Business Development/Capture Manager – Aerospace, Government and Defense

Internal Title: Business Development/Capture Manager – Aerospace, Government and Defense

External Title: Business Development/Capture Manager – Aerospace, Government and Defense

Job code: 081410 - US1

Level: P5 (Expert)

Location: Washington DC

NSA: Must be a US citizen and located in the US

ABOUT WIND RIVER

Wind River is a global leader in delivering software for mission-critical intelligent systems. For more than four decades, the company has been an innovator and pioneer, powering billions of systems that require the highest levels of security, safety, and reliability.

Wind River helps customers across automotive, aerospace, defence, industrial, medical, and telecommunications industries solve complex technology challenges on their journey toward the new intelligent machine economy. The company’s software powers generation after generation of the safest, most secure systems in the world.  Examples include playing a key role in NASA space missions such as Artemis I, the James Webb Space Telescope, and multiple Mars rovers. We’ve achieved recent 5G milestones including the world’s first successful 5G data session with Verizon and building one of the largest Open RAN networks in the world with Vodafone.

The company has received industry recognition for its technology innovation and leadership, and for its workplace culture, including global Great Place to Work certification and being named a “Top Workplace” for ten consecutive years. If you want to be part of a unique culture where the lived experience is based on our cultural attributes of growth mindset, customer-focus, and diversity, equity, inclusion & belonging, come join us and help advance the future software defined world.

Wind River Systems, a subsidiary of Aptiv PLC, is a California-based software company which develops embedded systems and cloud software consisting of real time operating systems (RTOS), industry-specific software, simulation technology, development tools and middleware.

This new business unit will re-sell Wind River products to be used by or for the U.S. government customers. These products may be delivered through the professional services organizations of Wind River Systems (case of unclassified programs) or via the Wind River business (in the case of classified programs).

ABOUT THE OPPORTUNITY

Wind River is a recognized leader in Aerospace and Defense, committed to delivering advanced software solutions and services that address mission-critical needs for defense agencies and aerospace clients worldwide. We are seeking a strategic, results-driven Business Development / Capture Manager to join our team and help expand our market presence across the U.S. Federal Government Market, identify new business opportunities, and execute capture strategies to support sustained growth in the Aerospace, Government and Defense sectors.

The Business Development / Capture Manager will be responsible for leading and driving the business development lifecycle from business opportunity identification to proposal submission and contract award. This individual will develop and execute strategic capture plans, identify and qualify new business opportunities, and ensure the successful pursuit of key contracts, including coordinating cross-functional teams and guiding proposals for complex Aerospace, Government and Defense projects.

ABOUT YOU

Key Responsibilities

• Identify and assess new business opportunities, emerging markets, and strategic partnerships within the Aerospace, Government and Defense sectors.
• Develop, maintain and implement strategies to drive market growth, including identifying key customer needs and aligning company solutions with those needs.
• Build and maintain strong relationships with clients, government agencies, prime contractors, and industry partners.
• Conduct market research and competitive analysis to identify trends, risks, and opportunities in the Aerospace, Government and Defense markets.
• Engage in networking, attend industry events, and represent the company at conferences and trade shows to build brand awareness and generate new leads.
• Develop and present business development and capture plans and recommendations to senior leadership, aligning strategies with the company's goals.
• Lead capture efforts for strategic opportunities, guiding the team through the full lifecycle of the pursuit process, including qualification, proposal development, pricing strategy, and risk management.
• Work closely with proposal teams to create comprehensive, compelling, and compliant proposals that align with client requirements and showcase the company's value proposition.
• Coordinate and communicate with internal departments (e.g., product, legal, contracts, finance) to ensure timely and accurate capture execution.
• Manage proposal timelines, resources, and deliverables, ensuring alignment with the opportunity’s schedule and submission requirements.
• Conduct win/loss analyses for capture activities to refine strategies and improve future pursuits.
• Develop and execute strategic plans to grow the company’s footprint in key markets, including identifying potential clients, understanding their needs, and proposing tailored solutions.
• Collaborate with senior leadership to shape long-term growth strategies, including market diversification and entry into new international or domestic markets.
• Work with product development teams to tailor solutions based on customer feedback and market analysis.

Qualifications

• US Citizen
• Holding an active Security clearance is a plus, or, ability to gain security clearance a must.
• Bachelor’s degree in Business Administration, Engineering, or a related field. MBA or equivalent advanced degree preferred.
• Minimum of 12 years of experience in business development, capture management, or sales within the Aerospace, Government and Defense sectors.
• Proven track record of leading and managing complex capture efforts for government and commercial contracts.
• Deep understanding of the Federal Acquisition Regulation (FAR) and the Defense Federal Acquisition Regulation Supplement (DFARS), to include  f the government contracting process, contract types and   the structured bidding process for government and aerospace contracts.
• Experience developing and executing market strategies to support long-term business growth.
• Ability to identify and assess new business opportunities, manage strategic partnerships, and develop client-focused solutions.
• Prior experience working with government agencies (DoD, NASA, etc.) and prime contractors in the defense or aerospace sectors is highly preferred.
• Demonstrated experience managing cross-functional teams and engaging with senior leadership in strategic decision-making.

• Experience in embedded systems and cloud software consisting of real time operating systems (RTOS), industry-specific software (linux), simulation technology, development tools and middleware is a plus

• Experience with Enterprise Software, specifically around Linux and cloud virtualization systems and requirements.

Skills:

• Strong communication, negotiation, and interpersonal skills with the ability to influence decision-makers and build relationships across all levels.
• Ability to think strategically and develop actionable plans that align with business objectives.
• Strong problem-solving and analytical skills, particularly in evaluating business opportunities and risks.
• Excellent organizational skills and attention to detail, with the ability to manage multiple tasks simultaneously.
• Proficiency in Microsoft Office Suite (Word, Excel, PowerPoint),  proposal management tools, and CRM tools (e.g. Salesforce).

Preferred Qualifications

• Experience in strategic business development or capture management in key areas such as unmanned systems, cybersecurity, avionics, or aerospace systems.
• Familiarity with FAR/DFAR and ITAR and export control regulations and their impact on capture and business development efforts.
• Active security clearance (Secret or Top Secret) is a plus.

COMPENSATION                

The annual base salary range for this role’s listed grade level is $172000 to $258000 plus a bonus for Washington, DC, residents. Salary ranges are determined through interviews and a review of the education, experience, knowledge, skills, location, and abilities of the applicant, and equity with other team members. Employees in this role are also eligible for the following benefits in accordance with the terms of the Company's plans: health, dental, vision insurance, life insurance, flex time off, eligibility to enroll in 401k, and 12 paid holidays

BENEFITS

• Named Top Workplace for the 8th year in a row
• Wind River’s commitment to DEIB
• 100% Employee covered Medical, Dental, and Vision insurance*
• Flexible Time Off policy* + 12 observed Holidays
• 401K with company match *
• Health Savings Account (HSA) and Flexible Spending Account (FSA) *
• Wellness Benefits through Unmind