Description:
Responsibilities:
- Develop and maintain a robust qualified sales pipeline of both near-term (within 12 months) and longer-term (2-5 years) capture opportunities with an aggregate minimum annual contract value of $100M+.
- Prospect, identify, qualify, and lead the capture strategy and efforts for new customers, contracts, and programs in the assigned market area.
- Close sales opportunities and generate $20M+ per year of recognized revenue from new programs in the respective vertical market area within <=24 months .
- Collaborate with the VP & GM of each line of business to qualify opportunities and leverage the in-house subject matter expertise to develop differentiated winning solutions.
- Input and maintain all sales opportunities in the company Salesforce reporting and tracking tool.
- Develop capture plans, lead pursuit and capture efforts as assigned by senior management.
- Actively contribute to quality proposal writing and content development for assigned captures and support proposals outside of assigned capture efforts.
Qualifications:
- U.S. Citizen with an active U.S. Government issued security clearance and the ability to maintain the required clearance level at the appropriate level for Defense, National Security, and Federal Civilian positions.
- Bachelor’s degree in business, Computer Science, Engineering, Information Technology, or related field.
- 10+ years of experience in Business Development with a track record of identifying and closing multi-million-dollar accounts and programs in the respective market area.
- 10+ years of experience in government, humanitarian-aid or critical infrastructure markets.
- 10+ years of experience in one or more areas including telecommunications, satellite communications, wireless communications, managed network services, cyber security services, aerospace ISR systems, or complex systems integration.
- Working level familiarity within respective market in the areas of developing requirements and budgeting/planning for the acquisition of telecommunications, satellite communications, wireless communications, managed network services, cyber security services, aerospace ISR systems, or complex systems integration.
- Experience with Salesforce or similar Customer Resource Management (CRM) tool for sales opportunity tracking.
- Ability and willingness to travel. Expectation for travel may exceed 50% of the time during some months.
Valued but not required skills and experience:
- 5+ years of experience working inside a customer organization (e.g., military, civilian government) within one of the market areas.
- Professional training or certification in Miller Heiman or similar strategic sales methodologies
- Professional training or certification in Shipley Government Proposal methodology