Vice President of Business Development DHS

The Company:

The client Supports the Federal Geographic Data Committee (FGDC) under a US Geological Survey IDIQ Contract to provide government-wide policy and guidance aimed at implementing technology- enabled capabilities for the development, management, search, integration, display, and analysis as well as the archiving of geospatially referenced data assets and products (maps). The majority of the
company’s business comes thru DHS. Revenues are approaching $50M, and is strategically interested in bringing their qualifications to NGA ( Senior Levels ), DOD-Air Force- Army Geospatial, Justice, and FBI. The company does have interests in HHS and has CIO- SP3.

AI and Machine Learning include work focused on the following:

Financial fraud detection both at Federal Civilian and Law Enforcement agencies
The use of Artificial Intelligence in advanced procurement procedures and market research
Emergency management with image and object detection (computer vision) for evacuation and anti-disaster efforts Company contracts are listed on the website.

The client is seeking a Business Development Executive to enhance client relationships and brand in the Homeland Security market. The right candidate has a proven track record of building a pipeline of contract opportunities aligned with high-end technology consulting services. The BDE ‘s accounts will include DHS Headquarters (HQ), Immigration and Customs Enforcement (ICE), and Federal Emergency Management Agency (FEMA).

The BDE demonstrates a deep understanding of the specific missions and environmental intricacies of DHS HQ and components, including ICE and FEMA. The BDE builds credibility with executives,
program managers, and procurement executives as trusted advisors and partners in solving national security challenges. The right candidate is able to identify key stakeholders who have a role in decision-making, establish trust and identify ways to support the mission. The right candidate will
have a strong understanding of the client's core capabilities of Digital Transformation, Data Science & Analytics, and Location Intelligence. The BDE is a leader, planning, monitoring, facilitating, and executing project activities. They oversee capture efforts within the account, coordinating proposal teams, partners, technical leads, and other resources supporting capture activities.

Roslyn, VA

Job Description – Vice President of Business Development DHS

Responsibilities:

Responsible for the identification, pursuit, and winning of new business development
opportunities primarily focused on DHS HQ, ICE, and FEMA
Develop opportunities by clearly articulating client-differentiated services and solution offerings; provide relevant past performance examples to key government stakeholders and
mission partners.
Initiates sales process by identifying opportunities, building relationships; qualifying opportunities; scheduling meetings with decision makers inside of the agency, and building winning capture strategies.
Prepare and deliver Gate Review and Bid/No-Bid presentations, business capture plans, and customer briefings, including outlines of pricing strategies, based on customer knowledge.
Monitor publicly available government agency procurement sites for potential opportunities and updates to include budgeting, sourcing, and capturing analysis.
Participate in the development of white papers, RFI responses; Sources Sought responses, Market Research meetings, and other Pre-RFP requirements
Build and maintain strong, long-lasting customer relationships that represent clients in a positive fashion
Partner with customers to understand their business needs and objectives; translate that knowledge into customer-tailored, differentiated solutions.
Understand market/account-specific landscapes, addressable markets, customer and procurement trends, and competitive trends.
Define and implement customer growth strategies and effectively communicate investment rationale based on market factors, capability alignment, and fit
Research Cost/Price intel and share it with the Pricing team.
Provide analysis of RFPs, their revisions, and amendments, along with strategic
recommendations for continuing pursuit.
Develop and execute strategic plans to achieve sales targets and expand our customer base within current and expansionary target markets and accounts.
Achieve or exceed annual sales targets within assigned markets and accounts.
Identify and set new business priorities and develop marketing, and capture plans for key emerging opportunities.
Assist in the development of requirements and requests for proposals.
As directed, provide business/proposal development support to the leadership teams and project teams as required.
Develop workshare criteria and creative strategies for engaging partners with accountability through Teaming Agreements
Travel as required to contract sites, partner offices, and other company businesses as necessary.

Qualifications and Requirements:

5+ years of specific, increasingly responsible business development and sales experience in a government consulting environment selling professional services.
Relevant DHS business development and capture work experience in the successful growth of the new and existing business, single award vehicles such as IDIQs and BPAs, including a successful track record of driving business opportunities that result in winning competitive
bids.
Well-established networks in the DHS community; BDE must establish/expand relationships with prospective clients, as well as identify and develop relationships with current future
partners.
Thorough knowledge of current marketing and sales best practices within the industry and the ability to develop unique strategies based on sound marketing and industry analyses.
Independent worker with strong research, analysis, and presentation delivery skills.
Knowledge of the Federal Government acquisition timeline and experience with the
application of a structured BD/Capture methodology to align with the timeline.
High energy, goal-oriented, striving for excellence. Ability to coordinate multiple projects and initiatives at one time.
Strong oral and written communication skills.
Strong working knowledge of a professional services organization, Government contracting, and federal acquisition regulations (FAR, DFARS, etc.).
Expert computer skills with advanced knowledge and experience in Microsoft Office Suite software.
Experience with Digital Transformation (DevSecOps, Cloud), Data Science (Analytics,
Tableau, Machine Learning, AI), and Location Intelligence (ESRI) is a plus.
Working understanding of the DHS mission with the ability to identify potential issues and recommend solutions.
Demonstrated knowledge of project management methodologies and tools
Some occasional (< 10%) travel to mission locations across the United States.

Additional Information

Education: BA/BS degree preferred

Security Clearance: Applicants selected must be eligible to work in the United States and will be subject to a government security investigation, and must meet eligibility requirements for access to protected information. DHS EOD (eligibility required).

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Vice President of Business Development DHS