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Director, Federal Business Development

2 months ago

Herndon, Virginia, United States Disability Solutions Full time
Job Title: Director, Federal Business Development

We are seeking a highly skilled and experienced Director, Federal Business Development to join our team at Disability Solutions. As a key member of our executive team, you will be responsible for driving strategic initiatives and leading a talented team of professionals in the Federal Business Development space.

Main Responsibilities:
  • Develop and implement business development plans to drive growth and revenue in the Federal market.
  • Manage sales and business development for a market unit or segment, with a focus on customer and quality.
  • Build strong executive customer relationships and deliver high-impact presentations with strong business objectives and KPIs to measure results.
  • Devise creative and effective sales approaches, identify custom and industry-leading solutions, and propose them to clients.
  • Anticipate risks with customer satisfaction, determine the root cause of problems, remove blockers, and establish recovery action plans to improve customer experience.
  • Build trust and loyalty with customers by providing up-to-date insights, challenging them when necessary, and introducing innovative ideas relevant to their business strategy.
  • Engage decision-makers and influencers to map out multiple targeted relationships that will help improve the client's business with the appropriate offerings.
  • Proven relationships and success in closing deals, with a history of over 100% quota attainment.
Strategic Thinking:
  • Choose from T-Mobile's technology solutions that fit the business needs of TSFO customers, using industry knowledge.
  • Drive account planning, construct a strong forecast, and accurately impute it into our CRM.
  • Understand each customer's technology footprint and strategy, business drivers, and landscape, and strategic growth plans.
  • Originate plans to offer more targeted solutions that satisfy customers' key performance indicators (KPIs) and align the right partner solution for customer industry needs.
  • Presents business plans to customers to generate new opportunities and guides others in the organization on how to tailor industry-specific presentations.
  • Presents business reviews to the senior management team regarding progress and roadblocks to expanding our reach.
Account Management:
  • Ensure end-to-end customer satisfaction is critical and a key piece of the role, leading the customer relationship and resolving issues with the help of key team members.
  • Use inside resources in product teams, IoT, Solution Engineering, Marketing Vertical experts, pricing, legal, and external partners to create opportunities and finalize deals.
  • Create multiple opportunities inside the account, with detailed processes, and deals under short timelines, and input those into Salesforce.
Competitive Knowledge:
  • Leverage internal networks of industry experts in product and marketing to strengthen knowledge of the industry, competitors, and customer business priorities.
  • Attend key industry events in person or virtually to stay current with the strategic roadmap of key Federal customers.
  • Develop and support strategic partnerships with senior internal to T-Mobile and external customers, intimately understanding their business strategies, generating innovative ideas, and monetization strategy.
  • Experience presenting to and interacting with executive management and C-Suite across partners and Federal Government, having led large new business wins across complex scope and scale.
  • Develop profitable new account relationships in the National Security, Department of Defense (DOD)/Federal Civilian verticals.
  • Travels regularly to meet with existing and prospective clients (up to 40% travel monthly).
  • Drives new business through partnerships with Strategic Partners.
  • Identifies and solicits business opportunities based on knowledge of clients, markets, products, and services.
  • Makes sales presentations to current and prospective NatSec/DOD/Federal Civilian clients.
  • Documents sales activities using our CRM platform.
  • Full new business pipeline development and ownership.
  • Successful experience moving deals through new business pipeline to close.
  • Implements and maintains an effective referral network and call program to promote sales.
  • Collaborates with internal partners within Government and throughout the enterprise to build a successful network of internal advocates to support continuity and growth within the Public Sector.
  • Establishes and maintains positive public relationships within the community to enhance the organization's image and promote new business.
  • Ability to think strategically, take a comprehensive view, and develop a compelling vision focusing on impact and results.
  • Steadfast focus on identifying and creating business opportunities.
  • Passionate about delivering the right way across people, process, and technology.
  • Experience partnering with multiple functional and business groups across the enterprise.
  • Excellent written and verbal communication skills with the ability to present complex technical information clearly and concisely to various audiences, including executives and non-technical leaders.
Business Analytics:

Strong analytical skills with demonstrated ability to identify, analyze, and synthesize data to drive decisions.

Builds trust and strong cross-functional relationships across an organization to achieve common goals, partners well, and brings people along.

Customer-obsessed, considers the impact on customers with every business decision.

Solid business acumen.

Thrives in a high-pressure, demanding environment.