Director of Strategic Growth, Defense Services

About the role

The Director of Strategic Growth – Defense Services at Edge Case is responsible for leading strategic growth, capture, and market expansion knowledge-based services, focusing on high-end consulting and engineering advisory services across the Department of War (DoW).

What You’ll Do

This role is focused on selling knowledge-based services that enable Army Portfolio Acquisition Executives (PAEs), Program Managers (PMs), and modernization organizations to solve highly complex engineering, safety, acquisition, and technical integration challenges.

Key Responsibilities

• Develop and execute growth strategies for priority US Army accounts.
• Identify, qualify, and shape new opportunities across DoW mission areas aligned to Edge Case’s capabilities.
• Build account plans, relationship maps, call plans, and opportunity strategies for target customers.
• Build collaborative relationships that enhance technical solutions, proposal outcomes, and customer value.
• Build and manage a structured capture pipeline based on quantitative research, market intelligence, federal databases, and industry trends tied to measurable growth objectives.
• Analyze PWS/SOW/RFP requirements to identify key drivers, evaluation priorities, discriminators, and competitive positioning.
• Move Edge Case further left of RFI/RFP by identifying customer pain points, mission needs, funding paths, and emerging requirements early.
• Conduct competitive intelligence assessments, scorecard analyses, pricing insights, and opportunity qualification to drive informed decision-making.
• Translate research findings and market data into actionable capture plans and early shaping strategies.
• Support expansion into adjacent DoW markets where Edge Case capabilities are relevant.
• Ability to establish credibility quickly within operational mission environments through lived experience, mission understanding, and trusted relationships.
• Build and maintain relationships with DoW decision-makers, acquisition leaders, program offices, mission stakeholders, and industry partners.
• Represent Edge Case in customer meetings, industry days, conferences, and partner discussions.
• Identify and engage partners based on capability gaps, competitive needs, and market positioning.
• Support execution of NDAs, Teaming Agreements, and partner coordination with assistance from the Contracts team.
• Develop and maintain strategic teaming relationships with primes, subcontractors, technology partners, and contract vehicle holders.
• Support negotiation and development of teaming strategies that strengthen Edge Case’s competitive position.
• Translate Edge Case’s capabilities into clear mission value for US Army acquirers.

Preferred Qualifications

• Prior operational US Army experience, direct mission-support experience, or extensive embedded experience supporting operational US Army organizations.
• Strong understanding of DoD acquisition pathways, including OTAs, SBIR/STTR, and major contract vehicles.
• Demonstrated understanding of US Army missions, operational ecosystems, acquisition pathways, and mission priorities.
• Highly qualified solutions architect that possesses ability to comprehensively understand and clearly communicate to customers how company differentiated capabilities (SE&I, MS&A, T&E, Software Development, Digital Engineering/Acquisition, Mission Engineering, etc.) can solve their complex problems in a manner that is clearly discriminated from the competition.

Required Qualifications

• Must be able to obtain Secret level security clearance.
• 12-15+ years of relevant and progressive experience in federal business development, capture management, or leadership in the DoD/DoW with preferred recent emphasis on US Army Acquisition community.
• 3 or more years of experience and proven track record developing high impact BD strategies, roadmaps, and pipelines that resulted in significant business expansion for companies like Edge Case, focused on solving complex problems of global importance in critical mission areas.
• 3 or more years of experience collaborating with executives to prioritize resources, manage budgets, and make go/no-go decisions on gated pursuits, achieving significant organic growth. Proven track record of exceptional capture and BD performance in high-end government engineering services (A&AS and SETA) supporting missions of global importance, including rapid acquisition, mission, systems, and safety engineering, autonomous systems, advanced weapon systems, and software development.
• Extensive experience in portfolio development, driving growth within government services through innovative solutions tailored to complex mission requirements.

Why Edge Case Research?

Collaborative Culture: Join a dynamic, cross-functional team that values collaboration and innovation.
Competitive Compensation & Benefits: We offer a competitive salary, benefits package, and opportunities for professional growth and development.
Pay Rate: The annual base salary range for this position is $160,000.00 - $180,000.00. Please note that the salary information is a general guideline only. Edge Case considers factors such as (but not limited to) scope and responsibilities of the position, candidate’s work experience, education/ training, key skills as well as market and business considerations when extending an offer.
Benefits offered: Medical, Dental, Vision, Life Insurance, Short-Term Disability, Long-Term Disability, 401(k) match, Flexible Spending Accounts, Parental Leave, Paid time off, and Holidays.

Benefits offered

• Medical
• Dental
• Vision
• Life Insurance
• Short-Term Disability
• Long-Term Disability
• 401(k) match
• Flexible Spending Accounts
• Parental Leave
• Paid time off
• Holidays

Washington state applicants only

Full-time employees accrue at least 13 hours per month of Paid Time Off (PTO) to be used for incidental absences and other reasons; and receive at least 96 hours for holidays.

Equal Opportunity Employer

We do not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law. ECR values all employees’ talents and supports an environment that is inclusive and respectful.