Michał Kalinowski

Senior Defence & International Business Development Executive with 20+ years of experience across defence trade, military technology, strategic business development, and international market expansion.

15+ years of expertise in defence capture, strategic negotiations, international arms trade, government engagement, procurement, and regulatory compliance, with a proven ability to develop and execute complex defence business strategies.

Proven track record of leading end-to-end capture activities — from market intelligence, opportunity identification and customer shaping through stakeholder engagement, bid strategy, partner development, proposal execution, negotiations, and contract award.

Experienced in developing and executing capture strategies for complex government and defence opportunities, aligning customer requirements, operational needs, industrial capabilities, and commercial objectives to build competitive solutions and secure strategic contracts.

Proven ability to establish and expand strategic relationships across the Gulf, Southeast Asia, Europe, and the United States, working effectively with governments, armed forces, defence ministries, prime contractors, and industrial partners.

Deep expertise in G2G and B2G defence sales, government contracting, ITAR, Wassenaar Arrangement, export controls, contract law, compliance, risk management, and international defence procurement.

Experienced in translating defence requirements into executable business development and capture strategies, building strategic partnerships, shaping opportunities, navigating complex procurement environments, and driving programmes from market entry and early customer engagement through capture, negotiation, and contract execution.