Business Development Manager - Maritime

QinetiQ U.S.; Franklin (MA); On-site; USD 138,000 - 158,000; Part time

Job summary

QinetiQ US is seeking a part-time Business Development Manager for the Maritime sector in Franklin, MA. The role focuses on growth strategy, pipeline development, and capture execution across USDoD and international defense markets.

The candidate will engage with government customers, understand emerging technologies, and lead strategic campaigns, building a network of federal and private sector relationships to drive wins.

Qualifications

• 10 years directly related experience.
• Experience leading the capture of unrestricted prime opportunities and strategic subcontracting opportunities.
• Experience winning unrestricted opportunities.
• Desire to succeed in a fast-paced and rapidly evolving business organization.
• Proven track record building accomplished teams; developing and selling solutions; and executing strategic campaigns.
• Experience building and maintaining high-level relationships and demonstrated ability to prospect and close new customers.
• Experience with the federal budgeting and appropriation process as it applies to federal programs.

Responsibilities

• Develop and maintain trusted partner relationships with offices of senior military and civilian US Government customers, international defense customers and value-added resellers.
• Assist customers in meeting their requirements and capability gaps with those capabilities, products, and technologies available or being developed in the global QinetiQ organization.
• Coordinate with engineering, product, and business unit personnel in preparing, editing, and presenting briefings or hosting discussions with customers, highlighting QinetiQ capabilities and solutions against customer requirements and capability shortfalls.
• Support the Business Areas through attendance at Industry Days, Symposiums, Professional Events, Conferences, and Trade Shows.
• Collaborate with Solutions Business units, QinetiQ US leadership, and Group colleagues on strategic campaigns and growth plans in order to enhance capabilities and meet if not exceed objectives.
• Identify and capture key strategic opportunities by leveraging current technologies, customer intimacies, and inter-company collaboration.
• Develop and execute strategic and tactical plans for the pursuit and successful capture of key opportunities.
• Obtain marketing intelligence and competitive data pertaining to potential targeted pursuits and develop marketing strategies.
• Participate in bid decisions, development of cost strategies and phase reviews.
• Establish, build, and maintain customer relationships and assess competitor capabilities aligned to specific customers
• Support the creation and execution of multi-year business development strategies.
• Lead strategic captures including creating RFI responses, white papers and other shaping activities.
• Oversee the existing Deltek GovWin Opportunity IQ and NextStage Customer Relationship Management (CRM) tool.
• Applying best business practices and processes to include CM, Shipley, SMA, and other models for opportunity identification, qualification, and capture management.

Skills

Business development

Capture management

Federal contracting

Relationship building

Sales leadership

Strategic campaigns

Education

Bachelor's degree

Tools

Deltek GovWin

NextStage CRM

Job description

Business Development Manager - Maritime

Job Locations

US-MA-Franklin

Company Overview

We are a world-class team of professionals who deliver next generation technology and products in robotic and autonomous platforms, ground, soldier, and maritime systems in 50+ locations world-wide. Much of our work contributes to innovative research in the fields of sensor science, signal processing, data fusion, artificial intelligence (AI), machine learning (ML), and augmented reality (AR).

QinetiQ US's dedicated experts in defense, aerospace, security, and related fields all work together to explore new ways of protecting the American Warfighter, Security Forces, and Allies. Being a part of QinetiQ US means being central to the safety and security of the world around us. Partnering with our customers, we help save lives; reduce risks to society; and maintain the global infrastructure on which we all depend.

Why Join QinetiQ US?

If you have the courage to take on a wide variety of complex challenges, then you will experience a unique working environment where innovative teams blend different perspectives, disciplines, and technologies to discover new ways of solving complex problems. In our diverse and inclusive environment, you can be authentic, feel valued, be respected, and realize your full potential. QinetiQ US will support you with workplace flexibility, a commitment to the health and well-being of you and your family and provide opportunities to work with a purpose. We are committed to supporting your success in both your professional and personal lives.

