Note: The job is a remote job and is open to candidates in USA. Oshkosh Defense is an industry-leading tactical vehicle manufacturer committed to supporting those who protect others. The Director of Business Development for Strategic Partnerships and Prime Ecosystem will lead strategic projects and influence company leaders while focusing on growth opportunities and partner agreements.
Responsibilities
- Own account plans for assigned U.S. primes and key integrators; build multi-level relationships (BD, engineering, program, contracts)
- Identify, qualify, and pursue B2B opportunities where Oshkosh platforms enable mission systems (fires, air defense, C2, EW, autonomy, ISR)
- Secure capture positions (teaming/sub roles), influence requirements, and drive Oshkosh content into prime and sub proposals
- Maintain a disciplined opportunity pipeline with weekly updates on stage, next actions, PGo/PWin, and blockers
- Lead NDAs, Teaming Agreements, MOUs, and JV exploration in coordination with Legal/Contracts
- Define partner value exchange clearly (scope, deliverables, data rights, IP, responsibilities, and commercial terms)
- Establish performance expectations and governance for partners (cadence, outputs, metrics)
- Run partner integration workshops and translate them into executable roadmaps to demonstrations tied to active pursuits
- Build a repeatable “integration menu” (standard interfaces, option packs, demo kits) to reduce integration cycle time and proposal friction
- Drive cross-functional execution with engineering, programs, supply chain, and finance to ensure offers are winnable and deliverable
- Lead a cross-functional “Prime Deal Room” cadence for top pursuits; ensure clear owners, timelines, and escalation paths
- Align prime ecosystem work with territory BD leads and Strategy priorities to avoid duplication and improve win rate
Skills
- Bachelor's degree in Engineering, Project Management, Business Development or a related field
- Demonstrated prime capture experience
- Understanding of FAR/DFARS with defense contracting mechanics, experience selling across engineering, contracts, and program stakeholders
- Ten (10) or more years of related experience OR Seven (7) or more years of related consulting experience
- Five (5) or more years of management experience
- Ability to travel up to 20%
- Master's degree in the field or in a related area; MBA preferred
- Fifteen (15) or more years of experience
- Prior experience working in or with the Defense and Aerospace industry
- Experience with Non-Disclosure Agreements, Teaming Agreements and Joint Ventures
- Experience with complexity reduction concepts
- Thought leadership, change management, and project management experience
- Ability to influence change and build relationships with other business leaders
- Ability to conduct executive level presentations and facilitate group discussions to tackle complex problems
- Ability to work effectively with all levels of the organization and to impact others to move toward consensus
- Broad cross-functional skillset with Very Strong analytical abilities
- Proven experience managing multiple and competing priorities
Benefits
- Beyond offering a competitive total rewards package, we prioritize a people-first culture and offer various opportunities to support team member growth and success.
- Oshkosh is committed to working with and offering reasonable accommodation to job applicants with disabilities.
Company Overview