Business Development Director

A key member of the sales team responsible for identifying and acquiring new business Mission and Enterprise Information Technology opportunities while managing and growing existing accounts.

About the role

As a Business Development leader, you will grow a suite of Government agency accounts, identify, qualify, and prosecute opportunities within the Digital Transformation Line of Business portfolio, and provide Mission and Enterprise Information Technology solutions. The role focuses on expanding the out-year pipeline through active opportunity development, identification, and qualification efforts to create growth potential for new capability or client sets, as well as protecting recompetes. You will compete in both incumbent and non-incumbent workstreams, think critically, and strategically strengthen the company’s competitive posture.

Responsibilities

• Identifies, qualifies, and secures business opportunities; coordinates business generation activities; develops customized targeted sales strategies aligned to company, group, and line strategies focused on Mission and Enterprise Information Technology solutions.
• Builds business relationships with current and potential clients.
• Understands client needs and offers solutions and support; answers potential client questions and follow-up call questions; pre-positions solutions to client requests for proposals (RFPs).
• Collaborates with key business area leaders to secure, retain, and grow accounts.
• Creates informative presentations; presents and delivers information to potential clients at client meetings and industry engagements.
• Conducts customer visits; identifies customer challenges and requirements; helps translate customer gaps into meaningful solutions.
• Participates in key capture activities such as checkpoint reviews, black hat sessions, collaboration and solutioning workshops, proposal reviews, and business-case development; shares knowledge/understanding of customer/opportunity.
• Develops relationships with industry partners that provide complementary capabilities or customer relationships that can be leveraged to benefit business growth.
• Maintains a pipeline of sales information using the company Customer Relationship Management (CRM) system.
• Collaborates with management on sales goals, planning, and forecasting; maintains short- and long-term business development plans.

Requirements

• 15+ years of DoD or Federal experience, with at least 5 of those years in business development roles within the Defense or Federal Mission and/or Enterprise Information Technology industry.
• Extensive experience with DoD or other government organizations.
• Demonstrated ability to execute the business development function with little/no supervision.
• Proven track record of building winning Mission and/or Enterprise IT solutions with awards more than $100M, as well as successfully negotiating with potential team members as part of an initial “gap analysis” assessment.
• Ability to assess the competitive field, including all evaluation factors, both price and non-price.
• Bachelor's degree or equivalent education and experience is required.
• Ability to obtain and maintain a Secret US Government Clearance. Note: US citizenship is required to obtain a Secret clearance.

Preferred Qualifications

• Previous business development support of Air Force or DHS opportunities.
• Active Secret (or above) US Government Clearance.
• Military and/or federal civilian Information Technology experience.
• Experience working within leading IT service provider business development organizations.
• Experience with Governmentwide Acquisition Contracts (GWACs) and/or Multi-Agency Contracts (MACs).

Pay

$225,000 - $260,000

Benefits

• Health, dental, and vision insurance.
• Paid time off and holidays.
• Retirement benefits (including 401(k) matching).
• Educational reimbursement.
• Parental leave.
• Employee stock purchase plan.
• Tax-saving options.
• Disability and life insurance.
• Pet insurance.

Note: Benefits may vary based on employment type, location, and applicable agreements. Positions governed by a Collective Bargaining Agreement (CBA), the McNamara-O'Hara Service Contract Act (SCA), or other employment contracts may include different provisions/benefits.