• Sales - Business Development Manager/Capture Manager - Army/Navy

    Job Locations US-VA-McLean
    Job ID
    2018-2042
    # of Openings
    1
    Clearance Requirement
    None
    Education Requirement
    High School Diploma/GED
    Certifications
    N/A
    Experience Level
    Senior
  • Overview

    SMS is a fast growing, veteran-owned business that's has supported Federal Government's IT initiatives for over four decades.  We work side-by-side with our Federal clients as a trusted, long-term partner to offer innovative advice and leadership to solve their most pressing and complex problems. We orchestrate people, strategies, technologies and best-of-breed business processes. The SMS advantage in management and technology consulting includes deep domain expertise in complex networking design and unifying communities of interest. 

     

    We have strong capabilities in design & build, planning, governance, quality management, security, analytics, virtualization, operations and business process improvement. For 40 years, SMS has brought customer satisfaction to Federal clients and formed lasting alliances with leading technology companies and talented small businesses to deliver joint, leading-edge, cost-effective services and products. 

    Submit your resume today!

    Responsibilities

    Description of position and Primary Responsibilities:

    The Business Development Executive must have a minimum of 5 years demonstrable experience generating Army and/or Navy opportunities, knowledge of the contractual requirements of the industry, and a track record of achieving/exceeding revenue targets in Information Technology related service sales.

    Responsibilities include full opportunity lifecycle management beginning with identifying opportunities, developing and maintaining a robust pipeline, and working with Executive staff to obtain opportunity pursuits approvals following a detailed gate review process.

    Additional responsibilities include supporting the development of strong proposals and driving revenues that exceed assigned targets with emphasis on the following:

    1. Obtaining a comprehensive understanding of Client’s offerings and services we can offer
    2. Understanding the customer’s financial driver
    3. Assisting with the development of solutions that benefit the customer
    4. Developing and maintain customer relationships at the highest level.

    Roles and Responsibilities:

    • The candidate will develop and execute broad organizational strategic plans as well as leading and executing specific program captures
    • The candidate will identify and qualify business opportunities using SMS’s Salesforce CRM tool and ensure accuracy of the data
    • The candidate will work with management and technical staff to develop programmatic and technology discriminators enabling successful program/task order capture
    • The candidate will develop and execute capture plans during all phases, from early opportunity qualification and development through proposal submission
    • The candidate will also identify and participate, as required, in marketing events such as trade shows that support capture objectives
    • The candidate will work with subject matter experts and teams to develop proposals that speaks to the client’s needs, concerns, and objectives
    • The candidate shall support pricing activities
    • The candidate shall track, record , and present activity on accounts and pipelines, and close deals to meet targets
    • The candidate shall attend industry functions, such as association events and conferences, and document and present information
    • The candidate shall apply knowledge of the market and competitors to identify and develop the company’s unique value propositions and differentiators for opportunities
    • The candidate shall arrange and participate in internal and external client debriefs

    Qualifications

     To be considered for this position, you must minimally meet the knowledge, skills, and abilities listed below:

    • A minimum of 5 years’ relevant experience with proven “win” history
    • Extensive Industry or Department of Defense (DoD) experience working business development activities in support of unmanned programs
    • Proven capture and proposal experience, preferably for Army and/or Navy programs and including programs valued at $20M+
    • Exceptional communication skills, both written and verbal

     

     

    SMS is an Equal Opportunity Employer. 

     

    SMS is a veteran-owned network integrator established in 1976.  With an employee retention rate averaging over 5 years, our ability to hire quality people and retain them in a rapidly evolving IT market proves why we are a world-class information technology company. At SMS, we place a high value on quality of service, customer satisfaction, and best-of-breed policies and practices. As a result, SMS is proud to be ISO 9001:2008 Registered and a CMMI Level 3 certified company, ensuring that we continue to meet and exceed the expectations of our customers, partners and employees.  

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