Position Overview

Qinetiq US is looking for a PT BD Manager. This role is responsible for the growth strategy, new business pipeline, and execution of captures across the Maritime business unit that includes the various U.S. Department of Defense organizations as well as International Military and Civilian Security agencies.

This role is both internal and external facing. It requires engaging with potential customers, understanding emerging technologies, policies, and stakeholders as well as managing QinetiQ's internal process and procedures to mature capture and bid strategies. Successful candidates will have deep experience in selling both product and services within the U.S. DOD, Agencies and International markets, as well building new strategies and pipelines with emerging company capabilities. Candidates will bring an extensive network of federal, private sector, and contractor relationships to build a point of view, demonstrable capability with an emphasis on growth.

Responsibilities

• Develop and maintain close, trusted partner relationships with offices of senior military and civilian US Government customers, international defense customers and value-added resellers. This includes current and prospective customers, as well as industry partners and suppliers.
• Assist customers in meeting their requirements and capability gaps with those capabilities, products, and technologies available or being developed in the global QinetiQ organization.
• Coordinate with engineering, product, and business unit personnel in preparing, editing, and presenting briefings or hosting discussions with customers, highlighting QinetiQ capabilities and solutions against customer requirements and capability shortfalls.
• Support the Business Areas through attendance at Industry Days, Symposiums, Professional Events, Conferences, and Trade Shows.
• Collaborate with Solutions Business units, QinetiQ US leadership, and Group colleagues on strategic campaigns and growth plans in order to enhance capabilities and meet if not exceed objectives.
• Identify and capture key strategic opportunities by leveraging current technologies, customer intimacies, and inter-company collaboration.
• Develop and execute strategic and tactical plans for the pursuit and successful capture of key opportunities.
• Obtain marketing intelligence and competitive data pertaining to potential targeted pursuits and develop marketing strategies.
• Participate in bid decisions, development of cost strategies and phase reviews.
• Establish, build, and maintain customer relationships and assess competitor capabilities aligned to specific customers
• Support the creation and execution of multi-year business development strategies.
• Lead strategic captures including creating RFI responses, white papers and other shaping activities.
• Oversee the existing Deltek GovWin Opportunity IQ and NextStage Customer Relationship Management (CRM) tool.
• Applying best business practices and processes to include CM, Shipley, SMA, and other models for opportunity identification, qualification, and capture management.

Required Qualifications

• 10 years directly related experience
• Direct experience identifying and leading the capture of unrestricted prime opportunities and strategic subcontracting opportunities.
• Experience winning unrestricted opportunities.
• Desire to succeed in a fast-paced and rapidly evolving business organization.
• Proven track record in building accomplished teams; developing and selling solutions; and executing strategic campaigns.
• Experience building and maintaining high-level relationships and demonstrated ability to prospect and close new customers.
• Experience with the federal budgeting and appropriation process as it applies to federal programs

Preferred Qualifications

• Bachelor's degree in business administration, information technology, or relevant field.
• Requires a minimum of 15 years of delivering solutions to the U.S. D.O.D and private sector clients. International Sales experience a plus.
• Minimum of 10 years selling technology-enabled solutions and associated services as well as fostering strategic relationships. Experience with complex hardware/software integration solutions and digital design preferred.
• Must have a demonstrated track record of proven success in the design and implementation of sound business development, teaming, and capture strategies.
• Strong written and oral communications skills.

Pay Transparency

This is a part time, hourly opportunity. The hourly salary range for this role is $100.00 - $115.00 USD. The hourly range provided is a good faith estimate representative of all experience levels. QinetiQ US considers several factors when extending an offer, including but not limited to, the role, function and associated responsibilities, a candidate's work experience, location, education/training, and key skills.

Company EEO Statement

Accessibility/Accommodation:

If because of a medical condition or disability you need a reasonable accommodation for any part of the employment process, please send an e-mail to [e-mail] or call [phone] Opt. 1 and let us know the nature of your request and contact information.

QinetiQ US is an Equal Opportunity employer. All Qualified Applicants will receive equal consideration for employment without regard to race, age, color, religion, creed, sex, sexual orientation, gender identity, national origin, disability, or protected Veteran status.