Senior Director, Business Development - Defense, Army at Advanced Navigation – Huntsville, Alabama

Advanced Navigation is the world’s most determined innovator in AI robotics and navigation technologies across land, air, sea and space applications. Founded on a culture of research and discovery, Advanced Navigation's mission is to be the catalyst of the autonomy revolution. Fields of expertise include artificial intelligence, underwater sonar, GNSS, radio frequency systems, inertial sensors, robotics, quantum sensors and photonics.

Today, Advanced Navigation is a supplier to some of the world's largest companies, including Airbus, Boeing, Google, Tesla, NASA, Apple, and General Motors. Discover it for yourself: https://youtu.be/F7uAqs1gtuk

The Business Development Executive (Sr. Director) is a high-level leadership role reporting directly to the VP of Defense. This position is responsible for driving the strategic growth, pipeline integrity, and award acquisition for the Department of Defense (DoD) sector, with a primary focus on US Army and USSOCOM portfolios. As a hands-on leader, you will oversee a team of Business Development Managers/Directors and Capture Managers to secure long-term contracts, manage multi-million dollar budgets, and foster critical partnerships within the Advanced Navigation market.

Responsibilities

• Team Oversight: Lead and mentor the Service group, including BD Directors/Managers and Capture Managers, through the full pursuit lifecycle.
• Guidance & Direction: Develop clear, concise pursuit guidance in coordination with the VP of Defense to define team charters and organizational goals.
• Resource Allocation: Manage, delegate, and assign personnel and resources to ensure the success of strategic pursuits.
• Adaptable Leadership: Act as the lead on primary initiatives while remaining willing to serve in a supporting role to leverage previous group successes in Advanced Navigation.
• Internal Coordination: Communicate regularly with the VP of Defense regarding Gate Reviews, pursuit approvals, and resource needs.

• Award Acquisition: Secure contract awards in alignment with corporate strategic plans and P&L requirements.
• Pipeline Management: Maintain a 5–6 year pipeline with high-visibility tracking for opportunities closing within 12–18 months; ensure weekly pipeline integrity.
• Strategic Execution: Develop and execute the annual strategic plan for the Service component.
• Campaign Planning: Develop and review Campaign Plans to ensure clarity and alignment with the overarching Strategic Plan.

• Budget Oversight: Define and maintain annual budgets for personnel, travel, and exhibitions while ensuring a strong Return on Investment (ROI).
• Partnerships: Identify and secure relationships with key industry partners and Prime contractors associated with AMCOM, TACOM, CECOM, and USASOC platforms.
• Customer Interaction: Lead full-lifecycle communications and "hands-on" interaction with designated customers, users, and influencers.
• Product Development: Identify items for demonstration and define the ROI for technology development related to specific pursuits.

Background Requirements

• Industry Success: 7–20 years of proven success in the DoD Business Development industry.
• Military/Civilian Service: Prior experience in uniformed or civilian service with a DoD component is highly preferred.
• Technical Proficiency: Ability to understand and communicate complex technology requirements within the Advanced Navigation market to engineering teams and management.

• Organizational Knowledge: Direct hands-on experience with Army organizations (AvMC, GVMC, C5ISR) and acquisition commands (AMCOM, TACOM, CECOM) regarding PNT solutions, sensors, and weapon systems.
• USSOCOM Expertise: Deep understanding of USASOC and Special Forces organizations, including users and decision-makers at MacDill AFB, Fort Campbell, Fort Stewart, and Fort Bragg.
• Procurement Life Cycle: Comprehensive understanding of the full procurement process, from requirements definition through sustainment, including the specific roles of:
• • Army: G8 and Congress.
  • USSOCOM: ASD SO/LIC and Congress.
• Installation & Test Units: Familiarity with user and test units at locations such as Fort Hood, Fort Benning, White Sands Missile Range (WSMR), and Fort Campbell.

Logistics & Operations: Practical knowledge of US Army Materiel Command operations and PEO/PAE structures for airborne and land platforms.