Director, Bus Dev - Navy EIS, NAVFAC, OPNAV Accounts

Fairfax, VA
Jan 12, 2017
May 05, 2017
Executive, Director
Full Time
GENERAL SUMMARY: Aggressively pursue; qualify and win targeted new business opportunities within GSD's addressable Navy PEO Enterprise Information Systems (EIS) NAVFAC/ATFP/CNIC; OPNAV and related Navy Research mission areas that result in new incremental business orders for GSD's Solutions & Services Sectors.

Navy PEO EIS; NAVFAC(ATFP/CNIC); OPNAV (LOG; Cyber; EM Warfare) Market/Customer Coverage: Primary BD focus is on GSD new business development initiatives and wins for Navy PEO EIS & NAVFAC(ATFP/CNIC) Mission IT Solutions & Services. Specific BD coverage for PEO EIS organizations and customers include: PMW 205- Naval Enterprise Networks; PMW 220- Navy Enterprise Business Solutions; PMW 230- Naval Global Combat Support Systems; PMW 240- Sea Warrior Programs; PMW 440 (NMMES) and Data Center and Application Modernization (DCAO). Other Navy account/customer coverage includes new business prospecting and closing new emerging NAVFAC/CNIC Cyber; Security Mgt. ; CIP & Micro-Grid Programs). Additional BD territory / customer responsibilities also include prospecting and qualifying new business thrusts/initiatives being driven by OPNAV (LOG; Cyber; EM) and related Navy Research projects with ONR and NRL. The ideal BD candidate must be a self-starter; proven performer; and be capable of strategically prospecting and positioning GSD's Solutions & Services Offerings across a range of Navy PEO EIS; NAVFAC/CNIC acquisition communities and supporting Naval Research Centers. The candidate must also be able to selectively qualify and recommend GDIT value-added work scope for targeted Navy Prime Contractor pursuits; position GDIT for Tier -1 strategic sub-contract roles as appropriate; and expand select GDIT/industry partnerships with strategic DoD & Commercial partners and select HW/SW based OEM's as needed to maximize GDIT P-Win.

PRINCIPAL DUTIES/RESPONSIBILITIES: (Per New GSD BD Job Description-Navy Adds in Blue; New Additions in Red)

1. Serves as the GSD BD Lead for assigned Navy PEO EIS; NAVFAC/ATFP/CNIC; OPNAV & Navy research markets; customers and territories.

2. Identifies and qualifies opportunities for new business. Target; qualify and position GSD's Solutions and Services portfolio based on customers needs and interests.

3. Shape new Navy PEO EIS; NAVFAC/ATFP/CNIC business opportunities and capabilities that competitively position GDIT's solutions/services portfolio.

4. Increase P-Win on targeted Navy new business pursuits and Recompete opportunities.

5. Responsible for annual New Business Orders Goal of $10-15M+ based on assigned Navy markets/customers and territories.

6. Leverage GDIT value-added Solutions & Services offerings into new adjacent or emerging Navy PEO EIS; NAVFAC/ATFP/CNIC & Naval Research mission areas.

7. Identify strategic teaming / channel partners that enhance GDIT's P-Win and leverage GDIT's full range of solutions/services offerings.

8. Supports lifecycle BD & select Capture/Proposal Mgt. Color Team efforts; for both new business pursuits and re-compete procurements.

9. Proactively lead Navy PEO EIS; NAVFAC/ATFP/CNIC customer prospecting and engagements to gain insight; influence and shape recompetes and new opportunities

10. Understand Navy IT; Networks & Security/Cyber market; budgets and competitive playing field to determine greatest advantage to GSD in providing winning solutions and optimizing critical resources to pursue new business.

11. Focus and link customer engagements; solutions/services offerings; new opportunities and develop targeted BD Call Plans and Marketing Campaigns.

12. Coordinates and exchanges customer and competitive information and BD leads with line managers and other key stakeholder Business Area personnel.

13. Researches public domain material to generate new business leads; contacts; call plans and coordinates with GSD BI/CI to improve market position and P-Win..

14. Supports the development of Navy specific win strategies; account plans; solutions/services development; plans of action; business plans; and marketing materials.

15. Develops marketing strategies that align with GSD strategic market/customer campaigns and associated new strategic thrusts/initiatives.

16. Maintains current knowledge of relevant GSD-wide solutions/services in order to successfully address unique Navy market/customer requirements.

Education 1. Bachelor's Degree in a related discipline; or the equivalent combination of education; professional training; or work/military experience. Masters Degree a plus.

2. 15 years+ of related Navy BD; Account and Marketing industry experience. Advanced IT; Networks & Security/Cyber Technical Training is advantageous.

3. Proven track record of success in identifying; qualifying; and closing significant new competitive Navy IT; Networks; Security/Cyber; Software & Training business.

Qualifications 12-15 years of related marketing and business development experience.

15+ or more years of related / demonstrated business development and account mgt. experience; preferably with Navy PEO EIS; NAVFAC & OPNAV organizations.

1. Advanced knowledge of the practices and procedures of business development; solution sales and marketing. 2. Knowledge of relevant Navy IT; Networks; Security/Cyber; Software & Training markets; products and services. 3. Effective external/internal communication and team-building skills. TRAVEL REQUIREMENTS: (50% Travel within the greater DC/VA region is required to support assigned Markets/Territories)
As a trusted systems integrator for more than 50 years, General Dynamics Information Technology provides information technology (IT), systems engineering, professional services and simulation and training to customers in the defense, federal civilian government, health, homeland security, intelligence, state and local government and commercial sectors.With approximately 32,000 professionals worldwide, the company delivers IT enterprise solutions, manages large-scale, mission-critical IT programs and provides mission support services.GDIT is an Equal Opportunity/Affirmative Action Employer - Minorities/Females/Protected Veterans/Individuals with Disabilities.