Client Executive (Director) - DHS Programs

Alexandria, VA
Aug 04, 2022
Aug 30, 2022
Full Time
Job Summary

Aptive is seeking a Client Executive to lead new business pursuits within the Department of Homeland Security (DHS). This position is responsible for opportunity identification, qualification, and capture and works with Aptive's growth team to develop winning proposals. The candidate must thrive in an environment where they are responsible for the management and execution of the full business development (BD) life cycle across multiple simultaneous pursuits and proposals. In addition to building a qualified pipeline of opportunities, the Client Executive will help shape customer requirements, translate tacit customer needs into actionable features, drive differentiation in Aptive's solutions and help create a compelling value proposition for pursuits. The ideal candidate will have previously served as a DHS Account Executive or DHS-focused Capture Manager, with experience and knowledge of DHS' Operational and Support Components, including U.S. Coast Guard, Customs and Border Protection, Cybersecurity and Infrastructure Security Agency, Federal Emergency Management Agency, Immigration and Customs Enforcement, U.S. Secret Service, Transportation Security Administration, and more. They will also have a proven network of relationships spanning DHS customers, agencies, and industry partners.

Primary Responsibilities

  • Develop an DHS pipeline of business for 2023 and beyond.
  • Provide leadership across the new business development life cycle - from opportunity identification, qualification, and win strategy development through the post-submission phase of the Capture process.
  • Work as a member of a multi-disciplinary team to formulate, communicate, and implement an integrated business development strategy that provides DHS a clear and defensible justification for selecting Aptive for awards.
  • Develop and implement DHS-focused account plans and campaign strategies, maintaining current knowledge of the customer's requirements, understanding the competitive landscape, and architecting winning strategies that highlight Aptive's strengths and mitigate perceived weaknesses.
  • Foster and manage relationships with new or existing clients and teaming partners to facilitate pipeline growth.
  • Establish value-added teaming strategies and deploy competitive pricing structures to create a profitable return at a winning cost.

Minimum Qualifications

  • 10+ years of experience selling professional services and IT solutions to government clients.
  • Experience supporting DHS Operational and Support Components.
  • Recent experience winning new business pursuits at DHS in excess of $10M.
  • Ability to work remotely within the NCR and onsite in Alexandria, VA with occasional travel.
  • Ability to obtain and maintain a public trust clearance.
  • Legal authorization to work in the U.S.

Desired Qualifications

  • Extensive network of relationships with DHS customers and industry partners.
  • Experience as an active "hands-on" leader in Business Development and/or Capture Management with proven performance in breaking into new accounts and expanding business.
  • Proven reputation of establishing and maintaining credibility and influencing senior levels of Government customers and Industry partners.
  • Demonstrated ability to lead organizations focused on execution and growth and build and sustain customer intimacy at the highest levels.
  • Proven experience in pursuing and capturing new federal business, including building and leveraging relationships, developing effective teaming and win strategies, and writing winning proposals.
  • Demonstrated ability to conduct market and industry research analyses.
  • Working knowledge of OASIS, GSA Schedules and other GWAC vehicles terms and conditions.

Client Information

This is an corporate infrastructure role.

About Aptive

Aptive is a modern federal consulting firm focused on human experience, digital services, and business transformation. We harness creativity, technology, and culture to connect people and systems to impact the world. We're advisors, strategists, and engineers focused on people, above all else.

We believe in generating success collaboratively, leaving client organizations stronger after every engagement and building trust for the next big challenge. Our work inspires people, fuels change and makes an impact. Join our team to be part of positive change in your community and our nation.

EEO Statement

Aptive is an equal opportunity employer. We consider all qualified applicants for employment without regard to race, color, national origin, religion, creed, sex, sexual orientation, gender identity, marital status, parental status, veteran status, age, disability, or any other protected class.

Veterans, members of the Reserve and National Guard, and transitioning active-duty service members are highly encouraged to apply.

COVID 19 Vaccine Statement

This position supports a federal government contract and is subject to government vaccination mandates or other customer vaccination requirements. All new hires are required to report their vaccination status and proof of vaccination, or an adjudicated accommodation may be required for employment.

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