-up engagement

Solutioning and shaping new programs to “design-in” SEAKR capabilities at both the business and technical level

Crafting and leading campaigns for targeted capabilities and programs

Accurately documenting and updating opportunity metrics including value, timing, P-Go, P-Win, PTW, Win Themes, and competition in CRM

Supporting the Capture and Bid & Proposal team to win business

Initiating and negotiating engagement documents such as NDA’s, Teaming Agreements, PIA’s, BPO’s, press releases, etc

Documenting customer engagements in CRM

Preparing and presenting key gate review briefings

Capturing, documenting and reporting competitive intelligence

Qualification

Business developmentSpace/aerospace experienceProposal managementCapture managementStrategic planningMS Office proficiencyCRM tools proficiencyInterpersonal skillsProblem solvingTeam playerPresentation skills

Required

An understanding of proposal processes and tools: how to convey messages and discriminators, use of a common voice and past performance, and ensuring responses to evaluation criteria are clearly met

Driven to achieve results, solve problems, and overcome obstacles

Experience developing strategic go-to-market plans supported by consistent tactical execution to deliver results

Excellent interpersonal skills - active listening, presenting, motivating, problem solving

A team player

Strong written, verbal, and in-person presentation skills

Proficiency in MS Office Suite and generic CRM tools

Experience writing, evaluating, and managing proposals

Relevant undergraduate/graduate degrees or equivalent experience are required

At least 12 years of business development and/or related space/aerospace industry experience with a proven track record of success

U.S. Citizenship with an active TS/SCI or current SCI eligibility is required