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

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 Europe, the Middle East and Africa (EMEA), 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.

QUALIFICATIONS

• 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 regional Acquisition Regulations and ‘flow-down’ requirements relative to regulated or 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 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 acquisition and export control regulations and their impact on capture and business development efforts.

• 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.