U.S. Army Program Capture Director

Motorola Solutions; California; On-site; USD 180,000 - 200,000; Full time

Benefits offered by this job

Incentive Bonus Plans

Medical, Dental, Vision benefits

401K with Company Match

10 Paid Holidays

Generous Paid Time Off

Employee Stock Purchase Plan

Paid Parental & Family Leave

and more!

Job summary

Motorola Solutions is seeking a senior business development professional to own large-scale U.S. Army capture programs. You will cultivate relationships with Army offices, primes, and partners, shaping requirements and guiding proposals from horizon scanning to award.

The role requires 5+ years in defense sales, a valid SECRET clearance or ability to obtain it, and U.S. citizenship. Travel up to 50% with base salary of $180k–$200k plus commission potential.

Qualifications

• Bachelor's degree or 8+ years in defense sales or BD.
• 5+ years in defense sales or BD focused on U.S. Army.
• Proven capture of long‑cycle DoD programs (Programs of Record).
• Experience with U.S. Army Acquisition offices and primes.
• Experience leading all phases of capture (whitepapers, proposals, RFI/RFP).
• Understanding of product development and marketing for US military.
• Security Clearance: Active SECRET or ability to obtain in 15 months.
• U.S. Citizenship is required for government contracts.

Responsibilities

• Own and drive capture for large multi-year U.S. Army programs.
• Identify and maintain relationships with buying influences and primes.
• Shape requirements and position MN-MIMO technology for DoD programs.
• Manage full lifecycle of long-cycle pursuits from horizon to award.
• Collaborate with MDE and Account Sales for smooth transitions.
• Monitor market trends and funding priorities to inform strategy.

Skills

Persuasive communication

Executive briefing

Relationship building

Strategic thinking

Leadership

Education

Bachelor's degree or 8+ years experience

Job description

Company Overview

At Motorola Solutions, we believe that everything starts with our people. We’re a global close-knit community, united by the relentless pursuit to help keep people safer everywhere. We build and connect technologies to help protect people, property and places. Our solutions foster the collaboration that’s critical for safer communities, safer schools, safer hospitals, safer businesses, and ultimately, safer nations. Connect with a career that matters, and help us build a safer future.

Company Overview

At Motorola Solutions, we believe that everything starts with our people. We’re a global close-knit community, united by the relentless pursuit to help keep people safer everywhere. We build and connect technologies to help protect people, property and places. Our solutions foster the collaboration that’s critical for safer communities, safer schools, safer hospitals, safer businesses, and ultimately, safer nations. Connect with a career that matters, and help us build a safer future.

Department Overview

Silvus Technologies, a leading provider of advanced MANET and MIMO communications systems, is reshaping mesh network technology for mission-critical applications – on the ground, in the air and at sea. Its battle-proven StreamCaster family of MANET radios and proprietary MN-MIMO waveform provides the vital communications link for defense, law enforcement and public safety agencies around the world, and in the toughest operational environments.

Silvus Technologies is a wholly owned subsidiary of Motorola Solutions, Inc.

Job Description

Would you like to join an incredibly talented group of people, doing very challenging work, with the prime directive of “Keeping Our Heroes Connected”?

THE OPPORTUNITY

The Director of Business Development, U.S. Army reports to the Market Development Executive (MDE), Army/USSOCOM. This role is responsible for long-term horizon scanning and opportunity shaping, focusing on managing and driving multi-year pursuits for assigned strategic programs. The Director develops deep, broad relationships with all buying stakeholders (end-user, OEM, prime, reseller, PM offices) to guide capability requirements toward Silvus solutions and capture large, long-cycle programs.

This position is eligible for 100% remote work depending on location.

The following is a list of at least some of the current essential job functions of the position. Management may assign or reassign duties and responsibilities at any time at its discretion.

