Sr. Director, Business Development DOD/Defense Agencies

Job Description Summary

This position will work exclusively to drive revenue by selling specifically to Defense Agencies within the Department of Defense. As a member of the Maximus Federal Sales team, this position will be responsible for identifying, qualifying, capturing, proposing and closing new business opportunities for the company. This individual will initiate new business ideas and concepts to meet their targeted customers’ business needs. As a key leader of the Maximus Federal Sales and Business Development team, this position reports to the Vice President, Business Development & Sales for IT and Consulting Services. This position is responsible for generating, qualifying, and closing new business for the company in our target business areas. It is paramount this individual has a deep understanding of Department of Defense (DoD) Technology (IT) programs, market trends, acquisition strategies, and issues. Since 1975, Maximus has operated under its founding mission of Helping Government Serve the People®, enabling citizens around the globe to successfully engage with their governments at all levels. In the Washington Technology 2020 Top 100 list, Maximus was ranked as a Top 5 Federal Contractor for Systems Integration; Maximus is the leading provider of integrated citizen engagement center services to government agencies; and is a market leader in innovative business process management (BPM) services and technology solutions. With more than 35,000 employees worldwide, Maximus is a proud partner to government agencies in the United States and throughout the world.Duties and Responsibilities include:•Build and maintain an active pipeline of business opportunities at the DOD, Defense Agencies (DoD CIO, DISA, DLA, DTRA, TRANSCOM), and other agency components, by leveraging their existing relationships, developing new relationships, attending government/industry events, working with business partners, and providing solution presentations•Work as part of an integrated team with operations and capture organizations to drive the development of detailed and updated capture strategies for each opportunity to ensure Maximus’ solution is differentiated and competitive•Aggressively add to the pipeline to consistently meet or exceed quarterly and annual signings targets •Develop winning sales strategies and work in a team-oriented selling environment to include members of the team from our delivery organization, our solution organization, our contracts organization, hired business consultants, industry partners, and subject matter experts•Design and drive customer call plans that engage clients up, down and around an opportunity’s sphere of influence to ensure a full, well rounded understanding of the Agency’ objectives are being met with Maximus’ proposed solution•Design and drive the preparation for all customer meetings on opportunities. Ensure successful client meetings on opportunities by pre-determining the objective of the meeting and determine the criteria to use to determine success•Develop and contribute to Maximus Account Plans for targeted Agencies that demonstrate a roadmap to winning new business year-over-year and an understanding of both the client and industry ecosystems•Contribute to the development of proposals, oral presentations, demonstrations, or other key selling tools•Establish and maintain long-term relationships with customers in your targeted Agencies at the working level and up to "C" level government executives•Effectively present to Maximus executives on your opportunities to ensure there is corporate understanding of what is needed to win, what resources must be allocated and what technical or other gaps must be closed in order to ensure a win/award to Maximus•Actively participate in industry organizations where targeted agencies participate. Represent Maximus’ capabilities to government clients.Professional Experience/QualificationsThe ideal candidate will possess many of the following specific qualifications and experiences:•Minimum 12 years of broad-based, sales and business development experience•In-depth understanding of the Federal Government contracting market•In-depth understanding of the Department of Defense•Demonstrated experience pursuing recent DoD technology modernization programs through customer interaction, solution design, technical demonstrations, and identifying high performing teaming partners.•Demonstrated success in shaping and winning opportunities in several of the following technical areas: Digital Transformation, Cybersecurity, IT Modernization and Application Development, Agile Methodologies, Software Development/Engineering, Infrastructure Management, Cloud Services, Supply Chain, Data Science and Advanced Analytics, Operations and Maintenance, Help Desk / Service Desk.•Proven knowledge of U.S. Government procurement process •Experience interfacing with multi-divisional, inter-agency teams, and "C" level buyers (CEO, CIO, CFO, Department Directors, etc.)•Proven competency and demonstrated understanding of Federal government operations and contacts and developing “best value” solutions for Federal government•Experience with effective management of large scale contract bids, negotiations, and client relations •Ability to identify new markets and new business opportunities•Ability to function well in a fast-paced environment and apply critical thinking to address client challenges•Excellent written and verbal communication skills•Unquestioned personal integrity and ethical behaviors•Ability to travel up to 25% of the timeDesired Characteristics•Secret / Top Secret Clearance a HUGE plus•Ability to partner, collaborate and influence others in a highly matrixed organization on a cross-functional team to achieve goals•Excellent business strategy instincts – able to function well in a competitive, changing environment•Effective problem-solving skills, one who anticipates issues and seeks out and analyzes information collaboratively to propose solutions•Excellent organizational and leadership skills•A personal style which encompasses a consultative approach to customer relationship management•Intellectual curiosity, a strong work ethic and commitment to a superior work product•Demonstrated ability to collaborate and build win-win partnerships within a firm/corporation, with a focus on understanding how to leverage technology differentiators•Excellent verbal and written communication skills•With full accountability for results, this person must be willing to exert themselves over sustained periods of time to accomplish their professional and personal goals while maintaining a strong level of mutual respect for peers, colleagues, and direct reports. They must set the standard for personal integrity, honesty, teamwork, and public accountability so as to motivate the entire team to the highest levels of commitment and personal effort.•The successful candidate will possess an established professional reputation for excellence in services rendered, and the highest levels of personal integrity. Education and Clearance Requirements•Bachelor's Degree from an accredited college or university in a field of Business or related subject, equivalent experience considered in lieu of degree

