Business Development Specialist Jobs

Business Development / Account Manager (DoD)

Hybrid | Ashburn, VA | 2-3 days a week Onsite

US Citizen - Clearable (The ability to hold a Secret Clearance is required)

Responsibilities

Our client is searching for a Business Development (BD) Account Executive (AE) to manage growth of their Department of Defense (DoD) business portfolio. This position will be hybrid/remote, with a home base at our client's headquarters in Ashburn, VA. The candidate will be responsible for formulating and executing strategy, developing the pipeline to support the pursuit of new business, and qualifying opportunities via gate reviews. The primary focus is on the U.S. Army (Cyber) and U.S Navy (Intelligence), with a secondary focus on DISA, Department of the Air Force (DAF) to include U.S. Space Force (USSF), and varied other DoD agencies (I.e., Defense Health Agency (DHA)). The ideal candidate reflects the company’s entrepreneurial “start-up” mentality and acts as a utility player; he/she is able to remain flexible and agnostic to their “swim lanes” and add value in varying phases of the BD lifecycle when called upon. The candidate must have demonstrable experience generating new business opportunities and forming new business relationships, knowledge of contractual requirements used throughout the industry, and a track record of winning new work. Responsibilities include full opportunity lifecycle management to include the development and maintenance of direct customer relationships; identification and qualification of highest PWIN opportunities; development and maintenance of the opportunity pipeline; co-development of customer-focused solutions; and working with executive staff to obtain opportunity pursuit approvals. Additional responsibilities include supporting the development of customer-focused, well-written meeting materials and opportunity proposals, as well as driving revenues that maximize growth margins.

• Deliver and participate in presentations and communications to internal and external audiences
• Support assigned Capture Manager for large strategic bids (>$25M in TCV or GWACs) including the development of solutions and win strategies; developing and executing capture plans based on established internal processes and tools; and advancement of proposal readiness
• Identify opportunities able to obtain a high PWIN potential, qualify opportunities and work with Capture and Delivery teams to develop our best competitive stance
• Build and maintain a network of strategic partners across target markets. Work as a liaison and facilitator between internal groups and teaming partners. Must be able to manage and act as a lead on subcontractor opportunities as a main POC with teaming partners
• Be able to lead opportunity Pursuit and support Capture and Solution development in creating solutions-to-win. Ensure that customer and market intelligence is woven into developing a realistic and technically sound solutions that will resonate with customers through delivering a winning proposal while minimizing company risk
• Develop and execute an account strategy and associated pipeline. Treat account strategy as a living document and recommend modifications as necessary
• Position our client as a key partner across markets (identified above), and build a favorable brand for our client in the eyes of both the customer and teaming partners
• Identify, influence, and develop strategies to promote offerings with clients through varying mechanisms (i.e., Market Research, RFIs, White Papers, etc)
• Lead opportunity pipeline reviews and coordinate across business stakeholders (i.e., BD Operations) within the company
• Gain strong understanding of company capabilities and create customer and/or market-specific marketing strategies and narratives
• Oversee management of the opportunity management environment (i.e., SalesForce) and ensure that all customer and opportunity information is accurate and up-to-date
• Support shaping acquisition strategies by leveraging client relationships, company capabilities and experience, partnerships, and extensive knowledge of available contracting vehicles
• Develop and deliver a pipeline of opportunities that align with our client'sservices and offerings, including IP and managed professional service capabilities
• Develop and maintain lasting relationships with government customers through routine, meaningful interactions across all target segments to gain valuable intelligence and insights and subsequently position our client as a trusted partner to customers
• Co-author and manage responses to government market research inquiries (i.e., RFIs, White Papers, etc), attend industry events, and participate in internal/external thought leadership initiatives
• Facilitate early gate reviews and develop business cases for executive staff with a comprehensive and informative brief for advancing opportunities
• Aid in the negotiation of teaming agreements, proposal development and contracts

Requirements

• A minimum of 7 years of Business Development experience, selling technical solutions, with demonstrated success both developing a qualified new business pipeline and winning new business
• Strong understanding of federal acquisition regulations, policies, and contract vehicles, with experience and demonstrated success in direct award process
• Experience building successful account plan/strategies and executing such to success in new markets
• Existing meaningful relationships and extensive knowledge of target organizations and the component agencies (defense agencies)
• Strong negotiation and influencing skills
• Knowledge of Government contracting and current acquisition trends and customer buying behaviors (Federal GWACs/IDIQs/BPAs /OTAs)
• Ability to lead interdisciplinary teams with varying levels of experience
• Experience building a quick and accurate insight of competitors and competitor behaviors in target markets
• Excellent communication skills (must possess exceptional writing skills – must be comfortable with providing writing samples), with experience presenting and communicating with CXO level staff
• Demonstrated success in building and maintaining a pipeline of (>$500M) with qualified entries that associate with a high PWIN. Experience leading BD efforts for varying size of opportunities ($10M-$500M or even higher)
• Excellent skills using MS Word, Excel and Power Point; ability to create, edit and manage high quality content that is clear, on-point, and that is professional in terms of accurate use of grammar, structure, quality graphics, etc.

Education/Certification Requirements

• Bachelor’s degree in a related field is required; MBA is preferred.

Clearance Requirements

• Applicants selected will be subject to a security investigation and may need to meet eligibility requirements for access to classified information; The selected candidate will need to obtain a Secret clearance for this position.