Business Development Manager - Federal Government/Military/Aerospace

Business Development Manager – Federal Government/Military/Aerospace

Anritsu is a provider of innovative communications test and measurement solutions. Anritsu engages customers as true partners to help develop wireless, optical, microwave/RF, and digital solutions for R&D, manufacturing, installation, and maintenance applications, as well as multidimensional service assurance solutions for network monitoring and optimization. Anritsu also provides precision microwave/RF components, optical devices, and high-speed electrical devices for communication products and systems. The company develops advanced solutions for emerging and legacy wireline and wireless technologies used in commercial, private, military/aerospace, government, and other markets.

The Government Business Development Manager owns the strategic growth, pipeline creation, capture success, and market positioning of Anritsu Test & Measurement solutions across U.S. Federal Government, Aerospace, and Defense customers. Ideally looking for a candidate that resides on the East Coast in DC, MD or VA.

This role is accountable for early program influence, requirements shaping, and contract capture across Anritsu's product portfolio, working closely with Sales, Product Management, Marketing, and executive leadership. Success in this role is measured by qualified pipeline growth, contract win rates, market share expansion, and long term program adoption within targeted agencies and prime contractors.

The ideal candidate blends federal acquisition expertise, technical credibility, and senior level relationship leadership to convert complex government opportunities into sustained revenue.

Strategy, Market Development & Growth Ownership:

• Define and execute a multi year Federal Government and Aerospace & Defense business development strategy aligned with Anritsu's growth objectives.
• Identify, qualify, and prioritize high value target agencies, programs, government funded labs, warfare centers, and prime contractors to build a sustained, measurable opportunity pipeline.
• Drive early engagement and requirements influence with government stakeholders and integrators prior to formal RFP/RFQ release, positioning Anritsu solutions into program architectures.
• Partner with Sales Management to align federal strategy with territory plans, resource deployment, and channel execution across direct sales, manufacturer representatives, and GSA sales channels.
• Own federal growth outcomes, including pipeline influence, capture success, and contribution to revenue targets.
• Act as Anritsu's internal champion for Federal Government business, leveraging individual program wins across the Americas through systematic documentation and knowledge sharing.

Relationship & Account Leadership:

• Build and sustain senior level relationships across U.S. Federal Government agencies, DoD branches, warfare centers, labs, system integrators, and prime/sub prime contractors.
• Collaborate with Field Sales Managers, Product Management, and Manufacturer Representatives to advance complex, multi site, cross territory strategic opportunities.
• Coordinate executive level customer engagements, VIP briefings, and product launch activities for Federal Government customers positioning Anritsu as a long-term technical partner.

Capture Management, Proposals & Contracting:

• Lead capture strategy and execution for federal bids, IDIQs, and large strategic programs.
• Manage and coordinate proposal development, including: Pricing strategy and approvals, Technical and specification compliance, Proposal writing and reviews, Customer presentations and negotiations.
• Track capture progress, risks, and forecasts; report opportunity status and performance regularly to Sales and Senior Management.
• Serve as Anritsu's primary Point of Contact for the GSA FAS Catalog Platform (FCP), including recurring sales reporting, baseline product management, pricing updates, and part number maintenance.

Program & Contract Execution:

• For awarded IDIQs and multi year delivery programs, serve as Project Manager to ensure compliance with contractual requirements, including: CDRLs, Delivery schedules and reporting obligations
• Coordinate internal stakeholders to ensure successful execution, customer satisfaction, and follow on opportunity development.

Market Intelligence, Product Influence & Ecosystem Engagement:

• Conduct competitive and gap analysis to identify emerging federal requirements, mission trends, and technology priorities.
• Provide structured customer and market feedback to Product Management and R&D to influence new product features, capabilities, and roadmap direction.
• Collaborate with Divisions and SMEs to deliver onsite seminars, technical workshops, and webinars focused on Federal Government specific technologies and applications.
• Take lead with Marketing to refine Anritsu's value proposition, messaging, and brand awareness initiatives.
• Represent Anritsu at key government, industry and consortium events.

Requirements:

• U.S. Citizenship required (ability to participate in onsite government meetings).
• Bachelor's degree in a technical field required; MS or MBA preferred.
• 4+ years of experience in Federal Program Management, Program Offices, or acquisition support organizations (PM, PEO, DCMA, or equivalent); PM Level III preferred.
• Experience supporting system test and evaluation and/or General Purpose Electronic Test Equipment (GPETE).
• Strong understanding of: DoD budgeting and acquisition processes, Prime/sub contractor relationships and federal contract vehicles, Small and Disadvantaged Business programs and OTAs.
• Technical knowledge of RF, Microwave, and Millimeter Wave technologies and applications.
• Executive level written and verbal communication skills with the ability to influence across matrixed organizations.
• Proficiency in Microsoft Office and Salesforce.
• Strategic mindset, high impact interpersonal skills, and an established federal/aerospace defense industry network.
• Willingness to travel approximately 40–50%.

In order to be successful in this role, the following competencies and behavior skills are required:

• Strong customer management and presentation skills.
• Willing to work in a fast paced, demanding, and at times high stress environment.
• Able to work in a collaborative, consensus-based organization, where teamwork and cooperation is critical to your success. Able to judge which goals are worth pursuing and when it's best to compromise.
• Able to work independently, with minimum direction, to achieve personal/professional goals, and contribute towards team goals in development and execution of established plans.
• Ability to build productive relationships with internal and external customers to establish and maintain customer loyalty and business success.
• Adapt to emerging market, technology and competitive trends, constantly learning and aligning with customer demands.