The candidate must have demonstrable experience generating new IT business opportunities and forming new business relationships, knowledge of the contractual requirements of the industry, and a track record of proven results. Responsibilities include full opportunity lifecycle management to include identification and qualification of opportunities, development and maintenance of the opportunity pipeline, development of customer-focused solutions, development and maintenance of customer relationships, and working with executive staff to obtain opportunity pursuit approvals. Additional responsibilities include supporting the development of strong proposals and driving revenues that exceed assigned revenue targets.
Responsibilities:
- Formulating and executing strategy, pipeline development, and other activities to win new business
- Ensuring the company is viewed as a key partner across multiple markets, and helping position the company favorably in the eyes of both the customer and teaming partners
- Owning the development and execution of an account strategy and pipeline while making recommendations for modifications when necessary
- Identifying opportunities with high Pwin potential, qualifying opportunities, and working with our capture and delivery teams to win
- Leading teams to develop and deliver on a pipeline of opportunities that align with EMG’s growth market of IT Solutions and Technology Services such as DevSecOps, Cloud Engineering, Cybersecurity, AI, and Data Analytics
- Overseeing the development and execution of customer call plans for opportunities, assessing the competitive landscape, and applying knowledge of leading competitors to foster the development and implementation of an effective and differentiated win strategy
- Coaching others and providing business development advice to delivery leads as necessary
- Aiding in the negotiation of teaming agreements, contracts, and proposal development
- Developing and briefing bid/no-bid recommendations, pursuit and capture strategies for new business opportunities; and associated business cases for advancing opportunities that will grow the business base
- Using strong client management skills, including the ability to develop and maintain lasting relationships with government and industry partners through daily interactions to gain valuable intelligence and insights and subsequently position the company as a trusted partner to customers
- Managing responses to government market research inquiries (e.g. RFIs, Sources Sought Notices, etc.), attend industry events and participate in thought leadership initiatives
- Shaping acquisition strategies by leveraging client relationships, company capabilities and experience, partners, and contracting vehicles
- Delivering presentations and communicating to internal and external audiences
- Supporting the Capture Manager for large strategic bids ($50M to $200M+ in Total Contract Value) including the development of solutions and win strategies; developing and executing capture plans based on established internal processes and tools; and advancement of proposal readiness
Qualifications:
- Demonstrated understanding of the emerging tech landscape (gov’t strategies, leaders, initiatives, drivers, stakeholders, etc)
- Bachelor’s degree required with a preference for IT, scientific, engineering or business discipline, advanced degree highly desired
- Minimum 1 IT-specific certification: CompTia, Microsoft, AWS, ISSE, ISSO, IAM-I to III, IAT-I to III, CIAM, CIMP, etc
- 5 years of government business development and capture experience with demonstrated success developing a qualified new business pipeline and winning new business
- At least 3 IT opportunity wins in the last 3 years
- Strong familiarity with federal acquisition regulations, policies, and contract vehicles strongly preferred
- Demonstrated success in identifying, qualifying and helping organizations win contracts >$50M
- Ability to identify key growth areas and develop new IT business aligned with the company’s growth strategy and campaigns
- Ability to lead interdisciplinary teams with varying levels of experience
- Knowledge of Government contracting, current IT acquisition trends, and customer buying behaviors
- Knowledge of competitors and the ability to model competitor behaviors in the market
- Strong contract management, negotiation & influencing skills
- Ability to present and communicate effectively at senior levels
- Problem solving & decision making
- Ability to manage multiple priorities in a fast-paced environment
- Ability to manage customer relationships to maximize business opportunities
- Ability to travel as business dictates
Posted Salary Range: $175,000 – $200,000
Benefits Information: Regular – The company offers a comprehensive benefits program, including medical, dental, vision, life insurance, 401(k) and a range of other voluntary benefits. Paid Time Off (PTO) is offered to regular full-time and part-time employees.
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