• Developing and refining an understanding of customers’ missions and most important needs
• Creating/leading winning capture strategies
• Supporting D&B’s diverse portfolio of products and services, which comprises responsibility for all aspects of business development to include strategic capture, proposal operations, and market strategy within the Federal Civilian market
• Identifying, qualifying, and capturing business and sales opportunities
• Growing of a qualified pipeline growth necessary to meet or exceed the forecast and plan
• Planning and recommending business development and marketing strategies to achieve maximum customer and market penetration and to drive strategic growth

KEY RESPONSIBILITIES:

• Business Development/Client Relationships - Grow the opportunity pipeline, to include existing and new markets/customers, through diligent and timely identification/qualification of new business opportunities by leveraging current technologies, customer intimacies, and inter-company collaboration.  Coordinate with the Client Directors in developing customer requirements and suitable solutions that are Profitable, Scalable and Compliant. This includes:




• Develop and execute business development strategy specific to the DNB portfolio.
• Oversees the identification, qualification, and pursuit of strategic business opportunities.
• Support internal cross-organizational relationships and drives new growth.
• Obtain marketing intelligence and competitive data pertaining to potential targeted pursuits and develop marketing strategies.
• Lead and participate in bid decisions, phase reviews and the development of cost strategies for the Federal Civilian market.
• Play a key role in the development and execution of the long-term strategic plan for Federal Civilian market.
• Conduct customer visits and perform research to understand current and emerging customer needs and requirements.
• Establish, build, and maintain customer relationships and assess competitor capabilities aligned to specific customers across a diverse business portfolio.
• Responsible for identifying and qualifying funded programs of significant value.
• Interfaces between the BD team and internal and external stakeholders (prime or subcontractors, business group units).
• Works closely with the BD team, Client Directors, and others to ensure effective, efficient, and integrated implementation of business development strategies.
• Designs, develops and oversees quality for all BD contributions to overall client strategy within FEDERAL CIVILIAN Market, including: (1) processes and systems related to acquisition, development, management, and retention of loyal and satisfied clients (2) processes and systems for collection, interpretation, and dissemination of client data in service of building a robust opportunity pipeline (3) processes and systems for tracking progress towards and achievement of BD plan strategic objectives.
• Attends conferences and other external meetings to explore business development opportunities.
• Prepares status reports and briefings for management.
• Supports continual business development process improvement.
• Maintains appropriate records and documentation; tracks, monitors, and reports data to support business development.

Related Channels & Partner Functions. Develop, maintain and further our relationships with a range of Partners that match our target focus areas.

• Research/Vet/Develop a broad range of Small Business partners.
• Leverage existing relationships with Federal Civilian/Defense contacts and Systems Integrators to present technology overviews.
• Connect Small Business partners with FEDERAL CIVILIAN stakeholders to help develop comprehensive solutions.
• Work with partners to develop and identify and qualify upcoming opportunities.
• Maintain partner/skill/experience matrix for both potential large and small business partners.

Sales Support – Responsible for building strong relationships with Client Directors (Sales) and identifying opportunities.

• Leverage knowledge of industry challenges and opportunities to build trust and respect with both internal and external customers.
• Identify gaps and opportunities to provide value added solutions.
• Develop expertise in D&B’s products and solutions, and how they can be applied to the target markets.
• Support the creation of price models for simple and complex solutions, including value propositions and ROI estimates, proposals, and contracts, and support the customer buying process from discovery through contract signature.

Account Planning – Participate in the account process with the Federal Civilian Client Director and other sales team members through quarterly detailed account planning process.

• Account Planning will include account spend/forecast, key insights from the client’s solution reviews, assessment of account’s needs, proposed steps for growing account spend including introduction of new products/solutions/services.
• Support Client Director in contract negotiations of all client solutions.
• Provide support to accurate forecasting and status of activity in assigned accounts.

Performance – Responsible for helping Client Directors in meeting and exceeding overall sales targets through the closing of new business opportunities in assigned customers.  Responsible for exceeding targeted activity levels and building and helping maintain sufficient pipeline in support of achieving new business targets.

• Responsible for helping Client Directors in meeting and exceeding overall sales targets through the closing of new business opportunities in assigned customers.  Responsible for exceeding targeted activity levels and building and helping maintain sufficient pipeline in support of achieving new business targets. 

Industry Knowledge – Must remain current in industry and application best practices and trends, providing value-added solutions. Leveraging knowledge of industry challenges and opportunities to build trust and respect with both internal and external customers.

• Must remain current in industry and application best practices and trends, providing value-added solutions. Leveraging knowledge of industry challenges and opportunities to build trust and respect with both internal and external customers.

KEY SKILLS:

• Skills to breakdown customer RFP to understand customer requirements, establish recommended win strategy as well as Price-to-Win.
• Knowledge of Government contracting and current acquisition trends and customer buying behaviors.
• Quickly respond to customer queries and technical, management, past performance, or price questions.
• Demonstrated customer relationship building skills.
• Demonstrated strong closing skills.
• Proven experience in working with geographically diverse teams; strong coaching and mentoring skills; ability to achieve results through others.
• Strong interpersonal skills.
• Strong written skills to be able to provide status, weekly reports, presentations, review packages, and assist with proposals.
• Strong business-to-business financial, technical, program, marketing skills.
• Ability to work across organizational boundaries and work within cross functional/cross teams.
• Confident with strong negotiation skills, including ability to conduct negotiations and achieve results through persuasion and diplomacy.
• Strong knowledge of the Federal Civilian acquisition/procurement process.
• Familiarity with the FEDERAL CIVILIAN IDIQ/GWAC contracts and industry competitors.
• Strong presentation skills are required to make presentations to potential partners, customers, government entities and internal management at all levels.
• Demonstrated ability to build customer and industry relationships.
• Demonstrated ability to effectively work in a variety of global sales cultures.
• Effectively report and reflect business development activities to ensure accurate forecast reporting.

QUALIFICATION REQUIREMENTS:

• Must have recent direct experience and connections with key decision makers within the US Federal Civilian Agencies.
• Must possess a proven track record of exceeding business development pipeline growth goals.
• Strong track record of success/experience in business development and sales.
• Strong experience in working with US systems integrators.
• Ability to position DNB capabilities within complex solutions for strategic opportunities for closure
• Ph.D., MS or MBA, Public Policy preferred; equivalent experience is considered
• Solid foundation in cyber security technology and/or operations.
• Ability to understand, communicate and execute corporate objectives internally and externally.
• Excellent verbal and written communication skills.
• Excellent sales presentation skills with the ability to influence and impact an audience
• Ability to obtain and maintain a security clearance, if required.
• 5 - 10 year of experience in a similar role.
• Strong communication, interpersonal, planning, and problem-solving skills.
• Proven success with driving new large dollar engagements in a highly complex environment.
• Ability to manage and report on opportunities throughout the various stages within the sales pipeline.
• Ability to provide clear, precise, and effective communications in a written and verbal format to both internal and external audiences.
• Able to problem solve and clearly communicate alternative solutions that map to our core assets and solve the customer’s business needs.
• Ability to work in a dynamic, results driven and fast pace culture.