Director of Requirements and Capabilities, Eastern Region - Space Systems

Title: Director of Requirements & Capabilities, Eastern Region - Space Systems

Location: 1000 Wilson Blvd, Arlington, VA 22209, USA

Employees can work remotely

Full-time

Compensation: USD 210,000 - USD 260,000 - yearly

Job Description:

Company Description

Join SEAKR Engineering, a leading-edge provider of advanced electronics for space applications. Pushing the boundaries of technology on a mission to change the world for the better from space.

The Director of Requirements & Capabilities (R&C) for the Eastern Region is responsible for managing customers and growing sales in the United States region east of a north-south line described by the eastern borders of Montana, Wyoming, Colorado, and New Mexico to the Atlantic Ocean.  They are responsible for leading sales and strategic pursuits, overseeing customer relationships, documenting customer engagements, and reporting business development activities and forecasts. The ideal candidate will have an established history of success in the space and aerospace community with the desire to join a fast-paced, innovative team.  Knowledge of the total space ecosystem is a plus – including on-orbit missions, communication links, and the ground segment. In this role, deep mission knowledge of the National Security Space (NSS) landscape (Title 10, Title 50, FFRDCs & UARCs), target customers and programs, and a desire to create something new will be hallmarks of success. 

SEAKR empowers its employees. As a key member of the R&C team, you will be able to pursue ideas you’re passionate about and drive them to completion. You will be collaborating with company stakeholders to identify new business opportunities and develop those into contract awards.  The ability to capture and convey the voice of the customer will be critical in shaping SEAKR’s product offerings and IRAD investments. You will have an active role to ensure we deliver high quality proposals to meet SEAKR customers’ most critical needs.

The ideal candidate will have experience in technical sales, negotiations, finance, and growth, and possess an entrepreneurial mindset.  An engineering background and prior NSS mission experience a plus.  This is a full-time exempt position that will be “the face of the company” in the Eastern Region.  The work will be performed under limited supervision by executive management. Performance will be evaluated on results obtained, customer engagement and growth, and SEAKR team engagement. 

Essential Duties & Responsibilities: 

• Growing SEAKR’s customer base, pipeline and converting the pipeline into bookings.
• Establishing and nurturing relationships with customers to understand their current and future needs and promote alignment of SEAKR’s current and future capabilities to meet those needs.
• Support formulation of capture strategies with the SEAKR capture team by providing technical, strategic, and business insights for RFI, ROM, white paper, and proposal responses.
• Coordinate with executives to define and execute business development strategies to grow market share and profitability, through market opportunity evaluation and segmentation, value proposition development, product positioning, pricing strategy, and communications strategy development. 
• Managing a limited number of independent regional sales representative organizations to sell SEAKR capabilities to customers in their respective territories.
• Act as the lead to train and empower SEAKR’s independent sales representatives in the eastern region.
• Acting as the initial technical point of contact for SEAKR’s eastern region representatives and as the primary point of contact at SEAKR for technical and business engagements.
• Contribute to and inform marketing execution for SEAKR capabilities including product & marketing literature, trade show presence, trade journals articles, white papers, press releases, presentations, and datasheets.
• The ideal candidate should be proficient in capture management including solutioning, contributing to technical volumes, developing program schedules, contributing to cost volumes, and providing insight into winning pricing.
• Must be available to travel for business ~50% of the time.
• The ideal candidate will be located in the greater Washington DC area and is expected to work remote.

Additional Duties & Responsibilities

• Mapping and documenting customer organizational structures at the enterprise, business unit, division, and program level.
• Initiating, building, and documenting customer relationships across the customer enterprise; from individual contributors up to and including the VP/GM level.
• Meeting face-to-face with customers, decision makers, and key influencers – top down & bottom-up engagement.
• Solutioning and shaping new programs to “design-in” SEAKR capabilities at both the business and technical level.
• Crafting and leading campaigns for targeted capabilities and programs.
• Accurately documenting and updating opportunity metrics including value, timing, P-Go, P-Win, PTW, Win Themes, and competition in CRM.
• Supporting the Capture and Bid & Proposal team to win business.
• Initiating and negotiating engagement documents such as NDA’s, Teaming Agreements, PIA’s, BPO’s, press releases, etc.
• Documenting customer engagements in CRM.
• Preparing and presenting key gate review briefings.
• Capturing, documenting and reporting competitive intelligence.

 

Qualifications

• An understanding of proposal processes and tools: how to convey messages and discriminators, use of a common voice and past performance, and ensuring responses to evaluation criteria are clearly met.
• Driven to achieve results, solve problems, and overcome obstacles.
• Experience developing strategic go-to-market plans supported by consistent tactical execution to deliver results.
• Excellent interpersonal skills - active listening, presenting, motivating, problem solving.
• A team player.
• Strong written, verbal, and in-person presentation skills.
• Proficiency in MS Office Suite and generic CRM tools.
• Experience writing, evaluating, and managing proposals.
• Relevant undergraduate/graduate degrees or equivalent experience are required.
• At least 12 years of business development and/or related space/aerospace industry experience with a proven track record of success.
• U.S. Citizenship with an active TS/SCI or current SCI eligibility is required.

Additional Information

Compensation: Base pay range is $210,000-$260,000 per year, depending on qualifications. SEAKR has very rich medical, dental and vision insurance plans, along with a generous 401(k) retirement plan. In addition to base salary, employees are eligible for a year-end bonus. SEAKR offers a variety of paid leave, such as vacation, sick, bereavement, and FMLA.