• Develop and execute growth strategies for U.S. and allied military customers across Foreign Military Sales (FMS), U.S.-funded security assistance programs, and domestic defense opportunities.
• Identify, qualify, and prioritize opportunities based on operational need, funding, procurement pathway, product fit, competition, timing, risk, and probability of success.
• Build and maintain a qualified opportunity pipeline and provide accurate inputs to forecasts, annual plans, long-range plans, and product investment decisions.
• Develop customer and stakeholder engagement plans while monitoring customer priorities, force structure changes, budgets, policy developments, acquisition plans, competitor activity, and market trends.
• Recommend pursuit and bid/no-bid decisions supported by customer insight, competitive positioning, resource requirements, risk assessment, and expected return.
• Identify follow-on opportunities for vehicles, parts, accessories, training, and lifecycle support.
• Serve as the subject matter expert for Foreign Military Sales and U.S. security-assistance activities.
• Build productive relationships across the U.S. security-cooperation and defense enterprise, including USASAC, SAMDs, ODCs/SCOs, Combatant Commands, service components, operational organizations, advisory organizations, and partner-nation representatives.
• Engage customers during the pre-LOR phase to understand capability gaps, help define requirements, and position appropriate Polaris solutions.
• Clarify anticipated procurement methods, funding sources, timing requirements, and pathways to actionable Letters of Request.
• Support requests for information, ROM estimates, Price and Availability requests, Letters of Offer and Acceptance, amendments, modifications, and related case-development activities.
• Coordinate customer visits, product demonstrations, industry events, trade shows, and delegation engagements that support qualified pursuits.
• Lead capture planning activities, including customer analysis, competitive assessments, win strategies, partner strategies, influence plans, resource planning, and risk mitigation.
• Serve as capture manager for assigned pursuits, coordinating cross-functional teams and partnering with proposal leaders to support successful proposal development and execution.
• Provide the voice of the customer into product, pricing, forecasting, and investment decisions while ensuring commitments remain aligned with cost, schedule, capability, and compliance requirements.