Senior Business Development Manager

3 days ago

Rockville, Maryland, United States ExpediteInfoTech, Inc. Full time
About the Role

We are seeking a highly experienced Senior Business Development Manager to join our team at ExpediteInfoTech, Inc. as a Capture Strategy Lead. In this role, you will be responsible for leading the development and execution of comprehensive capture strategies to secure large-scale IT services contracts with the US Department of Defense and other federal government agencies.

Key Responsibilities
  • Develop and execute capture strategies to identify and pursue high-value IT services opportunities with federal government agencies.
  • Lead cross-functional teams to develop and execute business development plans, including customer engagement, solution development, teaming, and pricing strategy.
  • Build and maintain strong relationships with senior executives, customers, and stakeholders to drive business growth and capture success.
  • Develop and refine value propositions and win themes based on customer interactions, competitive intelligence, and core competencies.
  • Manage key stakeholder relationships, keep the business leadership team informed, and engage in advancing strategic partnerships with clients and industry partners.
  • Conduct competitive assessments on specific opportunities and make recommendations on approach and teaming partners.
  • Manage knowledge/data consistently and timely within company CRM database.
  • Provide regular updates and reporting to executive team on status of opportunities.
  • Drive business to existing GWACs and IDIQs/BPAs held by ExpediteInfoTech, Inc.
  • Opens doors and lands meetings for ExpediteInfoTech, Inc. technical demonstrations and proof of concepts to potential Federal customers.
  • Participate in proposal development, to include identifying qualifiers and quantifiers, key discriminators, bringing suggestions for call out boxes and ghosting, and the ability to tailor the management approach based on capture.
Requirements
  • Minimum of 8 years of relevant experience in Business Development/Capture for Federal Government procurement of IT Services.
  • Experience with successful execution of all phases of a large and multi-year capture effort, including strategic planning, teaming, proposals, market, or competitive and price-to-win analyses.
  • Honed ability to elicit and understand customers' unique mission, technologies needed and pain points.
  • Expert skills in deal qualification, development of capture strategy, customer collaboration, and teaming.
  • Demonstrated experience capturing prime opportunities in excess of $25M and/or sole-source opportunities.
  • Proven experience winning contracts with a combination of at least two of the following: Army, Navy, USMC, DOD, USAF, DHA, DLA, DIA, DCMA customers.
  • Customer engagement experience with Defense and Civilian federal customers.
  • Experience working with Client Delivery teams to develop and oversee potential solutions for new opportunities.
  • Located in the DC - Baltimore Metro area with ability to participate in DC / Baltimore metro area located activities.
  • Expert understanding of various contracting vehicles and the benefits of each.
  • Expert understanding of all contract types (non-IDIQ, IDIQ - single or multiple award contracts), as well as payment types (e.g., FFP, T&M, cost plus) and impact on risk and business case.
  • Expert understanding of Federal and DoD acquisition lifecycle, customers' buying trends, budgets, and requirements.
  • Demonstrated excellent verbal and written communication skills with internal and external stakeholders, including experience briefing executives and Government clients.
  • Ability to present our capabilities and past performances to clients.
Desired Qualifications
  • Active involvement with industry associations (e.g. AFCEA, ACT-IAC, etc.).
  • Capture and proposal training such as Shipley, etc.
  • Proposal leadership experience.
  • Understanding of technical skills of Modern Software Development, Cloud Solutions, Big Data, AI/ML/RPA and/or Advanced Analytics.

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