Senior Market Development Specialist – Sales/Capture Team

Role Overview

• Serve as the dedicated SE business development lead embedded in the SE organization — focused solely on SE markets (sustainment and product development)
• Develop and execute go-to-market strategies for SE sustainment and SE product development for U.S. and allied defense customers: automatic test equipment (ATE), maintenance/test systems, mobile/sheltered support units, calibration/test ranges, and spares/repair network offerings
• Actively travel and engage with customers, program offices, training & sustainment commands, prime integrators, MROs, and industry partners to build relationships, capture leads, and advance SE investment cases
• Identify and prioritize investment opportunities for SE product development (NextGen ATE, common armament testers, IPdesigned SE), and feed those opportunities into capture, capture funding, and internal investment decision processes
• Conduct deep customer and market analysis: mission requirements, maintenance/test gaps, sustainment levers (outcome-based, availability, MTBF), acquisition pathways (FMS, IDIQs, OTA, other authorized pathways), and budget/cycle timing for SE procurements
• Translate operational tasks and maintenance/test outcomes into SE product requirements, value propositions, MoEs/MoPs, and business cases (initial acquisition and sustainment)
• Provide market and customer input to capture teams: shape SE Statements of Work (SOWs), test requirements, and evaluation criteria; ensure proposals align to customer doctrine and certification processes
• Support capture, proposal, and technical-commercial content: SE solution briefs, demonstrations, failure modes & effects rationale, cost-per-test/availability models, and hands-on product demonstrations
• Collaborate with engineering, manufacturing, logistics, modeling & simulation, and program management to define scalable, interoperable SE solutions and product roadmaps
• Monitor competitive SE offerings and advise internal product roadmap and capture decisions to ensure competitive positioning

Requirements

• Bachelor’s degree in Engineering, Systems Engineering, Electrical/Mechanical Engineering, Business, or related field
• 12+ years of experience focused on support equipment, maintenance/test systems, ATE, or SE sustainment/product development supporting defense customers
• Demonstrated subject-matter expertise in ATE, test/maintenance support, calibration, or integrated SE solutions; experience converting operational needs into technical requirements and value propositions
• Proven familiarity with U.S. Department of Defense acquisition and sustainment processes, PEOs, program offices, and Foreign Military Sales (FMS) frameworks
• Demonstrated ability to create compelling SE business cases and influence procurement and product decisions with government and internal stakeholders

Benefits

• Health insurance
• Flexible spending accounts
• Health savings accounts
• Retirement savings plans
• Life and disability insurance programs
• Paid time off
• Unpaid time away from work