Description

Define Possible with Northrop Grumman

Defining Possible is what drives us at Northrop Grumman. We are 90,000 people strong - with careers across air, cyber, land, sea, and space - working together to defend and define the future. Our Mission Systems sector develops advanced solutions that connect and protect critical missions around the world.

Northrop Grumman Mission Systems’ Navigation, Intelligence & Connectivity (NIC) Division, Cyber & Intelligence Solutions (C&IS) Business Unit, is seeking a Director, Business Development to lead growth in a key strategic area for the company. This role sits at the intersection of strategy and execution, combining market and portfolio insight with hands‑on capture leadership to drive sustained new business, competitive advantage, and long‑term division success.

The selected leader will report to the Senior Director of Business Development for the NIC Division and work in close partnership with NIC business unit leaders, Division Growth & Mission Solutions, R&D and engineering, and sector business development leadership.

Role Overview

• Develop and execute a coherent growth strategy and roadmap for the C&IS portfolio, aligned with NIC Division, Mission Systems Sector, and corporate objectives.

• Lead a team of business development and capture professionals charged with creating, shaping, and closing new business opportunities in cyber, intelligence, and advanced communications/networking markets.

• Provide thought leadership in next‑generation, processing‑enhanced networking, small‑form‑factor networking, and related mission solutions spanning domestic and international customers.

• Deliver an extraordinary, end‑to‑end customer experience by infusing the division’s strategic focus, win themes, and value proposition into pipeline development, pursuits, and all customer engagements.

• Integrate competitive analysis, technology trends, budgetary and policy developments, and portfolio assessments into actionable strategies and pursuits.

Key Responsibilities

Strategic Growth & Roadmap

• Develop and implement a strategic growth roadmap for the C&IS Business Unit that aligns with NIC Division and Mission Systems Sector long‑range strategy.

• Identify high‑value markets, missions, and technology investment priorities.

• Assess the existing portfolio and recommend areas for strategic growth investment, divestiture, or repositioning.

• Deliver clear, actionable analysis and synthesis of competitive, technological, budgetary, regulatory, and geopolitical trends that shape C&IS opportunities.

• Provide strategic guidance to business units, division, and sector leadership regarding future mission areas, capability roadmaps, and market entry strategies.

Pipeline, Capture, and Proposal Leadership

• Lead the end‑to‑end business development lifecycle for C&IS, from opportunity identification and qualification through proposal submission, award, and transition to execution.

• Develop, implement, and manage disciplined capture processes and strategies that improve win rates in highly competitive environments.

• Shape deals and solution strategies in partnership with Operating Unit leaders, program managers, R&D and engineering, and corporate functions.

• Oversee proposal management support, win theme development, pricing and deal structures, and bid/no‑bid recommendations in accordance with the Business Acquisition Process (BAP).

• Curate and manage a robust pipeline of both near‑term and long‑term opportunities across DoD, Intelligence Community, and international customers.

Customer Engagement & Partnerships

• Lead 360‑degree customer engagement across domestic and international military services, government agencies, and industry partners (traditional and non‑traditional).

• Create, maintain, and execute customer engagement strategies and visit plans tied directly to growth priorities and major pursuits.

• Deliver an extraordinary customer experience and demonstrate Northrop Grumman’s mission understanding and innovation.

• Manage and expand strategic partnerships, including potential MA&D and teaming relationships that enhance C&IS competitive position.

• Engage with industry associations, regulatory bodies, and government stakeholders to understand and influence policy and regulatory developments affecting NIC and C&IS strategies.

Technology & Portfolio Alignment

• Work closely with R&D and engineering teams to align technology investments with validated market needs and customer priorities.

• Provide strategic recommendations on investment in advanced capabilities such as cyber resiliency, secure communications, intelligence processing, networking architectures, and integrated mission solutions.

• Ensure that technology roadmaps and internal IRAD investments support near‑term capture efforts, long‑range strategies, and differentiating value propositions.

Leadership & Fiscal Management

• Build, develop, and lead a high‑performing team of business development and capture professionals across distributed locations and organizations.

• Foster a collaborative, inclusive culture that emphasizes accountability, innovation, and mission focus.

• Manage the business development budget for the C&IS Business Unit, ensuring investment decisions are aligned to growth priorities and provide measurable returns.

• Utilize Customer Relationship Management (CRM) tools (e.g., Salesforce) and maintain accurate, timely pipeline reporting in accordance with Northrop Grumman standards and BAP.

Basic Qualifications

• Bachelor’s degree in a technical or business discipline and 10 or more years of business development, capture, strategy, or closely related experience, OR a Master’s degree with 8 or more

years of relevant professional experience.

• Extensive experience with DoD/DoW, military services, and U.S. Intelligence Community customers, requirements, programming, budgeting, and acquisition processes.

• Demonstrated hands‑on leadership of complex business development and capture efforts, with a proven track record of winning large, complex opportunities in competitive environments.

• Experience building and leading high‑performing teams, including collaborative leadership across distributed locations and organizations.

• Strong interpersonal, written, and verbal communication skills, including executive‑level presentation and briefing experience.

• Demonstrated ability to deliver differentiated, discriminating solutions that have led to tangible new business growth.

• Dynamic self‑starter with strong attention to detail, high work ethic, and the ability to prioritize and execute effectively in a fast‑paced environment.

• Willingness and ability to travel up to 50% domestically and internationally, as required.

• U.S. Citizenship and active Secret with the ability to obtain a Top Secret clearance with the ability to obtain TS/SCI, and Special Program Access (SAP) clearances as required by programs.

Preferred Qualifications

• Current TS/SCI clearance, with active or recent SAP/SAR access.

• Diverse functional and line management experience, including P&L leadership and program or portfolio management.

• Experience with international customers and pursuits, including exportability, security, and regulatory considerations.

• Experience in agile ways of working, including use of tools such as Confluence and Salesforce.

• Deep experience in communications and networking, including small form‑factor networking, processing‑enhanced or software‑defined networking, and integrated cyber and intelligence mission solutions.

• Familiarity with and regular use of CRM tools (e.g., Salesforce) within a structured pipeline and capture management process.