Director of Business Development, Federal Civilian

Fairfax, VA
Sep 11, 2017
Sep 18, 2017
Full Time
The Director of Business Development, Federal Civilian is a multi-faceted leader chartered with identifying and winning new business in the Federal Civilian IT services market. The right candidate will possess an established network of government contacts responsible for IT services and a track record of success at Department of Transportation, Department of Commerce, and/or other key FedCiv Sevatec customer sets. The successful candidate must be a collaborative, confident, decisive, and seasoned professional who can perform in a high-profile position while achieving challenging goals. The candidate will develop and possess deep understanding of their federal account and lead opportunities through the business development lifecycle including identification, qualification, capture, and proposal development. The Director must have demonstrated expertise and understanding of selling IT services in the Federal space, preferably in Sevatec's core offerings of Agile Software Development, DevOps, Cyber Engineering, Cloud and Technology Infrastructure, and Data Sciences. The Director will contribute to accurate project estimation and pricing that results in operational success as part of the sales lifecycle including supporting integrated transition. The Director must have extensive experience with negotiating scope of services and requirements with partners and vendors successfully. The Director will work collaboratively with their account partners in operations team to identify, qualify, capture, solution and win business in alignment with the strategic direction of the company. Essential Functions: The selected candidate must possess entrepreneurial self-starting approach to business planning and execution. This position requires strong business development and capture skills to successfully execute and achieve revenue goals. Exceptional leadership, motivational, internal and external communication and relationship management skills are essential. Primary Responsibilities: Has overall growth responsibility and accountability for specific Fed Civilian accounts (DOT, DOC, DOS) and work focused in Federal markets.Manages the execution of full lifecycle business development. Attend all business development and capture meetings, utilize Dynamics for pipeline management along with all corporate templates and reporting Supports corporate business development efforts including business planning, future forecasting, proposal development and capture management. Collaborate across Practice Areas and Operational Teams to develop and market integrated solution offerings. Achieve growth targets and gross margins per Sevatec's established goals. Build assigned accounts resulting in long-range sustainability and market value. Account must continue to expand and growth strategy must be defensible in a full and open environment. Develop and Grow pipeline of opportunities through customer and partner engagement that elicits strategic contract awards and achieves revenue goals Utilize industry best practices to increase the probability of win through development of strategies and themes to support competitive proposals submissions that meet and/or exceed customer's expectations Enhance Sevatec's reputation and standing within the assigned account through relationship management, networking, and campaign-based marketing Continuously support positive company image and culture as an industry leader in federal contracting. Identify potential opportunity risks, as well as, develop avoidance and alternate risk mitigation strategies Exhibit creativity in strategic approach, pricing and offer unique solutions Work closely and collaboratively with key members of team: Customer Engagement, Pipeline development and management, Gate Reviews, Marketing, Capture, Proposal Development, and Transition Contracts & Finance: NDAs, Teaming Agreements, Proposal Price to Win, Budget. HR and Recruiting: Personnel issues and Policy Communication, Key personnel, Certifications, Clearances, Training Other Practice Leaders: Recompetes, Operational organic growth, Customer engagement, Internal teaming and Cross-selling, Teamwork, Mentoring Required Skills and Experience: Successful candidate will have held a minimum of 10 years of working with the Federal government in IT services engagements and 5 years of experience selling within the federal government in business development and proposals, most of which was focused on Fed Civilian IT services. The candidate must possess an exceptional track record of success, business savvy and sales expertise across the Federal IT services GovCon environment. A self-starter, an entrepreneur, a "hunter"- proven experience selling, teaming, and leading successful capture efforts. A proven network of government customers and partners in at least one of Sevatec's Federal Civilian core markets A SME that understands Federal IT services market and procurement processes.Capable of independently contributing to technical and management solutions or other volumes for proposals, white papers and requests for information. Experienced in the art of negotiation with partners, vendors, and other stakeholders that leads to maximizing win-win for all involved Has proven successes in building strong teams, building strong client, partner and employee relationships, and creating positive and sustained cultures. Demonstrates sense of urgency and responsibility to solve problems, address concerns, and manage risk. Has proven experience working in the federal government space and fully familiar with Shipley-type rigorous business development, capture and proposal processes.

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