Business Development Analyst Principle

Lockheed Martin; Herndon (VA); On-site; USD 179,000 - 332,000; Full time

Benefits offered by this job

Medical

Dental

Vision

401(k) match

Paid time off

Job summary

Lockheed Martin Space in Herndon, VA seeks a seasoned Business Development Principal to strengthen engagement with Intelligence Community customers, shape opportunities, and grow the NG2 pipeline.

You will translate customer needs into actionable growth opportunities, work with Campaign Leaders, Capture Managers, and program teams to align investments, and position LM Space for successful capture in national-security programs.

Qualifications

• Minimum 10 years of experience in business development, customer engagement, capture, program development, market development, or related role supporting U.S. Intelligence Community or national-security customers.
• Demonstrated knowledge of Intelligence Community missions, organizations, stakeholders, planning cycles, budgets, and acquisition processes.
• Active Top Secret/SCI clearance.
• Exceptional written and oral communication skills.

Responsibilities

• Develop Senior Customer Relationships.
• Lead Account Development.
• Identify and Qualify New Opportunities.
• Shape Customer Requirements and Acquisition Strategies.
• Grow and Manage the Opportunity Pipeline.
• Develop Customer Value Propositions.
• Enable Capture Transition and Execution.
• Generate Market and Competitive Intelligence.

Skills

Customer engagement

Account development

Negotiation skills

Strategic partnerships

Opportunity shaping

Capture management

Education

Bachelor’s degree or higher

Job description

Standard Job Description

Business Development Principal – Intelligence Community Customers

About Lockheed Martin Space

Lockheed Martin Space enables the nation’s most critical space-based missions. Our Next Generation Ground (NG2) portfolio delivers resilient, secure, and future‑ready ground solutions supporting intelligence, surveillance, reconnaissance, communications, mission operations, and decision advantage for the U.S. Intelligence Community. We are seeking a Business Development Principal to strengthen our engagement with Intelligence Community customers, identify and shape new business opportunities, and grow the NG2 pipeline. This individual will connect customer mission needs with Lockheed Martin capabilities, technologies, and investment priorities.

Role Overview

The Business Development Principal will serve as a senior business‑development interface between Lockheed Martin Space and Intelligence Community customers, including NSA, NRO, NGA, DIA, and other mission partners. The successful candidate will develop trusted customer relationships, maintain a deep understanding of agency missions and acquisition priorities, identify and qualify new opportunities, and position Lockheed Martin for future competitions. The position will work closely with Campaign Leaders, Capture Managers, program organizations, engineering teams, and enterprise partners to translate customer needs into actionable growth opportunities. This role provides the customer intimacy, account strategy, market insight, opportunity development, and early shaping necessary to build a healthy pipeline and enable successful capture execution. Success will be measured by the quality and growth of the NG2 pipeline, the strength of customer relationships, the identification and maturation of new opportunities, and Lockheed Martin’s positioning within Intelligence Community mission and acquisition roadmaps.

Key Responsibilities

• Develop Senior Customer Relationships
• Lead Account Development
• Identify and Qualify New Opportunities
• Shape Customer Requirements and Acquisition StrategiesGrow and Manage the Opportunity Pipeline
• Develop Customer Value Propositions
• Enable Capture Transition and Execution
• Generate Market and Competitive Intelligence
• Develop Industry and Technology Partnerships
• Align Internal Stakeholders and Investments
• Communicate Business and Market Insights
• Maintain Compliance and Security

Basic Qualifications

Education

Bachelor’s degree in Business Administration, Engineering, International Relations, National Security, or a related technical or strategic field.

Experience

Minimum of 10 years of experience in business development, customer engagement, capture, program development, market development, or a related role supporting U.S. Intelligence Community or national-security customers.

Intelligence Community Experience

Demonstrated knowledge of Intelligence Community missions, organizations, stakeholders, planning cycles, budgets, and acquisition processes. Experience engaging customers within NSA, NRO, NGA, DIA, or related organizations.

Business Development Capability

Demonstrated ability to identify customer needs, develop account plans, qualify opportunities, shape requirements, build customer relationships, and advance opportunities through a structured business-development process.

