Vice President of Growth

Customer Relationships

• Understands capabilities of the portfolio in order to recommend strategic partnerships
• Develops an understanding of national security priorities and the capabilities of the portfolio to fulfill requirements
• Develops partnerships within academia to make strategic introductions and connections to fulfill potential opportunities in the defense market
• Maintains and grows Department of Defense ecosystem partnerships throughout the State and Country
• Builds relationships with existing and potential customers
• Proposes and develops strategic partnerships
• Evaluates existing partnerships and sales efforts with an eye toward building on what works and advising adjustments where needed
• Manages key customer relationships and works to build new ones within existing customers
• Leads sales, marketing, customer-service, and client relationship management teams
• Develops and strengthens internal and external relationships that will lead to increased lead generation and market share
• Builds cross-functional teams among customers to expand capability sets and provide complete solutions to government customers
• Cultivates an entrepreneurial growth culture throughout the company and across all teams and work functions
• Helps to shape the company’s long-term objectives and determine plans for how to meet them

Strategic Business Promotion

• Travels to strategic conferences, expos, and events to network and promote the company and the portfolio capabilities

1. Researches and advises on specific conference attendance
2. Assists and advises on conference organization
3. Utilizes CRM capabilities to perform pre- and post-conference outreach and follow up

• Identifies sponsorship opportunities, including nonprofit engagement
• Conducts webinars and presentations to raise the company and portfolio profile
• Expands the profile and reach of the company

Pipeline Forecasting

• Develops an understanding of the market landscape - specifically Department of Defense, Department of Energy, and other federal departments, inclusive of:

1. Forecasting opportunities
2. Making connections from customers to opportunities
3. Providing 6, 12, 18, 24 month pipelines forecasted for customers

• Assists in market gap analysis and identifies existing and potential customers to collaborate to fill the requirements
• Tracks emerging markets and technology trends

Opportunity Response

• Advises and consults internally and externally on proposal responses inclusive of:

1. Shipley Methodology processes and procedures recommendations
2. Content creation
3. Requirements tracking
4. Compliance matrixes for writers, contributors, and others involved
5. Graphic creation, marketing involvement, formatting processes
6. Understanding and conformance to Terms and Conditions

• Develops a deeper understanding of FAR and non-FAR based procurement requirements to assist customers in responding to Federal opportunities