Major Account Executive- Defense

About Us

Blue Yonder Defense Solutions, LLC. (ONE), a Blue Yonder company, is the leader in supply chain autonomous planning, control towers, and provider of the Digital Supply Chain Network™. Our innovative solutions empower businesses to optimize their supply chains, enhance customer experiences, and drive sustainable growth. We are committed to delivering cutting-edge technology and unparalleled expertise to help our clients navigate the complexities of the modern marketplace.

Position Overview
Blue Yonder Defense Solutions is seeking a Major Account Executive to help translate industry leading Commercial-off-the-Shelf (COTS) technology to solve the complex needs of our Department of War clients. The role will be focused on identifying, developing and closing opportunities in assigned Department of Defense/Department of War organizations or solution areas. The key objectives for success are developing customer awareness, positioning BYDS capabilities in both emerging and known opportunities, building a qualified pipeline, and ultimately bookings and revenue. Account management, attention to detail, and exemplary presentation skills are necessary to nurture and grow our account base.

Location: Austin, TX preferred with travel up to 30%. Other geographies may be available based on experience.

What You'll Do:

• Drive revenue growth and expand our organizations footprint within assigned organizations and/or areas of focus
• Identify, qualify, and capture opportunities aligned with the company’s capabilities and strategic goals
• Develop and execute an effective business development strategy targeting assigned organizations/focus areas
• Working with cross-functional stakeholders, identify contract vehicles and opportunities to maximize competitive positioning
• Build and maintain strong relationships with key stakeholders, including federal contracting officers, program managers, and industry partners, to foster new opportunities
• Lead the capture process for opportunities in assigned areas, including developing capture strategies, win themes, and pricing approaches, and collaborate with internal teams to prepare compliant, high-quality RFI responses and proposals
• Conduct market research to stay informed of relevant trends, upcoming procurement's, and competitor activities, while analyzing federal budgets and contracting forecasts to identify key growth areas
• Ensure compliance with Federal Acquisition Regulations (FAR/DFAR) and other regulatory requirements throughout the business development lifecycle, maintaining accurate records in the company’s CRM and reporting progress to leadership regularly
• Partner with technical teams, program managers, and subject matter experts to align proposals with customer needs and requirements, and develop and manage teaming agreements with subcontractors or prime contractors as necessary
• Actively participate in related Industry Associations and Groups for networking, expanding the awareness of One Network within the Defense community, and early awareness of business opportunities

What We’re Looking For:

• Bachelor’s degree in Business Administration, Supply Chain, Operations, or a related field (Master’s degree preferred)
• The trifecta of Department of Defense/War, supply chain technology software, and storytelling expertise.
• Demonstrated supply chain planning, logistics, and/or execution systems knowledge. Examples include: AI/ML-driven planning solutions, Collaboration/Control Towers, Disconnected/Contested Operations, and asset, maintenance, and master data management.
• Knowledge of existing systems in use and organization/key users and decision makers in one or more of the following areas: All Service Arms (especially US Army, US Navy, USMC), COCOMs/DLA, VA/DHA, Specific Supply Classes (e.g., Fuels, Munitions, Medical, etc.)
• Minimum 7-10 years of experience in federal business development in assigned areas
• Demonstrated success in developing and closing opportunities
• Familiarity with DoD procurement cycles and contract vehicles
• Ability to obtain and maintain a DoD security clearance (active clearance preferred)