Business Development Principal - Intelligence Community
Lockheed Martin, Herndon, VA, United States
About Lockheed Martin Space drives the nation’s most critical space based missions. Our Next Generation Ground (NG2) portfolio delivers resilient, secure, and future ready ground architectures that enable intelligence, surveillance, and reconnaissance (ISR) and communications for the United States’ intelligence community. We are seeking a Business Development Principal who will champion our IC engagement strategy, grow the NG2 pipeline, and secure long‑term, high‑value programs.
Role Overview
The Business Development Principal will be the senior interface between Lockheed Martin and senior intelligence and program office customers (e.g. NRO, NGA, DIA, and other IC partners). The incumbent will own end‑to‑end mission strategy campaigns, drive internal investment to align resources with future work, and build a robust network of relationships across the enterprise and the broader marketplace. Success will be measured by the growth of the NG2 pipeline, the capture of new contracts, and the strategic positioning of LM technology within the IC’s roadmap.
Responsibilities
Lead Senior Customer Engagement – Establish and nurture executive‑level relationships with IC leadership, presenting NG2 capabilities, solution roadmaps, and strategic value propositions.
Design & Execute Mission Strategy Campaigns – Create comprehensive campaign plans that articulate NG2 solutions, align with IC mission objectives, and guide customers through transition to modern ground architectures.
Drive Internal Investment & Alignment – Champion the NG2 portfolio within LM, securing resources, budget commitments, and cross‑functional support to meet future IC demand.
Marketplace & Business Network Development – Build strategic partnerships with industry allies, academia, and technology providers to augment LM’s value proposition and stay ahead of emerging trends.
Competitive Intelligence & Market Insight – Continuously gather, analyze, and disseminate intelligence on competitor activities, technology trends, and policy shifts that affect IC acquisition strategies.
Pipeline Growth & Capture Management – Identify and qualify new business opportunities, lead capture teams, and shepherd proposals from concept through award, ensuring rigorous compliance with IC acquisition processes.
Thought Leadership & Communication – Author white papers, briefing decks, and technical briefings that showcase NG2’s unique capabilities, influencing both internal stakeholders and external customers.
Cross‑Functional Collaboration – Work closely with Engineering, Program Management, Finance, Legal, and Security to align solution development with captured missions and customer expectations.
Metrics & Performance Reporting – Define KPIs for campaign health, pipeline health, win rates, and customer satisfaction; report results to senior leadership and adjust strategies accordingly.
Compliance & Security – Ensure all activities meet IC security, export control, and acquisition regulations; maintain an active TS/SCI clearance throughout the role.
Basic Qualifications
Bachelor’s degree in Business Administration, Engineering, International Relations, or a related technical/strategic field.
10+ years of business development, capture management, or market development experience focused on U.S. intelligence or national security customers.
Customer Exposure: Proven track record of senior‑level engagement with IC agencies (CIA, NRO, NGA, DIA, etc.) and a deep understanding of their mission planning cycles and acquisition processes.
Communication Skills: Exceptional oral and written communication; ability to influence senior executives and present complex concepts clearly.
Analytical Ability: Strong analytical, strategic thinking, and problem‑solving skills; proficient in market analysis, competitive landscaping, and win‑loss assessments.
Top Secret/SCI clearance required.
Desired Skills
Advanced Degree: MBA, M.S. in Engineering Management, or related.
15+ years of business development or customer experience within the defense or intelligence sector, with a focus on mission‑critical ground, cyber, or space systems.
Portfolio Management: Experience managing multi‑year, multi‑program pipelines and aligning them with corporate investment strategies.
Technology Insight: Familiarity with emerging IC relevant technologies (cloud, AI/ML, cyber resiliency, data analytics, ISR, and rapid deployment ground stations).
Capture Leadership: Direct experience leading capture teams on high‑value, complex IC contracts ($>500 M).
Strategic Partnerships: Ability to forge and manage relationships with industry partners, research institutions, and technology start‑ups.
Competitive Intelligence: Demonstrated ability to produce actionable intel on competitor offerings and market dynamics.
Thought Leadership: Published articles, conference presentations, or briefings that influence IC policy or technology direction.
Negotiation & Deal Structuring: Skill in shaping contract terms, risk allocation, and pricing models that meet both customer and Lockheed Martin objectives.
Active TS/SCI security clearance.
Security Clearance Statement
This position requires a government security clearance. The candidate must be a U.S. citizen and hold an active TS/SCI clearance.
Work Location & Schedule
Onsite full‑time at a designated Lockheed Martin facility.
Schedule: 9×80 every other Friday off.
Benefits
Medical, Dental, Vision, Life Insurance, Short‑Term Disability, Long‑Term Disability, 401(k) match, Flexible Spending Accounts, EAP, Education Assistance, Parental Leave, Paid Time Off, Holidays, and incentive plan eligibility.
