Director, Government Partnership Development

Responsibilities

• Plans and implements business development strategy for HHS, DOW, and related government agencies to drive bookings growth within the federal market and expand Ginkgo’s brand awareness and influence among Government customers
• Lead the sales cycle for Ginkgo's automation products and services (RACs and RAC software) to wet labs within USG agencies, specifically targeting HHS and DoW.
• Craft innovative white papers, proposals, and pitches aimed at Government leadership with a focus on the value proposition of Ginkgo’s end-to-end lab automation service products and Solutions and Datapoints services.
• Create and shape business opportunities with the HHS, DOW, and other OneHealth-focused Government agencies, as well as with leading private sector government-focused entities, via both teaming efforts and direct sales, with a focus on top of the funnel activities
• Lead Gov-funded pharma pipeline development and management activities
• Map complex decision making processes, identify funding and award trends
• Build a core set of strategic partnerships with industry, academic, and nonprofit organizations
• Provide feedback/inputs to technical teams to support the development of new services/offerings and automation product features based on customer feedback.
• Work jointly with Ginkgo’s U.S. Government partners to identify and scope out new project opportunities where Ginkgo is uniquely positioned to act as a valuable partner
• Collaborate with partners to understand their program objectives and desired capabilities, including automation needs, and ensure that this context is incorporated into Ginkgo’s project scoping and delivery
• Connect BD activities to U.S. Government solicitations such as RFPs, BAAs, FOAs, etc.
• Be the voice of the customer during proposal development and reviews
• Support the development of technical proposal materials and ensure the customer’s needs are incorporated
• Support proposal development activities including writing content and participating in reviews
• Scout for complementary partners, collaborators, and technologies and establish teaming relationships with them
• Work across Ginkgo to ensure all parts of the organization are aligned during the business development process, and oversee and track the progress of projects and their execution to ensure high quality and timely deliverables
• Collaborate with Ginkgo’s executive leadership and senior management team to define the company’s strategic goals for its U.S. Government HHS and DOW initiatives

Minimum Requirements

• Bachelor’s degree with minimum of 8-10 years of relevant work experience in U.S. Government business development and acquisition
• Understanding of the biotechnology industry and its applications and understanding of HHS and DOW contracting and decision making
• Understanding of USG acquisition regulations and processes and budgeting processes
• Demonstrated technical aptitude for complex, new, and disruptive products and services
• Experience with complex deal structures
• Enthusiasm about advancing Ginkgo’s mission to make biology easier to engineer
• Ability to work effectively with cross-functional teams and mobilize people across the organization, and to learn quickly and thrive in a fast-paced environment
• Strong aptitude for cultivating working relationships at all levels of management, both internally and externally
• Organized and robust project management skills

Preferred Capabilities and Experience

• Master’s degree or PhD in science or technical field
• 10+ years experience working with medical USG advanced developers
• Previous experience with federal sales of lab automation equipment, specifically fully automated platforms, robotics, or liquid handling systems, to Government and/or commercial wet labs.
• Transitioned one MCM product to market as either the prime contractor, subcontractor, or project manager
• Strong existing relationships with leadership personnel at BARDA, ASPR, NIH, DHA, ARPA-H, USDA, DARPA, DTRA and other federal agencies focusing on OneHealth
• Experience in technology development with government partners, in areas such medical countermeasures, cell lines and/or CBRNE defense
• Ability and willingness to obtain a US security clearance at the Secret designation or above