Job Summary

Essential Duties and Responsibilities:- Perform annual review of sales processes and documentation and assist management in understanding inconsistencies or other subject matters.- Identify opportunities for sales process improvements.- Hire, retain, train, coach, guide, direct, and develop direct reports using company-wide processes, tools and resources.- Assist with sales forecasting, planning, and budgeting processes.- Provide leadership and counsel to sales organization and executive management regarding implementing sales organization objectives.- Work with sales team to ensure accuracy and timely distribution of sales and management reports.- Review reports for effectiveness and make recommendations and/or revisions to existing reports as needed.- Create training on all current and new sales operations initiatives.- Create training delivery plan for the development and enforcement of sales operations process and improvements.- Work with executive management on the performance measurements required to ensure success for the organization.Minimum Requirements:- Bachelor's degree required, five (5) years of people management experience, twelve (12) years of experience in the related field.

MAXIMUS Introduction

Since 1975, Maximus has operated under its founding mission of Helping Government Serve the People, enabling citizens around the globe to successfully engage with their governments at all levels and across a variety of health and human services programs. Maximus delivers innovative business process management and technology solutions that contribute to improved outcomes for citizens and higher levels of productivity, accuracy, accountability and efficiency of government-sponsored programs. With more than 30,000 employees worldwide, Maximus is a proud partner to government agencies in the United States, Australia, Canada, Saudi Arabia, Singapore and the United Kingdom. For more information, visit https://www.maximus.com.

EEO Statement

EEO Statement: Active military service members, their spouses, and veteran candidates often embody the core competencies Maximus deems essential, and bring a resiliency and dependability that greatly enhances our workforce. We recognize your unique skills and experiences, and want to provide you with a career path that allows you to continue making a difference for our country. We’re proud of our connections to organizations dedicated to serving veterans and their families. If you are transitioning from military to civilian life, have prior service, are a retired veteran or a member of the National Guard or Reserves, or a spouse of an active military service member, we have challenging and rewarding career opportunities available for you. A committed and diverse workforce is our most important resource. Maximus is an Affirmative Action/Equal Opportunity Employer. Maximus provides equal employment opportunities to all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status or disabled status.

Pay Transparency

Maximus compensation is based on various factors including but not limited to job location, a candidate's education, training, experience, expected quality and quantity of work, required travel (if any), external market and internal value analysis including seniority and merit systems, as well as internal pay alignment. Annual salary is just one component of Maximus's total compensation package. Other rewards may include short- and long-term incentives as well as program-specific awards. Additionally, Maximus provides a variety of benefits to employees, including health insurance coverage, life and disability insurance, a retirement savings plan, paid holidays and paid time off. Compensation ranges may differ based on contract value but will be commensurate with job duties and relevant work experience. An applicant's salary history will not be used in determining compensation. Maximus will comply with regulatory minimum wage rates and exempt salary thresholds in all instances.

Posted Max

USD $220,000.00/Yr.

Posted Min

USD $95,500.00/Yr.

Salary : $220,000 - $0