Director of Growth

1 week ago

Vienna, United States RIVA Solutions Full time
Description

RESULTS. INNOVATION. VALUES. ACCOUNTABILITY.

That's RIVA. Our employee-first approach has manifested a culture that attracts the best and brightest. By investing in people firsts, and providing a flexible work environment, our employees have higher moral, higher productivity rates, and lower turnover. At RIVA, people are our #1 priority.

As a Director of Growth at RIVA, you will contribute primarily to the growth of one our key major accounts, Department of Commerce (DOC) with the possibility of supporting additional emerging markets. You will work with RIVA's Operational Teams, Solutions/Technical Team, Bid and Proposal teams, Talent Acquisition, and Marketing and Communications, to Identify, Develop, and Manage a robust pipeline of new business opportunities to meet aggressive growth targets. You will also function as a mentor to early career professionals assigned to the Federal Civilian IT account and serve as a collaborative growth partner to your delivery and solutions counterparts.

Your responsibilities will include developing strategies and account plans for DOC focused on USPTO, ITA, Census Bureau, Office of the Secretary, NOAA, and other core customers while building out and executing frequent and well-planned customer engagements to increase opportunity pWin.

In this role, you will become embedded in the customer and GovCon community, aware of their pressing challenges, trends, competition, desired solutions, budgets, and have deep, existing relationships within your assigned accounts.

This role is eligible for RIVA's 2025 commission plan.

Key Responsibilities include:

Know and grow your assigned account(s)
  • Form an aggressive strategy to identify and qualify new business opportunities within all assigned accounts and customers.
  • Develop detailed and actionable strategies and account plans that achieve significant corporate growth targets.
  • Maintain and expand productive relationships with Government decision-makers, project and program managers, and contracting officers.
  • Build the necessary relationships with current and potential government customers to build positive awareness of RIVA's capabilities, past performance, and strengths and execute and lead call plans for specific opportunities.
  • Represent yourself and RIVA while leading in your customer and partner accounts.
  • Meet your assigned quotas for net new sales, focusing on prime full and open pursuits.
Follow RIVA's Account Strategy and Bid and Proposal Processes
  • Participate in planning, pipeline reviews, solution development, pricing, gate reviews, color team reviews, win theme development, as well as providing proposal writing and reviews as required.
  • Develop and execute capture plans for the pursuit and successful capture of assigned opportunities
  • For each opportunity, develop and execute a capture plan to drive through gate reviews to a win.
  • Build and execute a complete call plan that includes customer, competitor, and teammate engagement.
  • Maintain a healthy pipeline of opportunities, and work with the Growth Manager assigned to the DOC account to maintain consistent pipeline accuracy in expected award dates, RFP release dates, etc.
  • Present detailed opportunity progress at bid decisions or capture reviews while helping develop cost strategies.
  • Negotiate effective non-disclosure and teaming agreements for review and approval using RIVA Workflow
  • Author content and review content as required for responding to Sources Sought and Request for Information (RFIs).
  • Author and review content for Requests for Proposal or Quote (RFP/RFQ) responses as needed.
Collaborate effectively across the entire RIVA organization
  • Oversee and mentor the Growth Manager assigned to the DOC portfolio to support capture efforts.
  • Meet regularly with the delivery and solutions team members and leaders to identify account challenges and work with them to mentor them on organic growth through mods, increased scope, and innovation.
  • Collaborate with RIVA Solutions Team to effectively align our offerings to customer needs
  • Collaborate with Talent Acquisition to develop incumbent data and capture strategies, while producing Key Personnel and Project intel.
  • For your opportunities, lead and manage a capture team and maximize customer engagement and interaction
  • As needed, work with Marketing Team on visibility and initiatives for DOC and other Federal Government communities.
  • Coordinate with Operations (Pricing, Solutions and Technical Teams, Contracts) for all aspects of the deals you are leading.
  • Follow Corporate Processes related to Teaming Agreements and NDAs.
  • Work collaboratively with the Director of Vehicle Management to identify and pursue strategic agency specific vehicles or GWACs that the customer is known to use frequently.
Education and Experience:
  • Bachelor's Degree in a technical or business-related discipline
  • 10-15 years of relevant Capture experience in GovCon IT Solution Services. DOC experience is required.
  • Track record of winning complex, large, Prime, Full and Open opportunities
  • Understanding of government and industry peers/stakeholders, maintained and existing relationships with DOC customers and stakeholders is required. A deep understanding of specific agencies and the leadership of those agencies such as USPTO, ITA, Census Bureau, Office of the Secretary, NOAA, and other RIVA core customers in DOC is required.
  • Ability to identify, establish and leverage customer relationships with senior level staff and other program and technical stakeholders within the Federally Government at various bureaus and offices of DOC.
  • Experience leading capture teams, to include leading a technical team to develop technical or data solutions, formulate capture and win themes; establish and execute call plans; shape deals with targeted HHS and other customers; develop teaming strategies, identify and close on necessary teaming agreements; understanding price essentials and contribute to developing winning price, participate in guiding proposal efforts to win work.
  • Familiarity with and ability to use CRM tools, NextStage is preferred.
  • Excellent written and verbal communication skills and ability to present to top level government customers and brief internal RIVA leadership on status of opportunities using a capture deck or other associated briefing materials.
Salary Range: $125,000k - $175,000k DOE

RIVA Benefits:
  • Health, Dental, and Vision Coverage
  • Life Insurance
  • Retirement Benefits / 401K with company matching
  • HSA/FSA Spending Accounts
  • Long- and short-term disability
  • Pet Insurance
  • Wellness Program Initiatives
  • RIVA Flex
  • Additional Workplace Benefits


RIVA Solutions 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 identify, national origin, disability, veteran status, or any protect class. If you need a reasonable accommodation to search for a job opening or to submit an online application, please email [email protected]. Only messages left for this purpose will be returned.

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