Duties and Responsibilities:

• Identify, form and manage key customer relationships with decision makers of their assigned agencies
• Develop and execute new business strategies to secure large-scale opportunities
• Build and maintain relationships with C-suite executives and senior decision makers
• Collaborate with cross-functional teams and the Capture Manager(s) to deliver tailored solutions and compelling value propositions
• Navigate extended, multi-stakeholder sales cycles, addressing risks and driving consensus among teams
• Provide strategic and technical insights to support negotiations
• Monitor industry trends and adapt strategies to capitalize on emerging opportunities
• Develop and maintain an active strategic growth plan, and the associated pipeline, in alignment and consistent with corporate campaign strategy and goals
• Develop adjacent customers by demonstrating dynamic solutions, capabilities, and potential acquisition paths for early-stage opportunities, working with internal technical and program management teams to develop responses for requests for information (RFI), market surveys, white papers, presentations, briefings, and major event
• Acts as Player/Coach by supporting their own assignments and managing a team of Business Development Representatives
• Leverage customer intelligence and research resources to identify, develop, and qualify opportunities that align to the Company’s strategic sales campaigns that result in meaningful and measurable revenue growth
• Achieve growth goals through winning new business, contract recompetes by developing long term teaming, and on-contract program growth strategies
• Act as primary interface with customer stakeholders and industry community for assigned opportunities
• Build customer relationships through effective communications, pre-identification development, and long-term thought leadership
• Identify and target new business markets, adjacent services and markets, and strategic partnerships
• Incorporate the standard Acuity business development, capture, and proposal processes in daily activities, and effectively manage and communicate the opportunities and plans for management and technical teams

Qualifications:

• Minimum of ten (10) years of experience in enterprise-level sales, with a proven track record of securing multi-million dollar contracts (>$10M) in the federal market space
• Exceptional communication, presentation, and negotiation skills
• Proven ability to excel in a dynamic, fast-paced environment, with frequent travel to meet clients and attend industry events
• Strong leadership skills with an ability to coach, lead, motivate and influence others to support
• Current broad market relationships and proven experience building relationships with strategic teaming partners (prime and sub-contractors).
• Developed and mature key relationships across multiple federal civilian government agencies
• Ability to think strategically and operate independently
• Proven record of executing aggressive call plan including history of being able to “walk the halls” and schedule meetings with customers to increase brand awareness, resulting in a two-way dialogue with ongoing follow up to develop solution presentations based on the client’s needs
• Ability to deliver quality work on tight deadlines, with strong organization and priority setting skills
• Ability to manage employees through influence even though they may not be a direct report
• Advanced working knowledge with Microsoft Office products (Excel, PowerPoint, Word, etc.)

Preferred Qualifications:

• Extensive network of high-level contacts within the fed/civ space, FEMA, DHS, CBP. ICE
• Shipley (or ToTS) or APMP certified
• Advanced degree in engineering, business, or a related technical field
• Previous experience working with Salesforce CRM