Role And Responsibilities

• Program Capture: Take ownership of and drive the capture process for large-scale, multi-year U.S. Army programs.
• Relationship Building: Identify, cultivate, and maintain deep relationships with all buying influences on assigned programs, including Program Offices (PEOs/PMs), prime contractors, OEM partners, and key end-user communities.
• Requirements Shaping: Proactively work with customers and partners to influence technical requirements for long-term programs, positioning Silvus's MN-MIMO technology as a critical component.
• Strategic Pursuits: Manage the full lifecycle of long-cycle pursuits, from initial identification and qualification (horizon scanning) to proposal and award.
• Cross-Functional Teaming: Collaborate closely with the Market Development Executive (MDE) to align high-level strategy and with Account Sales to ensure a smooth transition of "landed" programs for near-term execution.
• Market Intelligence: Stay updated on market trends, competitor actions, and funding priorities related to assigned programs to inform capture strategy.
• Travel Requirement – Up to 50% of the time will be required to facilitate strong customer engagement and to advance company goals and profitability.
• Perform other related duties of which the above are representative.
  
  

Required Qualifications

• Bachelor's degree from an accredited college or university; or High School Diploma/GED with at least 8 years of relevant experience.
• A minimum 5+ years of experience in defense sales or business development, specifically focused on U.S. Army.
• Proven track record of capturing complex, long-cycle Department of Defense programs (Programs of Record).
• Demonstrated experience building relationships within U.S. Army Acquisition offices and with relevant prime contractors.
• Experience leading all phases of business capture (whitepapers, proposals, RFI/RFP response, teaming, strategic positioning).
• Practical understanding of product development, technology transitioning, and marketing/product planning for US military applications.
• Knowledge of conducting and directing competitive product analysis using market research techniques and a solid technical understanding of service/agency needs and requirements.
• Strong persuasive communication and executive briefing skills.
• Deep familiarity with U.S. Army organizational structure, acquisition processes, and capability development lifecycle.
• Solid understanding of U.S. Department of Defense funding and procurement cycles.
• Security Clearance: Active U.S. Government SECRET clearance or the ability to obtain one within 15 months of hire.
• Must be a U.S. Citizen due to clients under U.S. government contracts.
• All employment is contingent upon the successful clearance of a background check and drug test.
  
  

Preferred Knowledge, Skills, And Abilities

• Prior United States military service or civilian experience.
• Leadership, management, and program management experience.
• Deep technical understanding of tactical communications, MANET, C5ISR, and U.S. Military tactical communications networks.
  
  

Working Conditions And Physical Requirements

• Trade shows.
• Indoor air-conditioned facility.
• Occasional exposure to heat, cold, and allergens while performing tests or demonstrations in the field.
• While performing the duties of this job, the employee is required to do the following:
• Lift equipment up to 50 lbs. for the set-up of demonstrations and testing.
• Manage the movement of large suitcase-size Pelican cases (i.e. travel, demonstrations, etc.)
  

COMPENSATION: $180,000 - $200,000 / annual base salary plus commission. OTE potential: up to $260,000 - $285,000

#silvuscareers

Basic Requirements

• Bachelor's degree from an accredited college or university; or High School Diploma/GED with at least 8 years of relevant experience.
• A minimum 5+ years of experience in defense sales or business development, specifically focused on U.S. Army.
• Security Clearance: Active U.S. Government SECRET clearance or the ability to obtain one within 15 months of hire.
• Must be a U.S. Citizen due to clients under U.S. government contracts.
• All employment is contingent upon the successful clearance of a background check and drug test.
  
  

Travel Requirements

Over 50%

Relocation Provided

None

Position Type

Experienced

Referral Payment Plan

Yes

Our U.S. Benefits Include

• Incentive Bonus Plans
• Medical, Dental, Vision benefits
• 401K with Company Match
• 10 Paid Holidays
• Generous Paid Time Off Packages
• Employee Stock Purchase Plan
• Paid Parental & Family Leave
• and more!
  
  

EEO Statement

Motorola Solutions is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion or belief, sex, sexual orientation, gender identity, national origin, disability, veteran status or any other legally-protected characteristic.

We are proud of our people-first and community-focused culture, empowering every Motorolan to be their most authentic self and to do their best work to deliver on the promise of a safer world. If you’d like to join our team but feel that you don’t quite meet all of the preferred skills, we’d still love to hear why you think you’d be a great addition to our team.

We’re committed to providing an inclusive and accessible recruiting experience for candidates with disabilities, or other physical or mental health conditions. To request an accommodation, please complete this Reasonable Accommodations Form so we can assist you.