Senior Manager / GM – Business Development & Strategic Growth (Defence & Aerospace)
Responsibilities :
Strategic Business Development & Opportunity Creation
● Identify and build business opportunities across:
○ Indian Armed Forces
○ DRDO laboratories
○ Defence Public Sector Undertakings (DPSUs)
○ Domestic and global OEMs
○ System Integrators
○ Defence technology ecosystems
● Build and execute account-based growth strategies for high-value strategic accounts.
● Create and manage a healthy pipeline of defence and aerospace opportunities.
● Identify early-stage platform requirements and align Kokasa capabilities accordingly.
Technical Engagement & Requirement Shaping
● Work closely with engineering teams to convert technical capabilities into customer solutions.
● Engage with:
○ Defence program leaders
○ Procurement stakeholders
○ Platform architects
○ Engineering teams
● Support and influence:
○ Staff Qualitative Requirements (SQRs)
○ Expressions of Interest (EOIs)
○ Technical specifications
○ Platform-level discussions
● Position Kokasa technologies during early design and indigenization stages.
Defence Procurement & Program Capture
● Lead end-to-end business development and capture activities under defence
procurement frameworks.
● Drive strategy and execution across:
○ Defence Acquisition Procedure (DAP)
○ Buy (Indian-IDDM)
○ Make procedures
○ Government tenders
○ GeM procurement
○ Technology Development Fund (TDF)
○ iDEX initiatives
○ ADITI and related innovation programs
● Manage the complete bid lifecycle:
○ Opportunity qualification
○ Bid strategy
○ Proposal management
○ Stakeholder coordination
○ Negotiation and closure
Strategic Partnerships & Ecosystem Development
● Develop relationships with:
○ Defence OEMs
○ Aerospace organizations
○ Offset partners
○ Defence MSMEs
○ Technology partners
○ Research institutions
● Identify opportunities supporting:
○ Localization
○ Technology transfer
○ Strategic partnerships
○ Platform integration
Program Coordination & Execution Support
● Work closely with cross-functional teams including:
○ Engineering
○ Manufacturing
○ Program Management
○ Testing teams
● Support trials, field validation activities, and customer engagements.
● Ensure smooth execution from opportunity creation to deployment.
Experience
● 6–12 years of experience in:
○ Defence Business Development
○ Strategic Partnerships
○ Technical Sales
○ Key Account Management
○ Defence Program Management
○ Aerospace Business Development
Required Knowledge
Strong understanding of Defence procurement lifecycle, DAP framework, GeM procurement
ecosystem, iDEX, ADITI, TDF, Government tenders, DPSU ecosystem
Domain Expertise
Strong exposure to one or more of:
● Defence systems
● Aerospace systems
● Defence manufacturing
● Military electronics
● Electromechanical systems
● Electrohydraulic systems
● Aviation platforms
Preferred Skills
● Strong networking and stakeholder management capability
● Excellent communication and presentation skills
● Strong commercial and strategic thinking
● High ownership mindset
● Negotiation and relationship-building skills
● Ability to operate in fast-moving environments
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