, Inc Director, Strategy & Business Development (Aerospace & Defense) in Reston, Virginia

Job CategorySales

Job Details

About Salesforce:

Salesforce, the Customer Success Platform and world's #1 CRM, empowers companies to connect with their customers in a whole new way. The company was founded on three disruptive ideas: a new technology model in cloud computing, a pay-as-you-go business model, and a new integrated corporate philanthropy model. These founding principles have taken our company to great heights, including being named one of Forbes’s “World’s Most Innovative Company” seven years in a row and #1 on the FORTUNE ‘100 Best Companies to Work For®’ List. We are the fastest growing of the top 10 enterprise software companies, and this level of growth equals incredible opportunities to grow a career at Salesforce. Together, with our whole Ohana (Hawaiian for "family") made up of our employees, customers, partners and communities, we are working to improve the state of the world.

Department and Role Description:

The Director, Strategy & Business Development will be responsible for setting and executing the Salesforce Public Sector business development strategy for Aerospace & Defense Contractors and System Integrators. The ideal candidate will have C-Level or P&L Aerospace & Defense experience with the ability to foster relationships at the C-Level and boardroom leadership level, across Aerospace & Defense Contractors and Government customers. He/She will also have experience selling in a cloud environment, creating the opportunity for customers to transform their businesses and serve as a motivator for modernization.


  • Set and execute aggressive customer acquisition strategies for Aerospace & Defense Contractors and System Integrators.

  • Provide detailed business development strategy focused on the top government executives

  • Manage overall business development process, set appropriate metrics for sales funnel management

  • Plan and manage at both the strategic, operational and tactical customer-facing levels

  • Align with Strategic Account Executives, industry leads, and regional sales leadership teams to present a single front to help represent a single vision for our customers.

  • Interface with the product development and marketing organizations to help guide Public Sector product direction and production of sales plays

  • Lead initiatives to ensure the continued development of C-Level customer strategic partner talent in the organization, and constantly focus on the addition of ‘A’ players into the team

Required Skills/Experience:

  • Experience developing business opportunities within the U.S. Aerospace and Department of Defense communities

  • Demonstrated experience in the following business disciplines: strategic planning, competitive assessment, development and implementation of strategic and operational plans, and business acquisition processes. In addition, a sound understanding of the government procurement process, DoD contracts, regulations and procedures, and DoD operations and sustainment services

  • Technical background must be sufficient to develop and provide customer briefings

  • Strong oral and written communication skills are required to develop external/internal papers, presentations, and business plans

  • Bachelor’s degree required, advanced degree preferred

Additional Skills/Experience:

  • Running P&L for a major division hyper focused on innovation

  • Strong track record of tailoring focused capture plan objectives, strategies and tactics in conjunction with quantifying and qualifying opportunities

  • Interfaces directly with customer decision-makers to shape market opportunities

  • Proven experience gaining access to decision makers and establishing strategic relationships and successes for long term partnerships

  • Business development executive experience in a strategic enterprise sales environment within a highly matrixed, global organization

  • Proven track record of building satisfied, loyal and referenceable customers

  • Strong operational and analytical abilities

  • Previous employment with either Aerospace & Defense Contractors or System Integrators in IT executive positions

  • Establish and maintain professional relationships with leaders in the public sector space and within industry and be known as a professional resource to the industry

  • Participate in selected Government/Industry Associations briefings to industry, and industry briefings to government

Posting Statement and are Equal Employment Opportunity and Affirmative Action Employers. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Headhunters and recruitment agencies may not submit resumes/CVs through this Web site or directly to managers. and do not accept unsolicited headhunter and agency resumes. and will not pay fees to any third-party agency or company that does not have a signed agreement with or

Salesforce, the Customer Success Platform and world's #1 CRM, empowers companies to connect with their customers in a whole new way. We are the fastest growing of the top 10 enterprise software companies, the World's Most Innovative Company according to Forbes, and one of Fortune's 100 Best Companies to Work For six years running. The growth, innovation, and Aloha spirit of Salesforce are driven by our incredible employees who thrive on delivering success for our customers while also finding time to give back through our 1/1/1 model, which leverages 1% of our time, equity, and product to improve communities around the world. Salesforce is a team sport, and we play to win. Join us!