Security Clearance

Must have active Top Secret/SCI clearance.

Communication and Influence

Exceptional written and oral communication skills, including the ability to communicate complex mission and technical concepts to senior customer and company leaders.

Collaboration

Demonstrated ability to work across organizational boundaries and align technical, programmatic, financial, and executive stakeholders around business‑development priorities.

Analytical Ability

Strong strategic thinking, market analysis, competitive assessment, and problem‑solving skills. Ability to translate incomplete or ambiguous market information into actionable business recommendations.

Desired Skills

Desired Skills and Experience

• Advanced degree in business, engineering management, national security, public policy, or a related field.
• Twelve or more years of business-development or customer-facing experience in the defense, space, cyber, or Intelligence Community markets.
• Established relationships across relevant Intelligence Community agencies, mission organizations, acquisition offices, and industry partners.
• Experience developing and executing customer account plans for complex national‑security markets.
• Experience identifying, qualifying, and maturing large, complex opportunities with values exceeding $100 million.
• Experience supporting major captures and proposals, including customer assessment, competitive analysis, win‑strategy development, teaming, and transition from business development to capture.
• Familiarity with mission‑critical ground systems, ISR, cyber, data processing, cloud architectures, AI and machine learning, mission operations, communications, and resilient ground infrastructure.
• Experience managing multi‑year opportunity pipelines and using customer and market insight to inform corporate investment decisions.
• Ability to develop strategic partnerships with traditional defense contractors, nontraditional companies, commercial technology providers, research institutions, and small businesses.
• Understanding of Intelligence Community contracting approaches, including FAR-based acquisitions, IDIQ vehicles, OTAs, CSOs, BAAs, and other rapid‑acquisition pathways.
• Experience developing business cases, investment recommendations, market assessments, and executive‑level decision materials.
• Strong negotiation, teaming, and deal‑development skills.

What We Offer

• Strategic impact: Help shape solutions supporting some of the nation’s most important intelligence and national‑security missions.
• Senior customer engagement: Build trusted relationships with mission, acquisition, and technology leaders across the Intelligence Community.
• Business growth responsibility: Directly influence Lockheed Martin’s opportunity pipeline and positioning in priority growth markets.
• Collaborative environment: Partner with leading engineers, program managers, strategists, Capture Managers, and business leaders across the corporation.
• Professional development: Access advanced training, mentorship, and career‑development opportunities within Lockheed Martin.
• Competitive compensation: Receive market‑aligned compensation, performance incentives, and a comprehensive benefits package.
• Technology access: Connect emerging commercial and Lockheed Martin technologies with consequential Intelligence Community mission needs.

Pay Information

Full‑Time Salary Range: $178500.00 - $331500.00

At Lockheed Martin, we know mission success starts with taking care of our people. Our Total Rewards program is designed to attract top talent, support your well‑being, and help you grow—both professionally and personally. The salary range for this position is as listed on the requisition. Please note that the salary information listed is a general guideline only. Lockheed Martin considers factors such as (but not limited to) scope and responsibilities of the position, candidate's work experience, education/ training, key skills as well as market(work location) and business considerations when extending an offer.

Benefits offered

• Medical
• Dental
• Vision
• Flexible work arrangements and schedules (e.g., 4x10)
• 401(k) match
• Paid time off
• Holidays
• Parental Leave
• EAP
• Flexible Spending Accounts
• Education Assistance
• Life Insurance
• Short-Term Disability
• Long-Term Disability

• Annual short-term and/or long-term incentive compensation programs may be offered depending on the position. Payments under these annual programs are not guaranteed and can vary from year to year and are tied to a range of performance metrics.
• For (Washington state applicants only) Non-represented full-time employees: accrue at least 10 hours per month of Paid Time Off (PTO) to be used for incidental absences and other reasons; receive at least 90 hours for holidays. Represented full time employees accrue 6.67 hours of Vacation per month; accrue up to 52 hours of sick leave annually; receive at least 96 hours for holidays. PTO, Vacation, sick leave, and holiday hours are prorated based on start date during the calendar year.