Senior Business Development Manager– AI and Incubation Team

Aptiv; Ottawa; On-site; CAD 120,000 - 180,000; Full time

Job summary

Wind River seeks an outstanding Senior Business Development Manager to join our AI and Incubation team. You will drive the adoption of EDGE AI across multiple verticals, identify commercial value, and help build this business from the ground up, reporting to the VP of AI and Incubation.

You will lead capture efforts, coordinate with product management, and work with engineering and partnerships. Travel will be required as part of building strategic relationships.

Qualifications

• Minimum of 12 years of experience in business development or capture management in high-tech software.
• Bachelor’s degree in business or engineering; MBA preferred.
• Proven ability to lead cross-functional teams and engage senior leadership.
• Experience in AI, EDGE AI, embedded or cloud software is a plus.

Responsibilities

• Lead strategic capture plans and manage the full lifecycle from opportunity to contract.
• Identify and qualify opportunities across multiple verticals for EDGE AI adoption.
• Develop market strategies and maintain client relationships.
• Coordinate with product, legal, contracts, and finance to ensure proposal success.

Skills

Business development

Capture management

Strategic partnerships

AI

EDGE AI

Embedded software

Cloud software

Education

Bachelor’s degree in business administration, engineering, or a related field

MBA or equivalent advanced degree

Job description

Senior Business Development Manager – AI and Incubation Team

Wind River is a global leader in delivering software for mission-critical intelligent systems. For more than four decades, the company has been an innovator and pioneer, powering billions of systems that require the highest levels of security, safety, and reliability. The company has received industry recognition for its technology innovation and leadership, and for its workplace culture, including global Great Place to Work certification and being named a “Top Workplace” for ten consecutive years. Wind River helps customers across automotive, aerospace, defense, industrial, medical, and telecommunications industries solve complex technology challenges on their journey toward the new intelligent machine economy. The company’s software powers generation after generation of the safest, most secure systems in the world. Examples include playing a key role in NASA space missions such as Artemis I, the James Webb Space Telescope, and multiple Mars rovers. We’ve achieved recent 5G milestones including the world’s first successful 5G data session with Verizon and building one of the largest Open RAN networks in the world with Vodafone. Wind River is looking for top talent to discover, create vision and build our next generation of products within its AI and Incubation team. We have a strong foundation of products within the embedded and cloud software space to build on and take to the next level of technology with AI at the EDGE. This is your chance to get in on the ground floor of that journey and to build a business within Wind River and Aptiv (our parent company). If you want to be part of a unique culture where the lived experience is based on our cultural attributes of growth mindset, customer-focus, and respect for individuals, come join us and help advance the future software defined world.

YOUR ROLE

Wind River seeks an outstanding Senior Business Develop Manager to join our new elite AI and Incubation team. This is a pivotal role and demands a rare blend of strategic/business insight, technical knowledge, exceptional communication and negotiation skills. The ideal candidate will drive the adoption of EDGE AI in multiple business verticals, identify/create commercial value to Wind River, and help build this business from the ground up. You will report directly to the Vice President of AI and Incubation and work closely with the rest of the Product Management team in building this business. You will be supported by technical sales, eco-system partnerships, and dedicated product engineering. Travel will be required.

The Business Development / Capture Manager will be responsible for leading and driving the business development lifecycle from business opportunity identification to proposal submission and contract award. This individual will develop and execute strategic capture plans, identify and qualify new business opportunities, and ensure the successful pursuit of key contracts, including coordinating internal cross-functional teams and external partners (as required) and guiding commercial proposals.

In your daily job you will:

• Identify and assess new business opportunities, emerging markets, and strategic partnerships within multiple verticals for the adoption of our EDGE AI portfolio.
• Develop, maintain and implement strategies to drive market growth, including identifying key customer needs and aligning company EDGE AI solutions with those needs.
• Build and maintain strong relationships with clients and industry partners.
• Conduct market research and competitive analysis to identify trends, risks, and opportunities in the EDGE AI domain.
• Engage in networking, attend industry events, and represent the company at conferences and trade shows to build brand awareness and generate new leads.
• Develop and present business development and capture plans and recommendations to senior leadership, aligning strategies with the company's goals.
• Lead capture efforts for strategic opportunities, guiding the team through the full lifecycle of the pursuit process, including qualification, proposal development, pricing strategy, and risk management.
• Work closely with proposal teams to create comprehensive, compelling, and compliant proposals that align with client requirements and showcase the company's value proposition.
• Coordinate and communicate with internal departments (e.g., product, legal, contracts, finance) to ensure timely and accurate capture execution.
• Manage proposal timelines, resources, and deliverables, ensuring alignment with the opportunity’s schedule and submission requirements.
• Conduct win/loss analyses for capture activities to refine strategies and improve future pursuits.
• Work with product development teams to tailor solutions based on customer feedback and market analysis.

Key skills and competencies for succeeding in this role are:

• Minimum of 12 years of experience in business development, capture management, or sales within a high-tech software environment.
• PREFERRED – strategic business development or capture management in key areas such as AI, EDGE AI, embedded software or cloud software.
• Bachelor’s degree in business administration, engineering, or a related field. MBA or equivalent advanced degree preferred.
• Ability to identify and assess new business opportunities, manage strategic partnerships, and develop client-focused solutions.
• Strong communication, negotiation, and interpersonal skills with the ability to influence decision-makers and build relationships across all levels.
• Proven track record of leading and managing complex capture efforts for commercial contracts.
• Experience developing and executing market strategies to support long-term business growth.
• Demonstrated experience managing cross-functional teams and engaging with senior leadership in strategic decision-making.
• Experience in embedded systems and cloud software consisting of real time operating systems (RTOS), industry-specific software (linux), simulation technology, development tools and middleware is a plus.
• Ability to think strategically and develop actionable plans that align with business objectives.
• Strong problem-solving and analytical skills, particularly in evaluating business opportunities and risks.
• Excellent organizational skills and attention to detail, with the ability to manage multiple tasks simultaneously.
• US Citizen Or Canadian Citizen required.

Aptiv is an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, gender identity, sexual orientation, disability status, protected veteran status or any other characteristic protected by law.

Aptiv is a global industrial technology company enabling automated, electrified and digitalized solutions across multiple end markets. People trust us to deliver innovations that will help them progress, improve and achieve more tomorrow than they did yesterday.