Director, Strategic Account Development – Lockheed Martin

About this role

TTM Technologies, Inc. – Publicly Traded US Company, NASDAQ (TTMI) – Top-5 Global Printed Circuit Board Manufacturer
About TTM
TTM Technologies, Inc. is a leading global manufacturer of technology products, including mission systems, radio frequency (“RF”) components, RF microwave/microelectronic assemblies, and technologically advanced printed circuit boards (“PCB”s). TTM stands for time-to-market, representing how TTM's time-critical, one-stop design, engineering and manufacturing services enable customers to reduce the time required to develop new products and bring them to market.
Additional information can be found at www.ttm.com
Aerospace & Defense (A&D)Director, Strategic Account Development. This position will report directly to the Vice President - Strategic Relationship Management. The Director will have a lead role in driving New Business for the A&D sector, including the Integrated Electronics (IE) and Interconnect Solutions (IS) business units, working in close coordination with the Lockheed Martin Customer Account team, BU leadership, Engineering, Finance, and site Operation teams. This role will require you to identify, develop, and capture new business consistent with the A&D Sector strategy and capabilities, with primary focus on engaging with the various Lockheed Martin business units including their headquarters. The successful candidate will leverage their market, customer, and product specific subject matter expertise to identify, pursue, and capture high-value growth opportunities within the Lockheed Martin product portfolio. This is a highly visible role, driving critical growth initiatives that will have a direct impact on the company's success.

This is a full-time position in which the candidate will be expected to travel up to 50% of the time, primarily across all North America Lockheed Martin facilities.

Duties and Responsibilities:

• Central coordination point for all Lockheed Martin new business opportunities

• Establish and maintain executive-level relationships with the Lockheed Martin programs across various BU’s

• Proactively engage with Lockheed Martin Program Office leadership, program managers, and technical staff to understand mission requirements, technology roadmaps, and emerging capability gaps 18-48 months before formal solicitations

• Develop and execute comprehensive capture strategies for new Lockheed Martin opportunities, positioning the company as a trusted technology partner and preferred solution provider

• Develop strong pipeline of Lockheed Martin opportunities aligned with sector strategy, and document all opportunities in CRM with detailed intelligence on stakeholders, requirements, competition, and win strategies

• Proven track record managing opportunities through complete capture lifecycle: qualification → shaping → capture → proposal → award, with emphasis on early engagement and requirements influence

• Lead capture efforts for Lockheed Martin opportunities, developing and executing winning strategies that maximize content across multiple systems and platforms

• Work with Program Management, Engineering, Operations, and Pricing Teams to architect solutions that meet/exceed Lockheed Martin specifications while delivering competitive advantage in price/performance to ensure successful capture and execution of opportunities

• Serve as the voice of the Lockheed Martin customer internally, translating mission needs and priorities into actionable business strategies and investment decisions

• Develop and maintain relationships with customer program and engineering staff to identify opportunities to partner on new technologies or programs, ensuring early engagement, effective positioning to win, and maximum value realization

• Engage customers proactively to shape requirements before RFP release; influence specifications to align with company capabilities through white papers, technical discussions, and industry day participation

• Apply structured capture methodologies (Phase Gate) to ensure disciplined pursuit decisions and optimal resource allocation

• Conduct competitive intelligence, pricing strategy, and win theme development specific to Lockheed Martin competitive landscape

• Coordinate closely with Lockheed Martin Customer Account Managers and Business Development to ensure concurrent understanding of Lockheed Martin activity, competitive landscape, and price to win

Essential Knowledge and Skills:

• Demonstrated success working in complex, matrixed organizational structures

• Deep, established relationships within a Prime, specifically with the Prime program office and/or similar related acquisition organizations

• Demonstrated ability to influence requirements and acquisition strategies through strategic engagement and technical credibility

• Deep experience and relationships in the A&D electronics ecosystem with focus on Prime’s requirements

• Possess strong understanding of the A&D customer environment, the DOD/Pentagon acquisition process, Lockheed Martin mission priorities, and knowledge/understanding of key programs at the DOD level

• Demonstrated ability to build, develop and maintain relationships with leading A&D customers

• Strong understanding of PCB/Microelectronics industry, RF/MW products, Mission Systems, and design-to-specification solution selling within the context of Prime applications

• Ability to rapidly gain a strong understanding of TTM’s existing products/capabilities & our competitors

• Demonstrated ability to identify and assess new business opportunities and develop effective capture strategies with proven success

• Demonstrated strong communication and interpersonal skills including presentation, persuasion, and negotiation skills required in working with executive leadership and Pentagon officials

• Effective team leader with ability to collaborate across organizational and functional boundaries

• Clear and established track record of new business wins, including recent…