Sr. Account Executive (ARMY and SOCOM)

Job Description

Kratos Defense & Security Solutions, Inc., is a leading defense technology company focused on unmanned systems, satellite communications, cyber security/warfare, microwave electronics, missile defense, training, and combat systems. Our customers include the U.S. federal government, foreign governments, commercial enterprises, and state and local government agencies. At Kratos, we prioritize affordability as a cornerstone of our technology. We leverage proven, cutting-edge methodologies and technology to minimize costs, streamline schedules, and mitigate risks, ensuring timely delivery of cost-effective solutions to market.

Kratos Unmanned Aerial Systems (KUAS), a division of Kratos Defense, is renowned for its expertise in developing, delivering, integrating, and supporting high-performance, cost-effective, jet-powered Unmanned Aerial Systems (Targets and Tactical). As a mid-tier defense contractor, we've demonstrated agility and innovation in providing aircraft to the US military and global allies and partners. Our track record of delivering top-notch jet-powered subscale targets has established us as a go-to defense contractor capable of delivering capabilities at an affordable price.

At KUAS, we prioritize innovation, collaboration, and growth. Our team collaborates to cultivate a supportive and dynamic workplace, fostering creativity and promoting professional development while honoring personal and family lives. Join our team and help shape the future of unmanned technology within the defense industry today!

GENERAL JOB SUMMARY:

The Senior Business Development Account Executive is responsible for market analysis, strategy development, managing the execution of the strategy, and achieving bookings objectives for assigned accounts. The SBDAE is also responsible for the management of capture and proposal activities including timely management gate reviews, process compliance and transition to the program execution team. In addition to establishing strategic direction for accounts under his/her control, the SBDAE provides advice and counsel to the Business Development organization on its strategies. The SBDAE Assumes (as assigned by the Director of Business Development) management of administrative functions in support of Business Development activities. The SBDAE develops and promotes teaming decisions, and pricing and win strategies which support the strategic objectives of the company.

ESSENTIAL JOB FUNCTIONS:

• Successfully identifies, promotes, forecasts, advances, and captures sales of KUAS products in assigned territories or accounts. Assists SVP of Business Development in deconfliction and coordination of marketing pursuits across all territories.
• Acts as backup to either the SVP of Business Development or the Directors of Business Development for participation in senior Staff Meetings.
• Works with management to develop realistic bookings targets to support a rolling forecast. Presents the bookings forecast to the SVP Business Development for review and approval.
• Identifies, qualifies, and quantifies target opportunities; suggests pursuit strategies; contributes to overall business development strategy.
• Initiates customer contact and follow-up with targeted agencies and companies.
• Fosters continuous customer relationships with key industry and customer contacts inclusive of marketing, sales, executive, programmatic, representative and technical disciplines.
• Maintains a thorough understanding of KUAS capabilities and accurately articulates the value that our capabilities provide.
• Understands customers' unique needs and business models to negotiate deals, contracts and close integrated opportunities.
• Supports accounts (new and existing) with timely responses to RFQs, RFPs, demonstrations, trade shows and meetings.
• Ensures the customer perspective is understood, currency of information is maintained, competitive environment is monitored, and as required to support capture strategies, ensures that the information is clearly communicated to internal teams.
• Provides oversight of proposal activities for assigned capture efforts.
• Leads and coordinates with internal resources for shipping, ITAR-compliance, technical support and finance for BD opportunities or activities.
• Oversees, tracks, and is responsible for technical data export licensing activities required for business development activities.
• Provides specific inputs to department spending budgets and forecasts to support business development activities for assigned accounts.
• Provides weekly/monthly input to status briefings for corporate management review.
• Supports and represents KUAS at trade shows as assigned.
• Conducts all business activities with the highest standards of ethics.
• Maintains a detailed Outlook calendar of travel, meetings and events supporting BD activities.
• Communicates effectively, both written and verbal.
• Other duties may be assigned.

SUPERVISORY RESPONSIBILITY:

None.

Compensation $160,000 - $195,000

Experience and Skills

KNOWLEDGE, SKILLS & ABILITIES:

Required:

• Ability to maintain sensitive and confidential information as required by government standards.
• Ability to interact effectively with peers and supervisors.
• Ability to interact appropriately with the public when necessary.
• Ability to adhere to workplace rules.
• Demonstrated ability to identify strategic partners and key customer enablers.
• Must have strong verbal, written, and presentation communication skills.
• Must have excellent planning and organizational, project management, and time management skills.
• In depth knowledge of company products, strong research skills, strong analytical skills a must.
• Excellent influence and client management skills necessary.
• Must have strong Microsoft Office skills.
• Be familiar with DoD, commercial and international acquisition practices.
• Ability to work well in a team, and to excel as an individual contributor.

Preferred:

• Working knowledge of Contracts Management and Program Management, preferably with experience in both.
• Knowledge of major defense or commercial accounts preferred.
• Working knowledge specific to the Department of the Army and the Special Operations Community.
• Preferably a strong understanding of European Defense requirements.

EDUCATION AND EXPERIENCE:

Required:

• Bachelor's degree.
• 5+ years of product management, engineering and/or business development experience with at least 2-3 years of managing projects and budgets. Minimum 3 years directly relevant aerial targets/ UAV or major aerial targets/UAV subsystem business development experience.
• Prior DoD experience required.
• Demonstrated experience in the area of pioneering and executing win strategies.
• Demonstrated success and leadership of major campaigns/proposals from inception through delivery.
• Possess a minimum of a Secret Security Clearance with the ability to obtain and maintain a Top Secret or Higher clearance.
• Prior experience in Business Development in a US defense contractor preferably with an emphasis on International Business Development (Minimum 4 years' experience)
• Time working for Department of Defense in either acquisition or operationally relevant position (Minimum 5 years' experience)

Preferred:

• Master's Degree a plus.
• Time working for Department of Defense in either acquisition or operationally relevant position a plus.
• Previous experience and significant customer knowledge with the Department of the Army and SOCOM acquisition processes.

WORK ENVIRONMENT/PHYSICAL REQUIREMENTS:

• Office environment.
• Ability to stand and sit for long periods of time.
• Ability to perform repetitive motion (keyboarding, 10-key, phones).
• May be required to lift up to 50 pounds in accordance with KUAS General Safety Training guidelines.

TRAVEL REQUIREMENTS:

• International and Domestic travel up to 50%.

#LI-Remote

Job Benefits

• Medical, Dental & Vision Insurance Coverage
• Life/ADD & Short/Long Term Disability Insurance
• 401(k) Savings Plan
• Employee Stock Purchase Plan (ESPP)
• Paid Time-Off (PTO)
• Holidays
• Education Reimbursement

• Medical, Dental & Vision Insurance Coverage
• Life/ADD & Short/Long Term Disability Insurance
• 401(k) Savings Plan
• Employee Stock Purchase Plan (ESPP)
• Paid Time-Off (PTO)
• Holidays
• Education Reimbursement