Job Description:
Baker Tilly is deeply committed to the public sector industry with a deep bench of industry-fluent subject matter specialists to serve public sector entities, their unique challenges, and requirements - including complex fiscal, regulatory and operational needs. Recognizing this complexity, and eager to serve as a true valued advisor to the public sector, Baker Tilly formalized its dedicated public sector specialization more than 50 years ago. We leverage the experience of working with more than 3,100 governmental entities in the United States, including: State agencies, municipalities, counties, school districts, tribal organizations, and special purpose districts (airports, water and sewer authorities, transit agencies, joint action agencies, nursing homes, community colleges and universities).
Our public sector clients rely on our insight — rooted in deep government and industry experience — to help them make better business decisions. Fulfilling community needs for our public sector clients is top priority. We deliver customized strategies and proactive solutions for state and local governments. As industry specialists, the Baker Tilly Public Sector team sees the big picture. This vision guides our delivery of advisory and accounting services to protect and enhance the value of governmental organizations.
As a leader within our Growth Strategies team that specializes in the public sector industry practice, this position will provide you with the opportunity to focus on positioning Baker Tilly’s full suite of accounting and advisory services to the public sector and generate long-term revenue growth. You will work with practice leadership and Marketing to develop and execute business development strategies that align with practice goals and which engage public sector buyers to promote Baker Tilly’s solutions in the industry.
Responsibilities:
- Understand all key public sector service offerings well enough to know and explain their application to key decision-making executives in the public sector.
- Have conversational knowledge of other major service offerings outside of the public sector team to leverage Firm strategy of providing or enhancing value for an integrated-reinforcing marketplace.
- Positioning and Initial Concept Development: Orchestrate and/or conduct discussions with decision makers and influencers to inform understanding of the problem and environment, understanding of requirements, risk areas, solution formulation and validation, unstated priorities; conduct exploratory discussions with buying organizations to understand and inform all aspects of the deal especially technical and management approaches and unique staffing characteristics.
- Solution Development: partner with subject matter experts to identify and solidify solutions that address client needs and challenges; explore likely technical scenarios, and align with expected work breakdown structure; ensure proven processes are articulated with concrete outcomes; ready the innovation story for vetting with client; support development of management approach scenarios and past performance citations; participate in oral presentation preparation and/or coaching.
- Perform regular and prompt follow up on all Firm-generated leads assigned from campaigns, or ad-hoc requests from practice leadership.
- Maintain a clear understanding of who the team wishes to target for business development purposes – and why. Help refine and stay on top of “ideal” client profiles and work streams to remain aligned with practice leadership.
- Regularly inform practice leadership of changing market dynamics and other factors influencing accounts of strategic importance.
- Regularly document Business Development activities in CRM and maintain an up to date “pipeline” of qualified opportunities, using Firm protocols for documentation.
- Attain closed business revenue goals associated with both new accounts and existing client accounts (as appropriate), to ensure a profitable return to Firm each FY.
- Perform account planning and key account research to optimize Business Development efforts and account penetration.
- Make primary out-reach efforts, coordinated with marketing personnel on campaigns including prospect calls, emails and other mechanisms to secure appointments with COI individuals.
- Participate as a key team member on all relevant market development meetings and other in-house discussions.
- Collaborate with other Business Development leaders and practice leaders for an integrated Go-to-Market approach.
Qualifications:
- Undergraduate degree from an accredited college or university in public administration, business administration, urban planning, or a related field; Graduate degree preferred.
- 10+ years of experience in the public sector or professional services provided to the public sector (e.g., accounting, law, management consulting, municipal advising, etc.).
- Advanced knowledge and skills in the principles and practice of public administration, economic development, community development, redevelopment.
- Understands the unique nature of public sector procurement, such as times in which you cannot communicate with the prospect.
- Understands various procurement strategies specific to public sector such as procurement thresholds, MSAs, purchasing cooperatives, and others.
- Public presentation and facilitation skills.
- Strong written and verbal communication skills.
- Ability to work under a defined and planned directive with minimal direct day-to-day supervision for implementation.
- Motivation to work extended hours as needed which can include night meetings.
- Mentoring skills; ability to lead and direct overall workflow.
- Innovative marketing ideas – will work closely with Firm marketing to generate campaigns that support areas of public sector growth.
- Ability to travel up to 25-40% as needed.
The compensation range for this role is $201,400 to $435,130. Actual compensation is influenced by a variety of factors including but not limited to skills, experience, qualifications, and geographic location.
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