Lead Account Management Team at renowned SaaS company providing cloud - based POS solutions. Drive retention, growth, and process optimization for improved client relationships in Germany.
About the role
- Business Development Account Executive managing DoD accounts for AMERICAN SYSTEMS. Responsible for strategy formulation, customer relationships, and pipeline development.
Responsibilities
- Join a growing, fast-paced, and high-performance account management team at AMERICAN SYSTEMS
- Formulating and executing strategy, pipeline development, and other activities to win new business within the DoD account
- Must have experience supporting U.S. Army accounts
- Ensuring that AMERICAN SYSTEMS is viewed as a key partner within our target DoD market and helping position AMERICAN SYSTEMS favorably in the eyes of both the customer and teaming partners
- Owning the development and execution of an account strategy and pipeline in coordination with the delivery leads
- Ensuring that our DoD business development strategy is implemented, to include making recommendations for modifications when necessary
- Identifying opportunities with high PWin potential, analyzing and qualifying opportunities, and working with our capture and delivery teams to win
- Leading teams to develop and deliver on a pipeline of DoD opportunities that align to AMERICAN SYSTEMS’ Strategic Solutions of Enterprise IT, Test & Evaluation, Acquisition Lifecycle Support, Training, and Engineering & Analysis
- Overseeing the development of customer stakeholder maps 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 throughout the BD/opportunity lifecycle
- 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 in our target DoD market to gain valuable intelligence and insights and subsequently position AMERICAN SYSTEMS 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
- Assisting the Capture Manager for large strategic bids ($50M to $200M+ in gross bookings) in the DoD account including development of solutions and win strategies; developing and executing capture plans based on established internal processes and tools; and advancement of proposal readiness.
Requirements
- Bachelor’s degree required with a preference for scientific, engineering or business discipline; advanced degree highly desired
- Previous operational or program management experience in DoD markets and understanding of the Commands, centers and PEOs
- Prior experience in one or more key mission areas including systems and lifecycle engineering, cyber, IT, design, test and evaluation, training and modeling and simulation domains is desired
- 5-10 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 and contract vehicles strongly preferred
- Experience in leveraging streamlined, agile acquisition pathways to shape procurements
- Demonstrated success in identifying, qualifying and helping organizations win contracts >$50M.
- Preferred experience in congressional advocacy to shape legislation
- Current Top 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 leverage technology and tools related to Customer Relationship and Pipeline Management, Market Intelligence, Proposal Management and Business Analytics
- Ability to manage customer relationships to maximize business opportunities
- Inspires confidence in others and works constructively and calmly under stress and pressure
- Ability to travel up to 25 percent of the time and as business dictates.
Benefits
- healthcare benefits
- paid leave
- retirement plans
- insurance programs
- education and training assistance
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