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Senior Business Development Manager

2 months 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 contracts in excess of $25M.

Key Responsibilities
  • Develop and execute capture strategies to identify and pursue high-value opportunities in the Federal Government market.
  • Lead customer engagement planning, solution development, teaming, pricing strategy, and proposal development to secure contracts.
  • Collaborate with senior executives to develop growth plans and achieve corporate revenue goals.
  • Develop and implement customer/stakeholder relationship management strategies to build strong relationships with key decision-makers.
  • Lead the development and implementation of capture plans, including win strategies, price-to-win analyses, teaming, and investments.
  • Identify gaps in capabilities and/or resources and develop plans to fill those gaps.
  • Develop and refine value propositions and win themes based on customer interactions, competitive intelligence, and core competencies.
  • Support the development and implementation of market-based competitive intelligence, market assessments, client assessments, and strategic planning efforts.
  • 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 Government-Wide Acquisition Contracts (GWACs) and Indefinite-Delivery/Indefinite-Quantity (IDIQ) contracts held by ExpediteInfoTech, Inc.
  • Open doors and land meetings for ExpediteInfoTech, Inc. technical demonstrations and proof of concepts to potential Federal customers.
  • Participate in proposal development, including 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: HHS, Treasury, Commerce, DOJ, and DHS 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.