Business Development Director

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. Requires a strategic sales approach, strong client relationship management skills, and a commitment to exceeding revenue targets.

Responsibilities

• Grow a suite of Government agency accounts and identify, qualify, and prosecute opportunities within the Digital Transformation Line of Business portfolio, concentrating on providing Mission and Enterprise Information Technology solutions.
• Expand 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 protect recompetes.
• Compete in both incumbent and non-incumbent workstreams; think critically and strategically to strengthen the competitive posture of the company.
• Lead strategic teaming efforts and leverage strong industry relationships, including competitors, niche capability firms, and small businesses.
• Facilitate the development, delivery, and presentation of white papers and drive technical and acquisition client call plans and other outreach efforts to qualify and inform pursue or no-pursue decisions.
• Develop, qualify, and prosecute a growing pipeline of opportunities to win work and generate revenue and profit in accordance with defined business targets.
• Identify, qualify, and secure business opportunities; coordinate business generation activities; develop customized targeted sales strategies aligned to company, group, and line strategies focused on Mission and Enterprise Information Technology solutions.
• Build business relationships with current and potential clients.
• Understand client needs and offer solutions and support; answer potential client questions and follow-up call questions; pre-position solutions to client requests for proposals (RFPs).
• Collaborate with key business area leaders to secure, retain, and grow accounts.
• Create informative presentations; present and deliver information to potential clients at client meetings and industry engagements.
• Conduct customer visits; identify customer challenges and requirements; and help translate customer gaps into meaningful solutions.
• Participate in key capture activities such as checkpoint reviews, black hat sessions, collaboration and solutioning workshops, proposal reviews, and business-case development; share knowledge/understanding of customer/opportunity.
• Develop relationships with industry partners that provide complementary capabilities or customer relationships that can be leveraged to benefit business growth.
• Maintain a pipeline of sales information using company Customer Relationship Management (CRM) system.
• Collaborate with management on sales goals, planning, and forecasting; maintain 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.