Business Development & Strategy Lead

Business Development & Strategy Lead | Lockheed Martin

The Strike, Deterrence and Missile Defense Mission Strategy and Advanced Capabilities (SDMD MSAC) team is seeking a Business Development & Strategy Analyst Stf to support our pursuit of new business opportunities, strategic growth, and creation of new partnerships. The selected candidate will aid in the development and execution of customer-focused strategy and capture opportunities, primarily within the Targets & Countermeasures business but also inclusive of Missile Defense capabilities. They will be accountable for identifying and supporting shaping of new and recompeted business through a balanced focus on customer value, the competitive environment, and the corporation's best interests. They will support capture strategies by identifying potential customers and/ or relevant solicitations and informing business solutions for pursuit of opportunities; executing competitive assessments and evaluating potential teaming partners; helping inform position-to-win (PTW) narratives; and participating in bid and proposal activities across a matrixed and highly integrated team of professionals. This role will play a major part in exploring non-traditional business models, partnerships and other go-to-market activities to evolve Lockheed's position. The selected candidate will support internal cross-functional briefings up to the executive level to socialize and gain appropriate approvals to pursue new business; particularly when there are non-traditional business models involved. Engagement with key external customers and the ability to build customer relationships is key to success in this role. The ideal candidate will bring a strong perspective on how to shape market requirements and evolve Lockheed Martin's capabilities to meet future requirements competitively. A mix of Department of War and federal government contracting with strong business acumen and strategic thinking skills is key. A technical baseline of capabilities with the missile defense industry is strongly preferred, but not required. In this dynamic role, your key responsibilities will include:

• Lead new business pursuits, shaping strategies, whitepaper and proposal development by conducting reviews, competitive analysis and developing the business case. Work cross-functionally to lead Capture Teams from shaping through program transition.
• Identify emerging and growing markets and opportunities while maintaining continuous, detailed insight into customer budgets and allocations. You will also perform economic analyses and explore business models best suited to growing markets.
• Understand and apply non-traditional business models and go-to-market motions to help think and execute differently; socialize and gain internal traction on new ways of doing business within the missile defense portfolio, proactively acknowledging and burning down risks. Includes proactive shaping and/ or seeking out of CRAD, CRADA, SBIR, BAA etc opportunities for growth.
• Develop mission value through the application of our IRAD technologies, work closely with customers to define mission success and accelerate our technical capabilities.
• Develop a positive and evolved LM brand identity in the customer communities covering the full spectrum of the technical portfolio.
• Develop detailed senior customer advocacy plans for core customers in DoW and for new and expanding customers in other national and international federal agencies. Identify our value proposition for each, our messages to shape opportunities and deliver value, and milestones for achieving agreement on specific issues.
• Assess customer strategic capability gap requirements and advocate advanced program technology solutions, planning, business opportunity identification and validation, capture plan development and execution, and customer interaction management specifically within the Targets and Countermeasures and Kinetic Effectors portfolios.

Desired skills:

• Ability to leverage technical and managerial relationships to assist with the identification of opportunities that align with the strategy
• Demonstrated, excellent written and oral communication skills
• Prior experience as technical and/or programmatic lead
• Prior experience with MDA, Navy, Space Force, Air Force, and/ or Army customers
• Demonstrated success leading capture teams, proposal teams, strategy development, and customer solutioning
• Strong grasp of non-traditional, commercial and / or disruptive business models and implications to financing, contracting, programmatic and legal risks
• Executive-level presentation skills with the ability to tell a concise and compelling story
• Expert-level Microsoft suite skills, including PowerPoint