Director of Defense Solutions

About this role

Summary

The ideal candidate is a motivated, organized, and creative leader who welcomes the challenges of acquiring and developing new business. In this position will have accountability to shape and win new business through a balanced focus on customer value, the competitive environment, and the corporation's best interests. You will build key customer relationships, identify business opportunities, and close business deals while maintaining an extensive knowledge of current market conditions.

Responsibilities

• Cultivate strong business relationships with key decision makers, teaming partners

• Proactively identify new opportunities and deliver innovative solutions to customers

• Develop market strategies by researching lists of high potential prospects

• Serve on industry boards of professionals development organizations such as I/ITSEC, AFA, AUSA etc.

Scope of Work:

• Develop, maintain, and continually progress a pipeline of strategically relevant business opportunities aligned with the company's top priority opportunities.

• Support developing strategic plans, developing comprehensive account plans, and identifying and qualifying new business opportunities.

• Establish relationships with key clients and stakeholders and be comfortable with supporting client meetings and events.

• Ability to contribute to strategy development, long-range positioning. and execution.

• Execute and manage the transition from business opportunity through proposal development to award and participation as an independent evaluator in all major proposal reviews to ensure continuity from capture to proposal delivery.

• Proven passion for and ability to develop and win work.

• Develop focused market strategies and support the development of the respective long-range plans

• Assess and build effective customer relationships both externally and throughout the organization

• Demonstrated ability to execute the business development function with minimum supervision.

Call Planning

• Developing and executing effective call plans for meetings with target clients, program managers, and industry partners.

• Building and maintaining positive relationships with Federal representatives and industry teaming

• Provide assistance with building new partnerships and communication strategies; developing methods to expand the company customer base; and developing strategies to help ensure consistent, efficient and effective solutions

• Interface and manage teaming partners for existing relationships as well as developing potential future partners for upcoming opportunities

Marketing

• Representing the company at various conferences, events, and other forums

• Serve on industry boards of professionals development organizations such as I/ITSEC, AFA, AUSA etc.

• Attends industry days and events such as TSIS, PALTS etc.

• Building the company’s awareness of business and procurement trends in the various targets spaces

• Active on social media such as LinkedIn

• Award Transition

• Supporting pre-award contract transition activities.

Physical Requirements/Work Environment

• Sedentary work - must be able to sit for prolonged periods of time; up to 90% of the time.

• Must be able to use a computer, mouse, photocopier, telephone, and other standard office equipment.

• Work is performed in an office setting; not substantially exposed to adverse environmental conditions.

• This is a stationary position. Must be able to stand or sit for prolonged periods (50% of the time).

• Must be able to walk long distances to client sites.

• Must be able to travel frequently.

Qualifications:

• Bachelor's degree required

• Ability to gain a minimum of an active DoD Secret security clearance

• 8+ years of business development experience

• Knowledge of the Defense training, modeling & Sim, AR/VR/ Aircrew Training market

• Knowledge of the Defense and Federal procurement process, and a demonstrated proficiency with Department of Defense strategy and acquisition plans.

• Proven passion for and ability to develop and win work

• Formal training in capture and proposal process is strongly desired.

• Experience working with, and managing, stakeholders and customers

• A high level of accuracy and attention to detail is required

• Excellent communication and interpersonal skills

Preferred Qualifications:

• MA/MBA Preferred

• Possess a minimum of an Active DoD Secret Clearance

• History of winning opportunities of $15,000,000 or larger

• Experience with Delktek, SalesForce or other customer relationship management (CRM) tools

Key Performance Indicators (KPIs):

• Critical Thinking — Uses logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.

• Customer Service — Utilizes current principles and processes for providing high quality customer services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.

• Complex Problem Solving — Identifies complex problems and reviews related information to develop and evaluate options and implement solutions.

• Communication - Gives full attention to what other people are saying, takes time to understand the points being made, asks questions as appropriate, and does not interrupt at inappropriate times. Communicates with others in ways that conveys information effectively orally and in writing.

• Judgment and Decision Making — Considers the relative benefits of potential actions to choose the most appropriate one.

• Operations Analysis — Analyzes needs and product requirements to create a design.

• Time Management — Manages one's own time and the time of others.

• Updating and Using Relevant Knowledge — Keeps up-to-date technically and applies new knowledge to the job.

• Organizing, Planning, and Prioritizing Work — Develops specific goals and plans to prioritize, organize, and accomplish work.

• Business Networking - Actively…