Business Development Director, Commercial Programs

The Aerospace Corporation is the trusted partner to the nation’s space programs, solving the hardest problems and providing unmatched technical expertise. As the operator of a federally funded research and development center (FFRDC), we are broadly engaged across all aspects of space— delivering innovative solutions that span satellite, launch, ground, and cyber systems for defense, civil and commercial customers. When you join our team, you’ll be part of a special collection of problem solvers, thought leaders, and innovators. Join us and take your place in space.

At Aerospace, we are committed to providing an inclusive and diverse workplace for all employees to share in our common passion and aspiration – to carry out a mission much bigger than ourselves.

Building on The Aerospace Corporation's reputation as a trusted, impartial advisor with integrity and dedication to mission success, the Civil Systems Group (CSG) combines deep technical expertise with market-leading innovation to help our customers solve complex systems engineering and integration challenges. CSG is organized by core customer-facing lines of business to manage and grow programs within NASA, NOAA, and the NNSA, while extending our capabilities to other civilian federal government agencies fully integrated within Aerospace rules, regulations, processes, values, and behaviors.

The Civil Systems Group is seeking qualified individuals for the position of Systems Director as the Customer Support Account Manager to the Commercial Programs Division. The Division is responsible for providing full lifecycle independent assessment, systems engineering and integration (SE&I), and mission assurance to commercial sector customers across the space and related complex systems enterprise. The candidate selected for this position will be responsible for all dimensions of the division’s relationship with customers and customer community and managing and leading a team to deliver value with our customers.  This includes working with the division leadership to establish and evolve our growth strategy and plans aligned with customer needs, value propositions, long term opportunity identification and capture execution.

Work Model

This is a full-time position based in El Segundo, CA, Crystal City, VA, Chantilly, VA, or Greenbelt, MD, offering a hybrid work model that requires3-4 regular onsite workdays and remote flexibility as the business needs allow. 

What You’ll Be Doing

• Partner with line of business leadership defining future value growth strategies and plans
• Maintain and expand customer relationships across the commercial space industry landscape, and partner with program and project management to ensure customer needs are met
• Understand customer issues and requirements and be the voice of the customer to communicate these within the division leadership and Aerospace capture and proposal teams
• Lead the strategy, planning, development, pursuit, and capture of opportunities, consistent with corporate policies/practices, goals, and business development objectives
• Work as part of an integrated team consisting of account representatives, capture management, proposal management, program management, administrative, execution and technical experts
• Report and track: (1) growth against strategic plan goals; (2) Resource expenditure actuals vs. plan; (3) opportunity pipeline; and (4) Evolution of Account plans and (5) return on investment
• Think and act strategically and provide thought leadership to strategic planning cycle
• Engage Aerospace senior executives with customer’s leadership and act as “recognized face to the customer” in support of leadership
• Seek and identify opportunities for additional, expanded and new business and assists management in the evaluation, pursuit and capture of new opportunities
• Lead multiple concurrent opportunities through a structured capture process
• Support interfaces to Aerospace contracts, legal, and pricing for managing contract vehicles
• Review, update and maintain customer information and business development pipeline databases on a regular basis
• Participate with management in determining organization's structure and staffing
• Participate in budget planning and allocation of resources
• Implement practices, and operating processes and recommend improvements to management
• Conduct staff performance reviews and recommend performance improvement, career development, salary and promotion actions; establish staffing needs and recommend reassignments, training, transfers, and other staff deployments; assist other supervisors in evaluation and assignment of staff
• Monitor and direct organization's security processes, compliance, and safety awareness

What You Need to be Successful - Systems Director- Business Development Strategy & Planning

Minimum Requirements:

