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Strategic Accounts Growth Leader

6 hours ago

Bethesda, Maryland, United States Coforma Full time $200,000 - $210,120
Strategic Accounts Growth Leader

Department: Growth

Employment Type: Full Time

Location: Remote (select US states)

Reporting To: Imogen Thomas

Compensation: $200,000 - $210,120 / year


Description We are looking for a Strategic Accounts Growth Leader to join our growing, distributed team at Coforma.

Reporting directly to the Head of Solutions, the Strategic Accounts Growth Leader will develop Coforma's growth strategy for our non-core accounts, including all non-healthcare and non-Veteran agencies. Your expertise in aligning teams and building relationships and understanding within and across project teams, partners, and stakeholders will be key to your success at Coforma.
The ideal candidate for this role is a self-starter passionate about digital services in the federal government with experience in the cradle-to-grave business development lifecycle. As part of our Growth and Solutions team, you'll play a key role in educating our teams and stakeholders, facilitating aligned opportunities, and selling a diverse range of digital products and services that positively impact people's access to government services.

If you're passionate about improving lives through digital products and services, then Coforma is a great company for you.
$200,000 to $210,120 Annual Salary + Benefits + Growth Potential Placement within this range will be based on the competency level of the candidate. An offer will be made at one of the following tiers:
  • Tier 1 - $200,000: Experienced and fully competent. Will be able to independently perform key responsibilities of the role once onboarding is completed.
  • Tier 2 - $210,120: Highly experienced and can perform all responsibilities of the role at a higher level than expected once onboarding is completed.
To honor our company-wide equitable pay system, the posted salary range and corresponding tier salaries are non-negotiable.
This is a US-based remote position open to applicants in the states listed below. Some travel will be required.
To ensure we remain compliant with all state, county, and local employment and tax regulations, applicants must currently reside in one of the following states to be considered for employment with Coforma. This list will be updated periodically as our People team works to open up hiring in additional states.
  • Arizona
  • California
  • District of Columbia
  • Florida
  • Georgia
  • Idaho
  • Illinois
  • Maine
  • Maryland
  • Massachusetts
  • Montana
  • Nevada
  • New York
  • North Carolina
  • Oregon
  • South Carolina
  • Tennessee
  • Texas
  • Virginia
  • Washington
  • Wisconsin

What You'll Do (Key Responsibilities)
  • Assume ownership of the Strategic Accounts growth plan including strategizing, coordinating, and driving business development initiatives such as customer engagements, proposal development, competitive assessments, capture strategy development and execution, budget/pricing creation, and more
  • Identify and secure potential teaming partners (OEMs, Primes, Subcontractors, etc.) with a clear understanding of their complementary and strategic value to Coforma's Veterans services, healthcare, and public interest focus areas
  • Maintain a broad understanding and application of Coforma's capabilities and their importance to our customers
  • Work closely with various stakeholders throughout the company including Account Management, PMO, Finance, and Delivery and act as a subject matter expert throughout the business development/proposal process
  • Identify key contract opportunities, build and maintain a two-year strategic pipeline of opportunities, and analyze opportunities to provide Coforma leadership with various options and the best strategy to secure opportunity wins
  • Identify trends in customer purchasing patterns, enacting specific plans to help the team capture business and proactively present new ideas and lead business planning efforts with clients to create, grow, strengthen, and promote long-term, mutually profitable client relationships
  • Develop and regularly update formal Lead & Opportunity pursuit reviews per our methodologies, tools, or other resource systems
  • Represent the company at onsite customer meetings, business reviews, and industry days as well as external business networking opportunities, conferences, and events as needed
  • Coordinate with appropriate resources to execute necessary legal and financial agreements, such as NDAs and teaming agreements before RFP release
  • Develop sustained, deep relationships with influencers within and outside the customer organization and use those relationships and acquired insight to strengthen Coforma's position for targeted pursuits within the Public Interest focus area


In Your First 30 Days, You Will:
  • Complete new hire orientation training and meet with external counterparts and key stakeholders across the org
  • Learn about the Growth team's process for pursuing new opportunities and become familiar with the active pipeline 
  • Shadow other members of the Growth team and familiarize yourself with our standard operating procedures
  • Begin tracking opportunities in customer portals


After 60 Days:
  • Assume all core functional responsibilities of the role
  • Document your process for completing work against established guidelines
  • Track the time spent on specific tasks to establish Service Level Agreements (SLAs) for responding to certain requests
  • Conduct a deep dive into past performance and contract vehicles
  • Represent Coforma at industry conferences and events in a professional manner
  • Identify skills or knowledge gaps and establish a professional development plan for yourself


After 90 Days:
  • Optimize and improve existing processes as needed
  • Assume full responsibility and accountability for all functions associated with the role

Who You Are and What You Know (Knowledge and Experience Requirements)
  • A minimum of 10 years of business development experience in the digital services, software development, or IT consulting services markets supporting federal government and civilian agencies
  • Familiarity with and experience in supporting Department of Defense 4th Estate agencies
  • Deep experience conducting market and industry research analyses and identifying, qualifying, and pursuing business development opportunities supporting Public Interest tech pursuits
  • Excellent communication, presentation, and client relationship skills with a proven ability to tailor verbal and written communication to a diverse range of stakeholders, particularly at the senior+ level
  • Strong understanding of how federal, commercial, or non-profit organizations procure, manage, and source funding/budgets and proven experience in pursuing and winning new and follow-on business, including building and leveraging relationships, and developing effective teaming and win strategies
  • Strong competency in situational awareness, situational leadership, and conflict mitigation and resolution
  • Passion for and interest in improving government services for citizens with the ability to create, support, and foster ideas that innovate and reframe end-user expectations
  • Full-time resident of the contiguous United States (must be legally authorized to work in the US now and in the future without sponsorship)
  • Must be able to successfully pass any applicable background and/or security checks as needed


Preferred Qualifications and Experience
  • Veteran of the US Armed Forces
  • 2 or more years of experience working on a remote team or remote freelancing
  • Strong understanding of human-centered design, agile software development, and product development
  • Experience writing or editing proposals (government or otherwise)
  • Familiarity with productivity and communication tools such as Google Suite (gDocs, gSheets, gSlides), Slack, ; sales CRM platforms; and market intelligence software

Other
  • Internet: Will prioritize and maintain access to strong, reliable internet for the remote nature of our work, except when on vacation or holiday.
  • Security: Will keep the highest security practices to ensure privacy and security of Coforma and client information, given the nature of our work, even when on vacation.
  • Travel Flexibility: On request and with advanced notice, will attend in-person events such as meetings, workshops, and trainings as assigned for projects that require it.
  • Brand Representation: Will represent Coforma professionally and sincerely, modeling our Company Values in all interactions.