Business Development/Capture Manager - Aerospace, Government & Defense

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, defense, 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.

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 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. 

ABOUT YOU

Key Responsibilities

• Identify and assess new secure cloud platform 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

• Experience with Enterprise Software, specifically around Linux and cloud virtualization systems and requirements in the context of defense and government markets.
• Holding an active security clearance is a plus, or, ability to gain security clearance a must.
• Minimum of 12 years of experience in business development, capture management, or sales within the 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 defense 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, Government 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

Preferred Qualifications

• Experience in strategic business development and/or capture management in key areas such as secure cloud, secure networks.
• Familiarity with acquisition and export control regulations and their impact on capture and business development efforts.

Benefits Package