Director, Business Development in Herndon, VA

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Aerospace & Defense   •  

8 - 10 years

Posted 7 weeks ago

Akima seeks to hire a Business Development Account Executive in support of our Defense Health IT account. In this role, you will be responsible for formulating and executing strategy, developing and qualifying the pipeline to support pursuit of new business in Defense Health IT/Military Health System, specifically Defense Health Agency (DHA), Office of the Assistant Secretary of Defense for Health Affairs (OASD(HA), and Military Treatment Facilities. The candidate must have demonstrable experience generating new business opportunities and forming new business relationships, knowledge of the contractual requirements of the industry, and a track record of proven results.

Responsibilities include full opportunity lifecycle management to include identification and qualification of opportunities, development and maintenance of the opportunity pipeline, development of customer-focused solutions, development and maintenance of customer relationships, and working with executive staff to obtain opportunity pursuit approvals. Additional responsibilities include supporting the development of strong proposals and driving revenues that exceed assigned revenue targets.

Responsibilities include:

Formulating and executing strategy, pipeline development, and other activities to win new business across accounts

Ensuring that Akima is viewed as a key partner across multiple markets, and helping position Akima favorably in the eyes of both the customer and teaming partners

Owning the development and execution of an account strategy and pipeline while ensuring that the PMO business development strategy is implemented, including making recommendations for modifications when necessary

Identifying opportunities with high Pwin potential, qualifying opportunities, and working with our capture and delivery teams to win

Leading teams to develop and deliver on a pipeline of opportunities that align to Akima's Strategic Solutions of Enterprise IT and Mission Support Services

Overseeing the development and execution of customer call plans for opportunities, assessing competitive landscape, and applying knowledge of leading competitors to foster the development and implementation of an effective and differentiated win strategy

Coaching others and providing business development advice to delivery leads as necessary

Aiding in the negotiation of teaming agreements, contracts, and proposal development

Developing and briefing bid/no bid recommendations, pursuit and capture strategies for new business opportunities; and associated business cases for advancing opportunities that will grow the business base

Using strong client management skills, including the ability to develop and maintain lasting relationships with government and industry partners through daily interactions across all PMO markets to gain valuable intelligence and insights and subsequently position Akima as a trusted partner to customers

Managing responses to government market research inquiries (e.g. RFIs, Sources Sought Notices, etc.), attend industry events, and participate in thought leadership initiatives

Shaping acquisition strategies by leveraging client relationships, company capabilities and experience, partners, and contracting vehicles

Delivering presentations and communicating to internal and external audiences

When necessary, assisting the Capture Manager for large strategic bids ($50M to $200M+ in Total Contract Value) including development of solutions and win strategies; developing and executing capture plans based on established internal processes and tools; and advancement of proposal readiness


Minimum Qualifications:

  • Bachelor's degree required with a preference for scientific, engineering or business discipline; advanced degree highly desired
  • Previous operational experience working across diverse verticals and understanding of the IT mission areas and mission support services
  • Extensive knowledge of Defense Health IT/Military Health System, specifically Defense Health Agency (DHA), Office of the Assistant Secretary of Defense for Health Affairs (OASD(HA), and Military Treatment Facilities
  • 10 years of business development and/or capture experience with demonstrated success developing a qualified new business pipeline and winning new business
  • Strong familiarity with federal acquisition regulations, policies and contract vehicles strongly preferred
  • Demonstrated success in identifying, qualifying and helping organizations win contracts >$50M
  • Current Secret or higher security clearance is required
  • Ability to identify key growth areas and develop new business aligned with the company's growth strategy and campaigns
  • Ability to lead interdisciplinary teams with varying levels of experience
  • Knowledge of Government contracting and current acquisition trends and customer buying behaviors
  • Knowledge of competitors and ability to model competitor behaviors in the market
  • Strong contract management, negotiation & influencing skills
  • Ability to present and communicate effectively at senior levels
  • Problem solving & decision making
  • Ability to manage multiple priorities in a fast-paced environment
  • Ability to manage customer relationships to maximize business opportunities
  • Ability to travel up to 20 percent of the time or as business dictates