Director of Discovery – Framing
Employment Information
Report this job
Job expired or something wrong with this job?
Job Description
Discovery & Framing leader helping Defense Unicorns customers define measurable mission problems. Building the methodology and team for secure software delivery engagements.
Responsibilities:
- Own, lead, and scale Discovery & Framing at Defense Unicorns
- Help customers identify and define mission problems, quantify impact, establish success criteria, and determine the right path forward
- Lead high-priority, strategic, complex, or ambiguous customer engagements
- Personally facilitate engagements with customer executives, mission leaders, operators, technical stakeholders, acquisition leaders, and other key participants
- Establish the Discovery & Framing methodology, engagement model, playbook, question bank, templates, quality standards, and examples of excellence
- Determine capacity requirements and build the Discovery & Framing team
- Coach and develop Discovery & Framing practitioners
- Prepare engagement hypotheses, unknowns, participants, and objectives with account teams
- Discover root causes, constraints, workarounds, stakeholders, mission impact, and consequences of inaction
- Frame clear, measurable customer-language problem definitions
- Quantify impact and establish baselines
- Define desired outcomes and success criteria
- Map stakeholders, decision systems, buying processes, funding, acquisition, contracting, barriers, and evidence gaps
- Produce concise, customer-ready executive readouts with agreed owners, dates, and mutual next steps
- Maintain independent judgment about problem significance, fit, opportunity direction, and disqualification
- Lead the five-stage engagement process: Prepare, Discover, Frame, Validate, and Mobilize
- Own D&F methodology, facilitation, synthesis, outputs, quality standards, team development, and capacity
Requirements:
- 8+ years of experience in strategy consulting, management consulting, customer strategy, value advisory, or another highly structured client-facing problem-solving environment
- Meaningful experience at firms such as McKinsey & Company, Bain & Company, Boston Consulting Group, Deloitte, PwC, EY, KPMG, or a comparable strategy or advisory organization is highly valued
- Strong record of personally leading executive interviews, workshops, diagnostic engagements, and cross-functional working sessions
- Ability to ask difficult questions respectfully, challenge assumptions, manage competing perspectives, and help senior stakeholders arrive at clarity
- Exceptional ability in hypothesis-led discovery, issue structuring, root-cause analysis, Five Whys, stakeholder mapping, impact quantification, business and mission analysis, synthesis, and executive communication
- Ability to rapidly learn and operate within the customer's mission context
- Ability to translate across mission, operational, acquisition, business, and technical perspectives
- Outstanding written and verbal communication
- Experience building, scaling, or leading a consulting, strategy, advisory, professional services, or customer-facing team
- Experience working with complex, mission-driven organizations is especially valuable
- Experience operating in regulated or highly secure environments is especially valuable
- Acquisition and contracting fluency is especially valuable
- Familiarity with enterprise software, DevSecOps, cloud, cybersecurity, platform engineering, software delivery, or mission systems is especially valuable
- Experience connecting operational requirements to funding and acquisition is especially valuable
- Familiarity with MEDDPICC or another rigorous enterprise qualification methodology is especially valuable
Benefits:
- Medical/Dental/Vision
- Premiums are 100% Company Paid
- Health Savings Account
- Life Insurance
- Disability Insurance
- 401k Retirement Plan
- Company Stock Options
- Home Office Budget
- Flexible Time Off (FTO)
- Federal Holidays
- One week for Thanksgiving
- Two weeks for Christmas and New Year’s
- Paid Parental Leave
- Reimbursement for approved trainings/subscriptions
- Conferences (travel, lodging, and fees)
Similar Jobs
Director – Technical Solutioning
Kyndryl cloud consulting director designing AWS-led multi-cloud solutions for enterprise and US Federal clients. Leading pre-sales pursuits, executive advisory, and technical architecture teams.
Associate Director, Field Tools – Commercial & Medical Affairs
Associate Director managing field technology tools supporting BeOne’s oncology portfolio commercialization in North America. Driving AI-enabled insights, platform adoption, data quality, and cross-functional technology delivery.
Associate Director of Treasury
Associate Director of Treasury leading global cash management, liquidity, banking, and controls for WES, a nonprofit supporting immigrants, refugees, and international students.
Executive Director, Alliance Management
Executive Director managing BeOne Medicines’ pharmaceutical alliances across research, development, and commercialization. Overseeing partnerships, governance, negotiations, risks, and alliance management teams.
Senior Director, Investor Relations
Senior Director leading investor relations for a nationwide auto-finance company. Shaping investor communications, earnings messaging, market intelligence, and capital-markets strategy.
Director, Corporate National Accounts – East
Market access director securing payer coverage for DBV Technologies’ Viaskin Peanut immunotherapy. Leading account strategy, negotiations, value communication, and pre-launch access planning.
Director, Advanced Practice Provider Services
Director leading McKesson’s US Oncology Network APP strategy, operations, and innovative care models. Optimizing provider integration, patient access, outcomes, and affiliated practice performance.
Regional Director
Regional Director growing AoPS Academy’s educational campuses across the western United States. Leading campus teams, financial performance, expansion, and academic quality.
Director, Global Partner Program Design – Scale
Director designing and scaling global partner programs for Zscaler’s Zero Trust cloud security platform. Leading regional teams, launches, commercial models, and partner adoption worldwide.
Associate Director – TV, Streaming Insights
Associate Director guiding TV and streaming media insights at Ebiquity, a global media consultancy. Leading client analysis, actionable recommendations, presentations, and Insights team development.
Associate Director, B2B Strategy
Senior Director leading integrated B2B media, martech, and revenue strategies for Wpromote’s enterprise and growth-stage clients. Driving pipeline, sales velocity, and closed-won revenue through cross-channel execution.
Director, YouTube Strategy
YouTube strategy director growing Recording Academy music channels through analytics, content, and monetization. Leading channel development, experimentation, reporting, and cross-functional entertainment partnerships.
Venture Director
Venture Director leading high-impact deep-tech research programs at SRI International. Managing multidisciplinary teams and up to $30M in research funding.
VP, Managing Director – Indirect Originations
VP managing indirect equipment-finance originations for Axos Bank. Buying third-party transactions, overseeing funding partnerships, and driving annual indirect sales targets.
Director, Research
Research director leading health economics, drug pricing, and healthcare studies at GoodRx, a U.S. prescription savings platform. Guiding strategy, teams, analysis, and research impact.
Director, Pricing
Director of Pricing leading pricing architecture, commercial deal structures, and client negotiations for GMR Marketing’s experience agency. Advising leadership and improving revenue and profitability.
APAC Alliance Director
SAP alliance director advancing EY’s APAC technology partnerships and governance. Coordinating SAP strategy, executive relationships, compliance, reporting, and marketing across regional teams.
Director – Professional Services
Professional Services leader scaling enterprise AI and agent deployments at Resilinc, a supply-chain intelligence company. Owning customer delivery, Services economics, Managed Services, and production readiness.
Director
Director guiding nonprofit organizations through institutional fundraising strategy, grant writing, and funder stewardship. Managing client teams and junior fundraising professionals at Elevate.
Strategic Alliance Director
Strategic Alliance Director growing Seismic’s enterprise technology partnerships across Microsoft, Salesforce, Oracle, and AWS. Driving joint business planning, product integrations, co-innovation, and partner-led revenue growth.