Equal Opportunity Employer
Lockheed Martin is an equal opportunity employer. Qualified candidates will be considered without regard to legally protected characteristics.
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Role Overview
The Business Development Principal will be the senior interface between Lockheed Martin and senior intelligence and program office customers (e.g. NRO, NGA, DIA, and other IC partners). The incumbent will own end‑to‑end mission strategy campaigns, drive internal investment to align resources with future work, and build a robust network of relationships across the enterprise and the broader marketplace. Success will be measured by the growth of the NG2 pipeline, the capture of new contracts, and the strategic positioning of LM technology within the IC’s roadmap.
Responsibilities
Lead Senior Customer Engagement – Establish and nurture executive‑level relationships with IC leadership, presenting NG2 capabilities, solution roadmaps, and strategic value propositions.
Design & Execute Mission Strategy Campaigns – Create comprehensive campaign plans that articulate NG2 solutions, align with IC mission objectives, and guide customers through transition to modern ground architectures.
Drive Internal Investment & Alignment – Champion the NG2 portfolio within LM, securing resources, budget commitments, and cross‑functional support to meet future IC demand.
Marketplace & Business Network Development – Build strategic partnerships with industry allies, academia, and technology providers to augment LM’s value proposition and stay ahead of emerging trends.
Competitive Intelligence & Market Insight – Continuously gather, analyze, and disseminate intelligence on competitor activities, technology trends, and policy shifts that affect IC acquisition strategies.
Pipeline Growth & Capture Management – Identify and qualify new business opportunities, lead capture teams, and shepherd proposals from concept through award, ensuring rigorous compliance with IC acquisition processes.
Thought Leadership & Communication – Author white papers, briefing decks, and technical briefings that showcase NG2’s unique capabilities, influencing both internal stakeholders and external customers.
Cross‑Functional Collaboration – Work closely with Engineering, Program Management, Finance, Legal, and Security to align solution development with captured missions and customer expectations.
Metrics & Performance Reporting – Define KPIs for campaign health, pipeline health, win rates, and customer satisfaction; report results to senior leadership and adjust strategies accordingly.
Compliance & Security – Ensure all activities meet IC security, export control, and acquisition regulations; maintain an active TS/SCI clearance throughout the role.
Basic Qualifications
Bachelor’s degree in Business Administration, Engineering, International Relations, or a related technical/strategic field.
10+ years of business development, capture management, or market development experience focused on U.S. intelligence or national security customers.
Customer Exposure: Proven track record of senior‑level engagement with IC agencies (CIA, NRO, NGA, DIA, etc.) and a deep understanding of their mission planning cycles and acquisition processes.
Communication Skills: Exceptional oral and written communication; ability to influence senior executives and present complex concepts clearly.
Analytical Ability: Strong analytical, strategic thinking, and problem‑solving skills; proficient in market analysis, competitive landscaping, and win‑loss assessments.
Top Secret/SCI clearance required.
Desired Skills
Advanced Degree: MBA, M.S. in Engineering Management, or related.
15+ years of business development or customer experience within the defense or intelligence sector, with a focus on mission‑critical ground, cyber, or space systems.
Portfolio Management: Experience managing multi‑year, multi‑program pipelines and aligning them with corporate investment strategies.
Technology Insight: Familiarity with emerging IC relevant technologies (cloud, AI/ML, cyber resiliency, data analytics, ISR, and rapid deployment ground stations).
Capture Leadership: Direct experience leading capture teams on high‑value, complex IC contracts ($>500 M).
Strategic Partnerships: Ability to forge and manage relationships with industry partners, research institutions, and technology start‑ups.
Competitive Intelligence: Demonstrated ability to produce actionable intel on competitor offerings and market dynamics.
Thought Leadership: Published articles, conference presentations, or briefings that influence IC policy or technology direction.
Negotiation & Deal Structuring: Skill in shaping contract terms, risk allocation, and pricing models that meet both customer and Lockheed Martin objectives.
Active TS/SCI security clearance.
Security Clearance Statement
This position requires a government security clearance. The candidate must be a U.S. citizen and hold an active TS/SCI clearance.
Work Location & Schedule
Onsite full‑time at a designated Lockheed Martin facility.
Schedule: 9×80 every other Friday off.
Benefits
Medical, Dental, Vision, Life Insurance, Short‑Term Disability, Long‑Term Disability, 401(k) match, Flexible Spending Accounts, EAP, Education Assistance, Parental Leave, Paid Time Off, Holidays, and incentive plan eligibility.
Equal Opportunity Employer
Lockheed Martin is an equal opportunity employer. Qualified candidates will be considered without regard to legally protected characteristics.
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