Business Development Manager, Defense Product

Responsibilities

Develop and advance product-focused business opportunities for WISRD across the U.S. Army, USASOC, and other DoW organizations, building customer relationships and translating mission needs into adoption and acquisition opportunities. Lead capture planning, pipeline management, strategic partnerships, customer engagements, and coordination with product and technical teams to expand WISRD deployments.

Requirements

Requires at least seven years of business development, sales, capture, account management, or related defense-technology experience, including demonstrated growth or sales of COTS software or other product-based solutions in the DoW/DoD market. Candidates need working knowledge of defense acquisition and technology adoption, strong customer and partner relationship skills, and the ability to independently advance opportunities; Army/USASOC and rapid-acquisition experience are preferred.

Skills

• Business Development
• Defense Technology Sales
• COTS Software Growth
• Opportunity Qualification
• Pipeline Management
• Capture Strategy
• DoW/DoD Acquisition Processes
• Customer Relationship Management
• Mission Requirements Analysis
• Product Adoption
• Strategic Partnerships
• Government Contracting
• Executive Communication
• Forecasting
• Technology Demonstrations
• Acquisition Pathways

About this role

Description
CyOne is seeking an experienced Business Development Manager, Defense Products to help expand WISRD across the U.S. Army, U.S. Army Special Operations Command (USASOC), and the broader Department of War (DoW), historically Department of Defense (DoD), market.
This is a product-focused business development role, not a traditional SETA, staff-augmentation, or labor-based services position. We are looking for someone who understands how to grow COTS software and defense technology by identifying mission needs, developing customer relationships, shaping opportunities, and helping move proven capabilities from operational use and experimentation toward broader adoption and funded acquisition.

The successful candidate will work across CyOne's product, technical, growth, and proposal functions to develop new opportunities, build qualified pipeline, shape acquisition strategies, establish strategic partnerships, and expand WISRD into new customers and mission areas.

Key Responsibilities
•Develop new business opportunities for WISRD across the U.S. Army, USASOC, and other DoW organizations.
•Build and maintain relationships with operational customers, Capability Program Executives (CPEs), Program Managers (PMs), acquisition organizations, and industry partners.
•Identify mission requirements and customer problems where WISRD can provide differentiated value.
•Develop opportunities involving COTS software adoption, licensing, integration, experimentation, prototyping, and production.
•Help transition demonstrations, prototypes, operational evaluations, and initial adoption into funded acquisition opportunities and broader deployments.
•Develop and execute capture strategies for Requests for Information (RFIs), Commercial Solutions Openings (CSOs), Other Transactions (OTs/OTAs), solicitations, and other government acquisition pathways.
•Work with product and technical teams to align customer requirements with current and planned WISRD capabilities.
•Identify and develop strategic technology and industry partnerships that strengthen WISRD's capabilities, integrations, and market access.
•Support customer engagements, product demonstrations, exercises, conferences, and other defense-technology events.
•Maintain disciplined opportunity qualification, pipeline management, capture planning, and forecasting.
•Contribute to CyOne's broader defense-product growth strategy.
CyOne is specifically seeking someone who understands how to create demand and expand adoption of a technology product, rather than primarily pursuing existing contract vehicles, labor-based services opportunities, and recompetes
Requirements
Required Qualifications
•7+ years of experience in business development, sales, capture, account management, or related defense-technology roles.
•Demonstrated experience supporting the growth or sale of COTS software, commercial technology, defense technology, or other product-based solutions within the DoW/DoD market.
•Experience developing new business opportunities and customer relationships beyond incumbent contracts and recompetes.
•Working knowledge of DoW/DoD acquisition, contracting, and technology-adoption processes.
•Experience developing relationships with government operational, technical, acquisition, CPE, and program-management organizations.
•Ability to identify customer mission requirements and translate them into viable product and business opportunities.
•Ability to work effectively with product managers, software engineers, technical subject-matter experts, government customers, and industry partners.
•Strong written, verbal, presentation, and executive-level communication skills.
•Ability to independently develop, qualify, and advance opportunities through the business development and capture lifecycle.

Preferred Qualifications
•Direct business development, capture, sales, or account-management experience supporting the U.S. Army and/or U.S. Army Special Operations Command (USASOC).
•Experience with defense software, intelligence, ISR, C2, mission command, tactical-edge computing, data integration, data fusion, sensor integration, or related mission areas.
•Experience growing COTS software or other product-based offerings within the DoW/DoD market.
•Demonstrated experience helping transition technology from demonstration, prototype, or initial operational use toward funded programs, production, enterprise deployment, or broader adoption.
•Experience with Other Transactions/Other Transaction Authority (OT/OTA), Commercial Solutions Openings (CSOs), SBIR/STTR, rapid acquisition, prototyping, or similar acquisition pathways.
•Experience developing opportunities and relationships with Army Capability Program Executives (CPEs) and Program Managers (PMs).
•Familiarity with Modular Open Systems Approach (MOSA), open architectures, APIs, interoperability, modular software integration, and COTS integration.
•Experience within a defense-technology or commercial-software product company serving government customers.
•Experience developing strategic relationships with technology companies, OEMs, system integrators, and other defense-industry partners.
Candidates may have experience spanning both products and government services. However, CyOne is specifically seeking candidates who can demonstrate meaningful experience growing technology products, rather than careers concentrated primarily in SETA, staff augmentation, labor-category sales, or services recompetes.

About CyOne, Inc.

Outsourcing and Offshoring Consulting · 51-200 employees · founded 2011