Director - Business Development

About Oshkosh Defense, an Oshkosh company

Oshkosh Defense stands behind those who dedicate their lives to protecting others.  As an industry-leading tactical vehicle manufacturer, every day we strive to meet or exceed our customers' ever-changing needs with next generation defense technologies and advanced systems.  We operate with unparalleled commitment to those who depend on our products and services worldwide to perform their missions.

The Director of Business Development for Strategic Partnerships and Prime Ecosystem will provide significant input and direction for key strategic questions for Oshkosh Corporation. Serving as a strategic thought leader, leading critical strategic projects, and influencing leaders around the company. This role has meaningful impact on Oshkosh Corporation’s future performance.

YOUR IMPACT

These duties are not meant to be all-inclusive and other duties may be assigned.

Prime Ecosystem Growth & Capture

• Own account plans for assigned U.S. primes and key integrators; build multi-level relationships (BD, engineering, program, contracts).
• Identify, qualify, and pursue B2B opportunities where Oshkosh platforms enable mission systems (fires, air defense, C2, EW, autonomy, ISR).
• Secure capture positions (teaming/sub roles), influence requirements, and drive Oshkosh content into prime and sub proposals.
• Maintain a disciplined opportunity pipeline with weekly updates on stage, next actions, PGo/PWin, and blockers.

Partner Agreements & Deal Structuring

• Lead NDAs, Teaming Agreements, MOUs, and JV exploration in coordination with Legal/Contracts. 
• Define partner value exchange clearly (scope, deliverables, data rights, IP, responsibilities, and commercial terms).
• Establish performance expectations and governance for partners (cadence, outputs, metrics).

Strategic Pillar Operating Model

• Run partner integration workshops and translate them into executable roadmaps to demonstrations tied to active pursuits. 
• Build a repeatable “integration menu” (standard interfaces, option packs, demo kits) to reduce integration cycle time and proposal friction.
• Drive cross-functional execution with engineering, programs, supply chain, and finance to ensure offers are winnable and deliverable.

Leadership & Cross-Functional Alignment

• Lead a cross-functional “Prime Deal Room” cadence for top pursuits; ensure clear owners, timelines, and escalation paths.
• Align prime ecosystem work with territory BD leads and Strategy priorities to avoid duplication and improve win rate.
• Other duties as assigned.

MINIMUM QUALIFICATIONS

• Bachelor’s degree in Engineering, Project Management, Business Development or a related field.
• Demonstrated prime capture experience
• Understanding of FAR/DFARS with defense contracting mechanics, experience selling across engineering, contracts, and program stakeholders
• Ten (10) or more years of related experience OR Seven (7) or more years of related consulting experience.
• Five (5) or more years of management experience.
• Ability to travel up to 20%.

PREFERRED QUALIFICATIONS

• Master’s degree in the field or in a related area; MBA preferred.
• Fifteen (15) or more years of experience.
• Prior experience working in or with the Defense and Aerospace industry.
• Experience with Non-Disclosure Agreements, Teaming Agreements and Joint Ventures.
• Experience with complexity reduction concepts.
• Thought leadership, change management, and project management experience.
• Ability to influence change and build relationships with other business leaders.
• Ability to conduct executive level presentations and facilitate group discussions to tackle complex problems.
• Ability to work effectively with all levels of the organization and to impact others to move toward consensus.
• Broad cross-functional skillset with Very Strong analytical abilities.
• Proven experience managing multiple and competing priorities.

WORKING CONDITIONS

• Physical Demands: Frequent Sitting, Standing, Hearing, Talking, Visual, Typing; Occasional Walking/Running, Reaching, Driving, Manual Dexterity; Seldom Climbing, Bending/Kneeling, Fine Dexterity, Upper Extremity Repetitive Motion, and Lifting/Carrying and Pushing/Pulling up to 50lbs.

Pay Range:

Oshkosh is committed to working with and offering reasonable accommodation to job applicants with disabilities. If you need assistance or an accommodation due to disability for any part of the employment process, please contact us at [email protected].

Oshkosh Corporation is a merit-based Equal Opportunity Employer. Job opportunities are open for application to all qualified individuals and selection decisions are made without regard to race, color, religion, sex, national origin, age, disability, veteran status, or other protected characteristic. To the extent that information is provided or collected regarding categories as provided by law it will in no way affect the decision regarding an employment application.

Oshkosh Corporation will not discharge or in any manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with Oshkosh Corporation's legal duty to furnish information.

Certain positions with Oshkosh Corporation require access to controlled goods and technologies subject to the International Traffic in Arms Regulations or the Export Administration Regulations. Applicants for these positions may need to be "U.S. Persons," as defined in these regulations. Generally, a "U.S. Person" is a U.S. citizen, lawful permanent resident, or an individual who has been admitted as a refugee or granted asylum.