Senior Principal Business Development

Company: Harris Geospatial Solutions
Location: Herndon
Posted on: February 1, 2025

Job Description:

Job Title: Business Development Manager (Senior Principal) - Missile DefenseJob Code: 19891Job Location: Multiple Locations (including Fort Wayne, IN)Job Description:The successful candidate will work effectively with Strategy & Business Development (S&BD) leadership, program management, technical and functional entities to coach capture teams in the pursuit, shaping, bidding and winning of new business opportunities, as well as serving as the capture subject matter expert. This role develops and/or manages positive ongoing relationships between the organization and customers in strategic markets by cultivating relationships with key individuals at government agencies/target companies. Conducts research and analysis to identify opportunities for business or program expansion based on future plans and needs of assigned agencies/accounts/lines of business; develops new, follow-on opportunities. Manages revenue goals for the given account/client. This position will support the Space and Airborne Systems Segment Business Development team.Essential Functions:

• Evolve and oversee SAS-Spectral Capture best practices, processes, and tools as a lead Capture Subject Matter Expert (SME).
• Manage Customer Engagement and new business activities, including spending and Gate reviews associated with the Missile Defense new business portfolio.
• Lead Capture Coaching Spectral Solutions Division, aligning with Program Management & BD leaders to address top priorities and critical pursuits, to win new business.
• Develop and coach Capture Teams to create comprehensive win strategies.
• Ensure detailed collection and assessment of competitive information from Program Management, Business Development, Engineering, and others with opportunities to collect insights.
• Use the above to actively shape the opportunity.
• Facilitate Win Strategy Workshops, Color Teams, and Price to Win activities.
• Recommend strategies and approaches for differentiation based on market and mission understanding, business deal, potential teaming, etc.
• Follow and leverage the L3Harris Business Acquisition Process and associated tools and methods.
• Ensure team understanding of the customers' mission, strategy, unmet needs, problems, barriers via active listening, iteration.
• Additional responsibilities at the discretion of the Director, Business Development.Technology Understanding:
• Understand customer instructions, evaluation criteria, competitive landscape, L3Harris technology discriminators.
• Translate technical understanding of products and technology for purposes of customer communication and engagement.
• Broadly work with internal L3Harris functions to evaluate and implement new tools, procedures, and approaches to increase the efficiency and win percentage for new business opportunities.Business Acumen:
• Assess and develop business deals that are competitively advantaged, while delivering results for L3Harris.
• Ensure opportunities include business cases that exceed targets and/or deliver strategic position for longer term growth.Change Agent:
• Act as a change agent for the business, ensuring innovations and developments are led to successful implementation.
• Proactive, willingness to assist the SAS-Spectral team in uncovering new opportunities to support financial targets.Business Rhythm:
• Support the day-to-day business rhythm and reporting.
• Flexibility to travel.
• Understanding of the DoD, Intelligence Communities, other SAS customer areas.Qualifications:
• Bachelor's degree with 12 years of related experience in DoD, defense, intelligence, or government; or Graduate Degree with a minimum of 10 years of experience in DoD, defense, intelligence, or government.
• 6 years' experience leading successful capture and proposal efforts within DoD and/or Intelligence agencies and associated Prime contractors. Experience should include captures greater than $100M and formal capture management training/certifications, i.e., Shipley.
• Experience working with Federal Acquisition Regulations (FAR) and other Transaction Authority (OTA) contracting.Preferred Additional Skills:
• TS/SCI, SAP eligibility.Requires mastery level knowledge within a specific technical area or multiple job areas. Viewed as an expert and/or resource within the field by peers in and outside the organization. Bachelor's Degree and a minimum of 12 years of prior relevant experience. Graduate Degree and a minimum of 10 years of prior related experience. In lieu of a degree, a minimum of 16 years of prior related experience.Please be aware many of our positions require the ability to obtain a security clearance. Security clearances may only be granted to U.S. citizens. In addition, applicants who accept a conditional offer of employment may be subject to government security investigation(s) and must meet eligibility requirements for access to classified information.L3Harris Technologies is proud to be an Affirmative Action/Equal Opportunity Employer. L3Harris is committed to treating all employees and applicants for employment with respect and dignity and maintaining a workplace that is free from unlawful discrimination. All applicants will be considered for employment without regard to race, color, religion, age, national origin, ancestry, ethnicity, gender (including pregnancy, childbirth, breastfeeding or other related medical conditions), gender identity, gender expression, sexual orientation, marital status, veteran status, disability, genetic information, citizenship status, characteristic or membership in any other group protected by federal, state or local laws. L3Harris maintains a drug-free workplace and performs pre-employment substance abuse testing and background checks, where permitted by law.In compliance with pay transparency requirements, the salary range for this role is $177,000 - $225,000. This is not a guarantee of compensation or salary, as final offer amount may vary based on factors including but not limited to experience and geographic location. L3Harris also offers a variety of benefits, including health and disability insurance, 401(k) match, flexible spending accounts, EAP, education assistance, parental leave, paid time off, and company-paid holidays. The specific programs and options available to an employee may vary depending on date of hire, schedule type, and the applicability of collective bargaining agreements.The application window for this requisition is anticipated to close 8/1/2024.
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Keywords: Harris Geospatial Solutions, Harrisonburg , Senior Principal Business Development, Other , Herndon, Virginia