Director of Business Development

3 weeks ago

Herndon, United States Zolon Tech Inc. Full time

The Director of Business Development and Capture Management/National Security is a critical position focused on the Department of Homeland Security and the Department of Justice. The position reports directly to the Vice President and General Manager of the National Security Business Unit, which includes the Departments of Homeland Security, Justice, State, Energy, and Treasury.


Responsibilities:

• Drive effective win strategies and capture plans to grow new and retain existing businesses.

• Identify and qualify new business and maintain a pipeline aligned with the business unit operating plan.

• Leverage industry-leading market intelligence tools for additional insight and understanding.

• Identify and utilize specialized industry or program consultants, as needed.

• Move assigned opportunities through the business development lifecycle, including gate reviews.

• Work to shape opportunities before RFP release through strategic customer engagement.

• Understand company/bid strengths, weaknesses, opportunities, and threats.

• Identify qualified teaming partners and prepare detailed competitor analyses.

• Develop pricing and price-to-win strategies.

• Identify capture strategy, win themes, customer hot buttons, discriminators/differentiators, and ghosting techniques and use them throughout the proposal.

• Leverage and grow industry and customer network, attend relevant industry days and conferences, and market company capabilities and services.

• Be thoroughly familiar with and maintain a strong understanding of our services and capabilities, strategic partnerships, past performance, and past responses.


Qualifications:

• Bachelor's Degree and 5-8 years of experience leading Federal business development and capture management within National Security (DHS/DOJ).

• Proven ability to build and maintain an opportunity pipeline and lead strategic captures from $50M+.

• Customer knowledge, relationships, and competitive understanding of the National Security market.

• Success in leading multiple captures simultaneously at various stages of the opportunity lifecycle.

• Demonstrated understanding of GWACs, contract types (non-IDIQ, IDIQ – single/multiple award contracts), and payment types (e.g., FFP, T&M). Knowledge of Federal Acquisition Regulations (FAR).

• Confidence and experience dealing with executives; ability to work efficiently in a fast-paced, time-sensitive, and often multi-tasking environment.

• Excellent interpersonal, oral, written, and presentation communication skills.

• Flexible to work and lead teams through remote or in-office, based on opportunity requirements and business needs.

• Must have US Citizenship - a current Secret Clearance or eligibility to obtain a security clearance.

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