Principal Business Development Manager

Job Summary: The Principal Business Development Manager for the MATR‑X tactical radar system leads complex initiatives to expand market presence, build strategic partnerships, and drive qualified opportunities across defense, homeland security, and critical‑infrastructure sectors.

This role applies specialized mission, technical, and market expertise to shape business‑development plans, guide joint pursuit activities with partners, and position MATR‑X solutions against diverse operational needs including Counter‑UAS, force protection, border security, and tactical surveillance.

This position independently leads key pursuits, customer engagements, demonstrations, and capture workstreams while providing expert insight to engineering, operations, and executive leadership.

Through deep customer interaction, rigorous opportunity qualification, and strong cross‑functional coordination, this role ensures effective alignment between customer mission gaps and MATR‑X capabilities, contributing directly to strategic growth and long‑term program success.

Responsibilities and Tasks:


* Lead the development and execution of a focused business‑development plan for the MATR‑X tactical radar, applying specialized domain expertise to shape priorities, identify opportunities, and drive measurable progress.


* Identify, recruit, qualify, and develop strategic reseller, prime‑contractor, OEM, and system‑integrator partnerships, independently assessing partner capabilities and guiding others in evaluating partnership fit.


* Establish and strengthen partner relationships that enable access to contract vehicles, customer communities, integration resources, field support, and long‑term revenue opportunities, ensuring alignment with business objectives.


* Develop and guide the execution of joint account plans, opportunity pipelines, demonstration strategies, and pursuit approaches with priority partners, leading cross‑functional contributors toward shared outcomes.


* Generate high‑quality new business opportunities across the Department of War, DHS, SLTT agencies, critical‑infrastructure operators, and other qualified customers by applying advanced knowledge of missions, acquisition processes, and market dynamics.


* Lead selected direct‑sales pursuits where 26Defense has strategic advantages, driving the pursuit approach, influencing customer engagement strategies, and coordinating internal resources to position MATR‑X effectively.


* Build and maintain strong relationships with operational users, acquisition organizations, program offices, test entities, prime contractors, and industry partners, serving as a trusted technical and operational resource.


* Identify customer mission gaps and translate them into well‑defined, technically credible MATR‑X solution concepts, collaborating with engineering and product teams to refine requirements and demonstrate feasibility.


* Position MATR‑X ...