Business Unit:

Cubic Defense

Company Details:

When you join Cubic, you become part of a company that creates and delivers technology solutions in transportation to make people’s lives easier by simplifying their daily journeys, and defense capabilities to help promote mission success and safety for those who serve their nation. Led by our talented teams around the world, Cubic is committed to solving global issues through innovation and service to our customers and partners.

We have a top-tier portfolio of businesses, including Cubic Transportation Systems (CTS) and Cubic Defense (CD). Explore more on Cubic.com.

Job Details:

Cubic Defense is seeking a dynamic, strategic, and operationally focused Vice President of Business Development (VP of BD) to build and lead an impactful growth organization for their Air Combat Training portfolio. This leader will act as a collaborative business partner to the Business Unit General Manager and executive leadership team. She/he must have excellent business development and sales skills as well as a successful track record of professionalizing business development operations in a fast paced and dynamic environment. This proactive, energetic, leader will work closely with the Business Unit General Manager and the Cubic Defense executive leadership team to shape the growth organization, improving and professionalizing growth operations.

The Vice President of Business Development of Cubic Air Combat Training will lead the core growth functions of the business area within Cubic Defense, create synergies and collaboration, and optimize performance for organic and inorganic growth. The VP of BD will report directly to the Vice President & General Manager of the business unit.

The successful candidate will have proven experience leading a small to mid-sized organization and a high impact and influence on performance and culture. The successful candidate will have excellent industry/customer knowledge and a demonstrated track record of success leading best in class growth initiatives. He/she should have experience around Air Combat Training’s core capabilities: Instrumentation training systems, Live Virtual Constructive (LVC) capabilities, multi-domain & multi-environment solutions (SPEAR), Common Data Model solutions, & leading Data Analytic Technologies.

The VP of BD’s primary role is to assist in the building of, and ultimate execution of, the Business Unit Strategic Plan; to lead organic growth campaigns and associated activities and to provide support and advisement to inorganic (merger and acquisition) strategies and activities.  The VP of BD is also responsible for building, growing, and mentoring a world-class business development team, and to be the first line of defense for quality assurance and continuous quality improvement. They will be the architect of significant growth opportunities for the business and take full accountability for successfully shaping opportunities to derive competitive advantage in the market.  They must be comfortable evaluating the personnel strengths and weaknesses and acting decisively to foster an environment where superior quality of work and predictable revenue growth can be achieved. Cubic Defense seeks a business leader who can lead from the front and get involved in all aspects of business development, working closely with other executives across the business and as a hands-on leader in the growth machine.

Cultural fit is critical. The VP of BD must be an active listener, lead by example, and hold people accountable while exhibiting a collaborative, consultative, and hands-on style. Cubic Defense’s leadership is characterized by a lack of internal politics and promotes an environment of candor and collegiality. The VP of BD will be self-motivated, ethical, and innovative. This individual must be articulate and possess outstanding interpersonal skills. It is essential that the successful candidate develops and maintains a passion for the company and be committed to excellence.

Responsibilities of the VP of BD include but are not limited to:

• Mature and lead Air Combat Training BD, Capture, and Proposal resources, processes and systems to define and execute multi-billion-dollar GovCon pipeline
• Mature Cubic Defense’s brand and expand footprint in the US and Internationally
• Participate in strategic planning process and subsequent business unit tactical plans with a focus on company growth
• Execute business development strategies/plans for achieving business unit growth and profitability goals, all while remaining aligned with the company's overall strategic goals, objectives, mission, and values
• Take an active role in successfully shaping business development opportunities for business unit growth with an accountability for creating competitive advantages in the market
• Develop and implement annual business development tactical plans (that are developed in accordance with long-range strategic goals and objectives)
• Work with leadership to develop and manage budgets and resource plans for ongoing and future business development efforts
• Develop and execute capture and win strategies including business/technical solutions for pursuits
• Lead/coordinate competitive assessments—determine strengths/weaknesses of Cubic Air Combat Training portfolio and all potential competitors
• Evaluate potential teammates to ensure complete coverage of all opportunity requirements, and coordinate teaming activities and decisions
• Identify resources required to pursue a bid, and guide bid & proposal activities
• Establish customer profiles—including customer needs/issues/preferences/ biases
• Regularly interact with all levels of management, staff, and customers
• Prepare, build, and communicate pipeline plans
• Ensure development and production of written proposals/solutions (technical, management, past performance) that offer unique, competitive, executable approaches
• Prepare and lead Gate Reviews and Lessons Learned sessions
• Solicit/glean advanced knowledge of pending customer needs, current systems, future requirements to position Cubic Defense for the pursuit of new contracts and customers
• Work with Client Service teams, Corporate Leaders, and Investors in identifying and developing innovative and beneficial capabilities that will enhance win probability and Cubic Air Combat Training value
• Ensure that all business development initiatives align with the company's core values and culture

