Systems Director, Federal and Commercial Programs
- In an era of dynamic change in space, Aerospace is addressing a generation of complex challenges. We operate the only federally funded research and development center (FFRDC) committed exclusively to the space enterprise. Our technical experts span every discipline of space-related science and engineering. Join our team and thrive in a career that matters to the world and you personally.
The Civil Systems Group is seeking qualified individuals for the position of Systems Director as the Customer Support Account Manager to the Federal & Commercial Division. The Division is responsible for providing full lifecycle independent assessment, systems engineering and integration (SE&I), and mission assurance to Federal agencies and 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 SE&I FFRDC 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.
Key Functions
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Partner with line of business leadership defining future value growth strategies and plans
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Maintain and expand customer relationships across civil and commercial landscape and partner with program and project management to ensure customer needs are met
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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
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Lead the strategy, planning, development, pursuit and capture of opportunities, consistent with corporate policies/practices, goals, and business development objectives
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Lead an account team to pursue new opportunities to deliver SE&I FFRDC value across the portfolio of customers
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Work as part of an integrated team consisting of account representatives, capture management, proposal management, program management, administrative, execution and technical experts
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Identify, prioritize and resource near and long-term opportunities
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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
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Think and act strategically and provide thought leadership to strategic planning cycle
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Engage regularly and maintain effective relationships with customer decision makers
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Establish and maintain Aerospace reputation with customer as problem solver and thought leader
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Engage Aerospace senior executives with customer’s leadership
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Act as “recognized face to the customer” in support of leadership
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Established network with federal civil government and commercial customers across the space and related complex systems enterprise
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“Own” the customer strategy and positioning processes
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Seek and identify opportunities for additional, expanded and new business and assists management in the evaluation, pursuit and capture of new opportunities
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Lead multiple concurrent opportunities through a structured capture process
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Support interfaces to Aerospace contracts, legal, and pricing for managing contract vehicles
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Review, update and maintain customer information and business development pipeline databases on a regular basis
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Participate with management in determining organization's structure and staffing
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Participate in budget planning and allocation of resources
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Implement practices, and operating processes and recommend improvements to management
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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
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Monitor and direct organization's security processes, compliance, and safety awareness
Qualifications
Required
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12 years of progressively responsible experience with direct hands-on experience in business development, account management and program management roles with civilian Federal agencies and commercial sector, preferably with employment experience with an FFRDC, UARC, or federally funded laboratory
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Bachelor’s degree in science or engineering or equivalent is required. An advanced degree in an engineering discipline and/or in business administration is highly preferred
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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
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Ability to work both as part of a geographically distributed team, and autonomously
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Knowledge of, and experience with, Federal Programs, budgets and commercial market drivers
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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
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Experience managing business development investment budgets, allocations and reporting
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Experience using enterprise class Customer Relationship Management (CRM) software with accountability for qualified pipeline and other performance metrics
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Significant experience in a supervisory role; and ability to establish and maintain effective working relationships with all levels of customers' and corporate staff
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Excellent oral and written communication skills
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Ability to obtain and maintain Secret clearance is required
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Ability to travel
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 [email protected]. You can also review The Equal Employment Opportunity is the Law and the supplement, as well as the Pay Transparency Policy Statement.
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