Sr. Director Business Development -- Critical Infrastructure Protection & Security Mgt. Solutio

General Dynamics Information Technology
Falls Church, VA
Mar 14, 2018
Mar 15, 2018
Full Time
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. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status, or any other protected class.Here is an opportunity to be a key business development leader within Global Solutions Division of GDIT. This role is responsible for the proactive identification, qualification and pursuit of new Security Management, Critical Information Protection, Networks and Cyber Mission IT solutions for select Federal/Civil, Public Sector (Airports, Ports, Energy/Utilities), markets/customers. The candidate must have the ability to be a self-starter and aggressively pursue, qualify and close new opportunities utilizing multiple Go-To Market Channels: GD Prime, partnering with industry SI partners, leveraging strategic OEM partners, and selecting specialized CIP small business firms. This position primarily supports the annual competitive new business (CNBI) and new initiative (NI) business for the iNet Sector within Global Solutions Division., * Aggressively identify, shape and qualify new business development opportunities for DoD & iNet CIP thrusts to include: Critical Information Protection, Security Mgt. SW/Data Analytics, and Enterprise Networks GSD Brands. The strategic/tactical objectives are to leverage GSD Solution Offerings/Brands across select DoD, Fed/Civil, Public Sector to include Airports, Borders, Energy/Utilities Mission IT /Security vertical markets. * The BD & Sales position has quantifiable goals/metrics to include: semi-annual-annual orders $ targets and achievement, and quarterly new business qualified opportunity goals-which are directly tied into annual management incentive compensation results. * Candidate must have strong technical and field proven consultative solutions sales oriented skills, the ability to implement key decision maker call plans, identify customer's budget, understand their mission and requirements, identify market and competitive drivers and strategically position COTS based Secure Network Solutions & CIP offerings. * Must have the desired experience and background to develop competitive teaming strategies, ensure proactive customer engagements, perform demos, develop whitepapers, sales/marketing collateral, focus on opportunity shaping & early in the BD & Sales cycle. Must also understand Federal & Public Sector customer mission requirements, assess initial technical & management needs, identify GDIT competitive positioning and rationalize GDIT's P-Win. * Possess the leadership and the ability to position the INet Sector to compete on strategic Security, CIP & Secure Network opportunities and assess industry strategic teaming as well as utilizing collaborative partnering with other GDIT Divisions and related Business Sectors.(HCSD, ISD) * Aggressively develop a robust and diversified vertical market/ customer BD& Sales funnel, continuous tactical customer call plans, identify CIP/technology based teaming and partnerships, and rationalize win strategies & and key tactics required to win new competitive Secure Networks accounts for GSD's targeted Federal & Public Sector vertical market areas. * Serve as a Security/CIP practice -lead capacity and perform self-sufficient BD/Sales prospecting, identify new/emerging market trends, fully qualify new opportunities and maintain continuous contact and relationships with customers, partners, key decision makers, influencers, understand competitive CIP landscape, and support related PTW benchmarking initiatives that drive P-Win.. * Lead responsibility for delivering/presenting detailed CIP & Security new business Initial Pursuit & Strategy Reviews for Sector and Division management review and approval.Bachelors Degree in Marketing or a related discipline. Masters Degree preferred., * 15 or more years of related marketing and business development experience--specific experience in Homeland Security and Border Security solutions is particularly desired. * A field-proven business and technical CIP & Security Mgt.and Network Integration track record of success with closing annual competitive new business - is a critical job requirement. * Prior experience working and closing new business contracts / orders for select Federal/Civil, Public Sector, Industrial & Energy Mgt. procurement mandatory. Prior experience working with, a range industry Security Mgt, CIP, Networks, Infrastructure best of breed solutions partners, and creating unique & differentiated technical solutions is mandatory. * Experience with identifying and achieving-exceeding annual new incremental business order goals is paramount. Must be a motivated self-starter with both a " BD & Sales Hunter" mindset and be able to aggressively execute call plans, build a qualified funnel , and position technical solutions which position GDIT-GSD for successful new business wins for our targeted markets/customers. * Demonstrated BD & Sales success ($15M+ new orders goals annually) and execution of new business and sales best practices including proper analysis of customer viability, establishing new business priorities, rationalizing solution/brand domain fit, defining strategic industry teaming approaches, understanding key P-Win driven success factors that are expected with this Senior Security/CIP BD role.