The successful candidate will have the following demonstrated experience, knowledge, skills and abilities to include:

• 15+ years of successful growth experience in related federal government business development and/or sales environments
• Experience leading transformational growth for a portfolio of similar or larger scale. 
• Proven track record of growth into new markets and customers
• Superior people management skills including direct experience with the processes and disciplines associated with running a hardware and software focused portfolio
• Experience building and leading a high-performance team that is proactive, realistic and that can drive the creation of high-quality business opportunities.
• Worked in a highly collaborative business development environment where he/she worked closely with the sales team on pursuit strategies and account prioritization.
• Demonstrated success in transforming an organization to pursue, win and execute flawlessly on higher value projects.
• Excellent interpersonal skills are required to interact effectively with employees and all levels of management in identifying and resolving complex issues.
• Demonstrated ability to collaborate and build win-win partnerships externally with customers and within a corporation, focusing on understanding how to leverage technology differentiators.
• Demonstrated ability to identify emerging business trends, resulting in strategy recommendations to senior management.
• Deep customer relationships and requisite customer intimacy across the Air Force & US Navy markets
• Extensive professional network within Cubic’s Air Combat Training domain
• The ability to constructively influence and interact at the highest levels of the corporate structure, including the board level, is a prerequisite.
• Executive Presence – Leads by influence. Must be comfortable with ambiguity in a complex and evolving environment. A positive, proactive, “can do” attitude; self-confident without being overbearing; establishes credibility by treating others with respect and demonstrating an understanding of business; makes good decisions in a timely manner based upon sound analysis; is sought out for advice.
• Motivated – A self-starter needing nominal direction and no prodding; able to advance management’s agenda; possesses a strong sense of urgency and accomplishment.
• Creativity – Innovative thinker, pushing the envelope when establishing approaches to enhance the company’s performance; acts as an internal catalyst for strategic thinking and can envision non-traditional solutions.
• Judgment – A demeanor and style that engenders trust and confidence; a person who is sought out for his/her judgment and wisdom; a good listener and keen judge of people.
• Situational awareness and the ability to identify the customer’s concerns and address those without delay.
• Excellent interpersonal skills are required to interact effectively with employees and all levels of management in identifying and resolving complex issues.
• Ability to travel on an as-needed basis
• Active TS/SCI security clearance

• A bias for action engagingly and relationally and an orientation towards solving rather than identifying problem areas is a preferred characteristic of the ideal candidate
• The candidate must exhibit proven professional and managerial skills along with the leadership traits and personal characteristics that are necessary for success in senior management. Must also have a demonstrated track record of working effectively in a collaborative organization
• Key factors include: sound business judgment, keen conceptual skills, intellectual discipline, self-confidence, imagination, and well-developed management skills. In addition, should possess the personal ambition to play a major role in the growth and success of a company with a strong heritage for high-quality and responsive service to its clients
• With full accountability for results, he/she must be willing to exert themselves over sustained periods of time to accomplish their professional and personal goals while maintaining a strong level of mutual respect for peers, colleagues, and direct reports. They must set the standard for personal integrity, honesty, teamwork, and public accountability to motivate the entire team to the highest levels of commitment and personal effort.
• The successful candidate will possess an established professional reputation for excellence in services rendered and the highest levels of personal integrity. 

Bachelor’s Degree from an accredited college or university in Business, Technology, or a related field (master’s degree preferred).

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Cubic Pay Range:

$181,000.00 - $336,000.00 + benefits.

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The Cubic pay range for this job level is a general guideline only and not a guarantee of compensation or salary. Additional factors considered in extending an offer include (but are not limited to) responsibilities of the job, education, experience, knowledge, skills, and abilities, as well as internal equity, alignment with market data, applicable bargaining agreement (if any), or other law.

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Worker Type:

Employee