Director 1, Business Development (International)

At Northrop Grumman, our employees have incredible opportunities to work on revolutionary systems that impact people's lives around the world today, and for generations to come. Our pioneering and inventive spirit has enabled us to be at the forefront of many technological advancements in our nation's history - from the first flight across the Atlantic Ocean, to stealth bombers, to landing on the moon. We look for people who have bold new ideas, courage and a pioneering spirit to join forces to invent the future, and have fun along the way. Our culture thrives on intellectual curiosity, cognitive diversity and bringing your whole self to work — and we have an insatiable drive to do what others think is impossible. Our employees are not only part of history, they're making history.

Defining Possible is what drives us at Northrop Grumman. We are 90,000 people strong – with careers across all areas: air, cyber , land, sea and space – working as one to defend and define the future. Northrop Grumman careers and internships are as varied as your interests, with a lifetime of potential that will give you every opportunity to do your best work. Working together with people from many backgrounds, personal passions and disciplines, we share a drive to push the boundaries of science, technology and engineering to create a better world.

The Networked Information Solutions Division (NISD) in Northrop Grumman’s Mission Systems Sector (NGMS) sector is looking to hire a International Business Development Director 1 to join our team of qualified, diverse individuals within our Growth and Mission Solutions organization. The candidate will be responsible for leading and managing international business development activities across the division including shaping quality opportunities, validating those opportunities, foreign customer engagement, and internal coordination. 

The successful candidate will have experience in DCS/FMS sales that support business goals and will be directly responsible for strategy and pursuit activities across the division’s programs.  The candidate will lead new business pursuits that expand core sensing, connectivity, processing, and intelligence product lines into adjacent international markets.  The candidate is required to be a proven team player and work effectively with the NGMS Sector Global Strategic Growth organization, NG’s Corporate Global Business Office, and the NISD Strategy, Capture and Program Management organizations with the purpose of bringing valid and qualified opportunities into the division pipeline. 

The candidate must be proactive and execution oriented.  They must be capable of broad, strategic thinking and analysis with respect to emerging international customer needs, competitive positioning, and requisite capabilities, with the ability to guide the customer and organization towards the strategic and tactical actions necessary to achieve growth objectives.

In addition, the candidate will develop, manage, and support in-country business goals and NGMS in-country staff engagements. The candidate will be responsible for developing and managing multiple key internal and external relationships, including with other companies. The customer base requires agility in approach, cultural awareness, and strong communication skills.

The preferred location for this role is in San Diego, CA, but candidates in Baltimore, MD and Northern VA will also be considered. This position reports to the NISD Vice President, Growth & Mission Solutions.

Job Description

Roles and responsibilities include, but are not limited to, the following:

• Participate in the development and execution of global and regional strategies that includes multi-year sales and marketing plans for key products that will support division financial goals
• Lead and manage assigned country business strategies in line with the current overarching business strategy including marketing and communications plans to support specific opportunities.
• Engage customer to identify needs/solutions, budgets, timelines, and competitor capability
• Lead customer relationship development for programs and be the voice of the international customer regarding NISD capabilities
• Develop white papers, reports, presentations, talking points and other documentation for in-country efforts
• Leverage technical, analytical, and operational expertise from across the division in support of impactful growth opportunities
• Shaping international customer requirements (both in a prime and subcontract relationship)
• Assist in developing international customers’ requests to the USG (including, but not limited to: LOR for P&As, LOR for LOAs, RFIs, RFPs)
• Support capture managers on various pursuits - Proposal Preparation Support, Review and Approval Process.
• Identify potential offset and industrial cooperation projects in support of contract proposals/awards as required
• Act as focal point for international trade shows, conferences, global customer visits to the US
• Work effectively across sectors, divisions, business units, and functional teams to build a strong opportunity pipeline
• Coordinate with business development teams inside business units in a collaborative manner that achieves long-term growth objectives while continuing to grow the existing business
• Follow the process standards of the Northrop Grumman Business Acquisition Process (BAP) with responsibility for entries and updates for all opportunities in the in Phases 1-3: Qualify (1), Pursue (2), Solution (3)
• Create, update, and maintain Salesforce records to support internal reporting, gate reviews, and portfolio analysis
• Support capture and proposal activities with strategies that result in high capture rates that support growth objectives

Basic Qualifications:

• Bachelor’s degree in Engineering / Mathematics / Business Management / Marketing or related discipline(s)
• 15 years of experience (10 year with Masters) in Defense Acquisition / Military / International Business Development / Capture Management
• FMS/DCS experience
• Must have experience and understanding of multi-cultural international customer base – customs, traditions, and business acumen and can be the voice of the customer
• Must be a skilled communicator and presenter including with non-native English speaking audiences.
• Effective communication skills with the ability to inform, influence, negotiate, and problem solve
• Must have excellent interpersonal skills and be comfortable interacting with individuals and managing diverse groups of people in business and social settings.
• Able to obtain US Passport
• US citizenship with current and active Secret clearance
• Must be able to travel both domestic and international as needed (up to 30% of the time)

Preferred Qualifications:

• Master’s Degree with preference given for those with Engineering / Mathematics / Business Management / Marketing/ or related discipline(s)

• 10+ years of USG international acquisition experience.
• Demonstrated multi-disciplinary global business development, strategy development and capture experience
• Demonstrated people leadership skills; direct and indirect leadership of large teams; ability to work effectively in a diverse team environment
• Proven highly effective executive communication, presentation, and influencing skills
• Strong customer domain knowledge and a proven track record of sustained business growth
• Eligible for TS/SCI clearance

This position reports to San Diego, CA, USA, however, you are able to work from any of the additional 2 locations listed above.

Salary Range: $185,800 USD - $278,600 USD

Employees may be eligible for a discretionary bonus in addition to base pay. Annual bonuses are designed to reward individual contributions as well as allow employees to share in company results. Employees in Vice President or Director positions may be eligible for Long Term Incentives. In addition, Northrop Grumman provides a variety of benefits including health insurance coverage, life and disability insurance, savings plan, Company paid holidays and paid time off (PTO) for vacation and/or personal business.

The health and safety of our employees and their families is a top priority. The company encourages employees to remain up-to-date on their COVID-19 vaccinations. U.S. Northrop Grumman employees may be required, in the future, to be vaccinated or have an approved disability/medical or religious accommodation, pursuant to future court decisions and/or government action on the currently stayed federal contractor vaccine mandate under Executive Order 14042 https://www.saferfederalworkforce.gov/contractors/.

Northrop Grumman is committed to hiring and retaining a diverse workforce. We are proud to be an Equal Opportunity/Affirmative Action Employer, making decisions without regard to race, color, religion, creed, sex, sexual orientation, gender identity, marital status, national origin, age, veteran status, disability, or any other protected class. For our complete EEO/AA and Pay Transparency statement, please visit http://www.northropgrumman.com/EEO. U.S. Citizenship is required for most positions.