Manager, Defense Applications

Responsibilities

• Act as the primary point of contact for all defense customers
• Own the full customer pipeline from initial engagement through sampling, qualification, and transition to production
• Ensure consistent delivery, communication, and customer satisfaction across all stages of engagement
• Coordinate customer engagement activities including site visits, technical reviews, and ongoing communication
• Own defense customer programs through all stages, including sampling, testing, qualification, and transition to production contracts
• Develop and maintain relationships across multiple levels within customer organizations, including engineering, procurement, and program leadership
• Own revenue growth and bookings performance across the defense segment, including pipeline conversion and contract execution
• Maintain accurate pipeline, account status, and forecasts in CRM and internal tracking tools
• Drive program capture efforts, including positioning Vulcan for inclusion in new and existing defense platforms and programs
• Own customer qualification processes, coordinating testing, validation, and milestone achievement with internal teams
• Lead the quotation process, including pricing, terms, and alignment with cost structure
• Monitor account performance and proactively address risks or issues
• Maintain clear visibility into pipeline and opportunities
• Drive customer opportunities through defined milestones (sample → validation → qualification → production award)
• Ensure timely progression of customer programs by coordinating internal resources and resolving blockers
• Work closely with operations, engineering, and supply chain teams
• Act as the voice of the customer, translating requirements into clear technical and operational actions
• Ensure alignment between commercial commitments and execution
• Align internal teams around customer priorities, timelines, and deliverables to ensure successful execution of defense programs
• Develop deep understanding of defense market structure, key programs, procurement pathways, and competitive positioning
• Identify new customers, programs, and partnership opportunities
• Support broader commercial strategy and positioning
• Identify and prioritize target platforms, programs, and customers where Vulcan’s magnet solutions provide strategic advantage
• Support engagement with U.S. government stakeholders (e.g., DoD, program offices, national labs) as applicable
• Navigate defense procurement environments, including working with primes and subcontractors on qualification and sourcing processes
• Support compliance with export controls and handling of controlled technical data (ITAR/EAR, CUI)

Qualifications

• Bachelor’s degree in engineering, materials science, business, or a related field
• Minimum 7 years of experience in engineering, technical sales, business development, or customer program management - preferably in defense or advanced manufacturing, materials, or automotive/aerospace sectors
• Experience managing long-cycle, qualification-driven sales or program lifecycles
• Proven ability to manage complex programs with technical deliverables (e.g., samples, testing, or qualification)
• Strong communication and relationship management skills across technical and executive audiences
• Demonstrated experience working cross-functionally with operations, R&D, quality, and engineering teams
• Must be a U.S. Person due to required access to U.S. export-controlled information or facilities