• Bachelor’s degree from an accredited program in science, engineering, or another STEM discipline
• At least 12 years of progressively responsible technical experience including direct hands-on experience in business development, account management and program management roles with civil agencies and/or the commercial sector, preferably with employment experience with an FFRDC, UARC, or federally funded laboratory
• Experience developing and capturing federally funded science, technology and engineering systems opportunities with demonstrated ability to close new business opportunities in the range of 1 to 100 STE (Staff Years of Technical Effort) preferably with a civil agency for an FFRDC, UARC, or federally funded laboratory
• Ability to work both as part of a geographically distributed team, and autonomously Knowledge of, and experience with, commercial programs, budgets, and commercial market drivers
• Demonstrated experience in being able to define a strategy, develop and communicate business capture plans, execute plans and/or direct individuals in other organizations to support the execution of elements of those plans
• Experience managing business development investment budgets, allocations, and reporting
• Experience using enterprise class Customer Relationship Management (CRM) software with accountability for qualified pipeline conversion and other performance metrics
• Significant experience in a supervisory role; and ability to establish and maintain effective working relationships with all levels of customers' and corporate staff
• Competency in the use of Microsoft 365 and collaboration technologies
• Ability to travel up to 30% of the time
• This position requires at least a current and active secret clearance, which is issued by the U.S. government. U.S. citizenship is required to obtain a security clearance.

How You Can Stand Out

It would be impressive if you have one or more of these:

• An advanced degree in an engineering discipline and/or in business administration
• More than 12 years of progressively responsible technical experience including direct hands-on experience in business development, account management and program management roles with civil agencies and/or the commercial sector, preferably with employment experience with an FFRDC, UARC, or federally funded laboratory
• An established network with federal civil government and commercial customers across the space and related complex systems enterprise
• Experience in a variety of Aerospace program office, and ETG roles 
• Understanding of the ETG matrix and associated expertise, skills, tools, analytical capabilities, computing resources and laboratory facilities 
• Experience with Aerospace financial reporting CRM pipeline management tools 
• Experience with current Aerospace management policies, practices, and systems
• Current TS/SCI security clearance

We offer a competitive compensation package where you’ll be rewarded based on your performance and recognized for the value you bring to our business.  The grade-based pay range for this job is listed below.  Individual salaries within that range are determined through a wide variety of factors including but not limited to education, experience, knowledge and skills. 

(Min - Max)

$185,100 - $277,600

Pay Basis: Annual

Leadership Competencies

Our leadership philosophy is simple: every employee, regardless of level and role, can demonstrate leadership. At Aerospace, our commitment is our people. To cultivate our talent and ensure that we have a strong pipeline of future leaders, we want individuals who:

• Operate Strategically
• Lead Change   
• Engage with Impact   
• Foster Innovation   
• Deliver Results  

Ways We Reward Our Employees

During your interview process, our team will provide details of our industry-leading benefits.

Benefits vary and are applicable based on Job Type.  A few highlights include:

• Comprehensive health care and wellness plans

• Paid holidays, sick time, and vacation

• Standard and alternate work schedules, including telework options

• 401(k) Plan — Employees receive a total company-paid benefit of 8%, 10%, or 12% of eligible compensation based on years of service and matching contributions; employees are immediately eligible and vested in the plan upon hire

• Flexible spending accounts

• Variable pay program for exceptional contributions

• Relocation assistance

• Professional growth and development programs to help advance your career

• Education assistance programs

• An inclusive work environment built on teamwork, flexibility, and respect

We are all unique, from diverse backgrounds and all walks of life, yet one thing bonds all of us to each other—the belief that we can make a difference. This core belief empowers us to do our best work at The Aerospace Corporation.

Equal Opportunity Commitment

The Aerospace Corporation is an Equal Opportunity/Affirmative Action employer. We believe that a diverse workforce creates an environment in which unique ideas are developed and differing perspectives are valued, producing superior customer solutions. All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of race, age, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender, gender identity or expression, color, religion, genetic information, marital status, ancestry, national origin, protected veteran status, physical disability, medical condition, mental disability, or disability status and any other characteristic protected by state or federal law. If you’re an individual with a disability or a disabled veteran who needs assistance using our online job search and application tools or need reasonable accommodation to complete the job application process, please contact us by phone at 310.336.5432 or by email at ieo.mailbox@aero.org. You can also review Know Your Rights: Workplace Discrimination is Illegal, as well as the Pay Transparency Policy Statement.