Director, Business Development, Integrated Air & Missile Defense

Title: Director, Business Development, Integrated Air & Missile Defense Location: Colorado Springs, Colorado, United States

ABOUT THE TEAM

Strategic Defense builds the command and control and fire control software for integrated air and missile defense. We work the hard end of the problem: ballistic missiles, hypersonic glide vehicles, cruise missiles, and saturation raids that arrive faster than any human-paced decision cycle can absorb.
The US air and missile defense enterprise was assembled over four decades, one program at a time. Army air defense runs on one battle manager, short range air defense on another, the ballistic missile defense system on a third, and the fleet on a fourth. Each of them was engineered well for the threat it was scoped against. None of them was designed to be extended by anyone other than the prime that built it, which is why adding a sensor or an effector to an existing architecture is still a multi-year integration program rather than a software release.
That is the opening we are working. A software-defined fire control layer, built on Lattice, with interfaces open enough that a new sensor, a new interceptor, or a new effects chain can be brought in at the pace software moves rather than the pace a hardware program moves. The technical case is strong and the early programs are real. What we need now is someone who can turn that into share inside programs of record.

ABOUT THE JOB

You will own Anduril's business development across US integrated air and missile defense: Army, Navy, Air Force, the Missile Defense Agency, and the Joint programs that cut across them. You will carry the pipeline, the forecast, and a bookings commitment.
The work starts earlier than the RFP. By the time a requirement is written, the architecture it assumes has usually already been chosen, and the useful work happened eighteen months before that in requirements documents, analyses of alternatives, and conversations with program offices and operational units about what is actually limiting them. You will spend a substantial share of your time there, and you will be measured on whether the programs that eventually get written have room in them for what we build.
You will also spend real time arguing internally. Customer requirements that are worth winning but that the roadmap does not yet serve are the most valuable thing you can bring back, and bringing them back usefully means understanding our product well enough to say what would have to change and what it would cost.
Expect to travel up to 65%, concentrated in Huntsville, the National Capital Region, and the test ranges and operational units where this capability actually gets exercised.

WHAT YOU'LL DO

• Own the US IAMD pipeline and the number. Set the pursuit strategy, maintain the pipeline of record, build the forecast, and own the bookings commitment for the portfolio.
• Shape programs before they are written. Engage program offices, requirements sponsors, capability development organizations, and operational units early enough to influence the architecture a future solicitation assumes.
• Run captures end to end. Lead competitive assessment, black hat analysis, teaming strategy, price-to-win posture, and proposal strategy across multi-year pursuits, working with Capture and Proposal Operations.
• Translate customer requirements into the product roadmap. Bring back what the customer actually needs in a form Product and Engineering can build against, including the parts that are inconvenient for the current baseline.
• Build the teaming relationships. Structure partnerships with primes and subsystem suppliers who are, in most cases, also competitors. Know when subcontracting is the right path to a position and when it forecloses one.
• Work the full range of acquisition pathways. Other Transaction Agreements, Commercial Solutions Openings, middle tier acquisition, software pathway programs, and traditional programs of record, including when each is the faster route to a fielded position.
• Represent Anduril. Serve as a senior technical and commercial voice for the company with general officers, SES-level acquisition leadership, and at the forums where this community gathers.

REQUIRED QUALIFICATIONS

• 10 to 15 years of relevant business development, capture, program management, requirements, or defense acquisition experience, with the majority of it spent in air defense, missile defense, or integrated fires.
• Demonstrated success shaping and capturing US air and missile defense programs, with specific awards you can speak to in detail, including your role and the competitive discriminator.
• Working command of the US IAMD portfolio. You should be able to discuss, with specificity, systems and programs including the Integrated Battle Command System, Patriot and PAC-3 MSE, the Lower Tier Air and Missile Defense Sensor, Sentinel A4, THAAD and AN/TPY-2, Indirect Fire Protection Capability Increment 2, Forward Area Air Defense C2, Maneuver SHORAD and the Marine Air Defense Integrated System, Aegis Baseline and Aegis BMD with the SM-3 and SM-6 families, Command and Control Battle Management and Communications, and the Ground-based Midcourse Defense system with the Next Generation Interceptor.
• Understanding of the organizations that own those programs, including US Army PAE Fires (formerly PEO Missiles and Space), the Missile Defense Agency, Navy PEO Integrated Warfare Systems, and the Air Force program offices responsible for air base air defense.
• Fluency in why fire control quality track data is a different problem from situational awareness quality track data, and familiarity with the data links that carry it, including Link 16 and the J-series message set, JREAP, VMF, and the Cooperative Engagement Capability.
• Familiarity with modular open systems approaches and the policy behind them, including SOSA, CMOSS, FACE, and the modular open system approach requirements in 10 U.S.C. 4401.
• Excellent written and verbal communication. You will present to general officers, senior executive service acquisition leadership, and Anduril's executive team.
• High ownership and initiative. You will be effective in a fast-paced, entrepreneurial environment with limited structure and will build the process you need rather than waiting for it.
• Currently possesses and is able to maintain an active U.S. Secret security clearance.
• Must be willing to travel up to 65%.

PREFERRED QUALIFICATIONS

• Currently possesses and is able to maintain an active U.S. Top Secret security clearance, with SCI eligibility.
• Prior service in an air and missile defense program office, an operational air defense artillery or Aegis unit, or the Missile Defense Agency.
• Experience selling software or software-defined capability into a portfolio where the customer's buying habits are built around hardware deliverables.
• Experience at a company displacing an incumbent prime on an established program, including the protest and incumbency dynamics that come with it.
• Working familiarity with the modeling, simulation, and operational analysis used to justify air and missile defense requirements, sufficient to read an analysis critically.
• Experience with Other Transaction Agreements and consortium-based acquisition.
• Based in or willing to relocate to Washington DC, Huntsville AL, Colorado Springs CO, or Costa Mesa CA.