Business Development Director

4 weeks ago

Queen Creek, Arizona, United States Apriva Full time
Job Summary

The Business Development Director will be responsible for managing and maintaining current business relationships while increasing revenue growth. This role will serve as the primary interface to clients and ensure client satisfaction and retention. The Director will also be responsible for closing new business and delivering best-in-class support before, during, and after the sale.

Responsibilities
  1. Develop and maintain client relationships with government agencies and other government prime contractors to generate revenue growth.
  2. Sign new resellers for Apriva ISS products to generate new business.
  3. Provide day-to-day communications, process improvement, issue resolution, data preparation/market analysis, customer meetings, and business reviews for portfolio clients.
  4. Analyze the government market and provide market and customer input to improve the Apriva ISS product portfolio and help prioritize product roadmaps.
  5. Develop and maintain internal client profiles that provide a snapshot of contract opportunities, applicable budgets, key contacts, business practices, projects, goals, and challenges.
  6. Become a subject matter expert on CSfC solutions and government network security services.
  7. Conduct recurring strategic account reviews for portfolio clients to identify new opportunities and potential relationship impacting needs.
  8. Manage ongoing outbound call campaigns to client portfolios to promote adoption of existing and new products and services.
  9. Identify new business opportunities using resources available within the marketplace, such as GovWin, FedBizOps, LinkedIn, and independently prospecting.
  10. Work with internal parties and target customers to shape upcoming RFP opportunities to the benefit of Apriva ISS.
  11. Work with internal ISS staff to develop winning responses to customer Request for Information (RFI) and Request for Proposals (RFP).
  12. Travel to client locations and attend industry shows to conduct in-person strategy meetings, business reviews, and discuss development/operational needs to promote partnership and maintain and grow the client through existing and new products.
  13. Communicate effectively as the liaison for the client to internal departments, management, and leadership.
  14. Partner with internal product and operational departments to effectively delegate client projects and resolve client concerns.
  15. Actively participate in proactive team efforts to achieve departmental and company goals.
  16. Maintain and update opportunity pipeline tools for tracking and communicating upcoming opportunities.
Qualifications
  1. Ability to obtain and hold a US Government Secret Clearance or higher.
  2. Requires a bachelor's degree in a business-related field and a minimum of 3-6 years of relationship management experience in the government IT products and services industry or a minimum of 7-10 years of experience in government IT products and services industry including customer service/support.
  3. Experience working across Federal Civilian in a small business capacity (Full and Open, Directed opportunities).
  4. Understanding of customer service management strategies, solid relationship management, and business techniques.
  5. Proven skillsets in both Business Development and Capture Management.
  6. Preferred experience with existing organizations, like DoS, DoE, DoD, NSA, etc.
  7. Preferred experience with selling or integrating CSfC Solutions.
  8. Accustomed to adversity, resistant to rejection, and practiced in the successful attainment of personal and professional goals.
  9. Excellent organizational skills, ability to balance multiple projects while meeting and often exceeding deadlines, self-motivated, and disciplined.
  10. Experience with incumbent capture and strategic teaming opportunities with ability to effectively present information and respond to questions from customers, management/leadership, and internal departments.
  11. Excellent oral, written, and interpersonal communication skills (grammar, positive tone, etiquette, confidence, and listening skills).
  12. Aptitude to work with urgency in a fast-paced environment.
  13. Solid Technical aptitude and troubleshooting skills.
  14. Good analytical and contract management skills.

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