JOB SUMMARY:
The primary function of this business development position is to manage and maintain current business relationships while increasing revenue growth. The role is responsible for serving as the primary interface to clients and ensuring client satisfaction and retention. This role is also responsible for closing new business. This position earns the confidence of both customers and staff, through the delivery of best-in-class support before, during and after the sale. Some operational client support functions may be required.
RESPONSIBILITIES/DUTIES:
- Responsible for the proactive development of client relationships and managing a client portfolio of government agencies and other government prime contractors to generate revenue growth within those existing relationships and others to support an end-to-end win strategy
- Responsible for signing new resellers for Apriva ISS products in order to generate new business
- Provide day-to-day communications, process improvement, issue resolution, data preparation/market analysis, customer meetings and business reviews for portfolio
- Analyze the government market and provide market and customer input to improve the Apriva ISS product portfolio and help to prioritize the product roadmaps
- Develop and maintain internal, comprehensive client profiles that provide a snapshot of the contract opportunities, applicable budgets, key contacts, business practices, projects, goals and challenges
- Become a subject matter expert as it pertains to CSfC solutions and government network security services.
- Conduct recurring strategic account reviews for portfolio of clients to identify new opportunities and potential relationship impacting needs
- Manage on-going, outbound call campaign to client portfolio to diligently promote adoption of existing, and new, products and services
- Identifies new business opportunities utilizing resources available within the marketplace, such as GovWin, FedBizOps, LinkedIn, and Sam.gov. Also identifies opportunities by prospecting independently.
- Work with internal parties and target customers to shape upcoming RFP opportunities to the benefit of Apriva ISS.
- Work with internal ISS staff to develop winning responses to customer Request for Information (RFI) and Request for Proposals (RFP).
- Travel to client locations, and attend industry shows, to conduct in-person strategy meetings, business reviews, and discuss development/operational needs, to promote partnership to maintain and grow the client through existing and new products
- Communicate effectively as the liaison for the client to internal departments, and management/leadership
- Partner with internal product and operational departments to effectively delegate client projects and resolve client concerns
- Actively participate in proactive team efforts to achieve departmental and company goals
- Maintain and update opportunity pipeline tools for tracking and communicating upcoming opportunities
- Perform other duties as assigned
QUALIFICATIONS/REQUIREMENTS:
- Ability to obtain and hold a US Government Secret Clearance or higher
- Requires a bachelor’s degree in a business-related field and a minimum of 3-6 years relationship management experience in the government IT products and services industry or a minimum of 7-10 years experience in government IT products and services industry including customer service/support.
- Experience working across Federal Civilian in a small business capacity (Full and Open, Directed opportunities).
- Understanding of customer service management strategies, solid relationship management and business techniques
- Proven skillsets in both Business Development and Capture Management.
- Preferred experience with existing organizations, like DoS, DoE, DoD, NSA, etc …
- Preferred experience with selling or integrating CSfC Solutions.
- Accustomed to adversity, resistant to rejection and practiced in the successful attainment of personal and professional goals
- Excellent organizational skills, ability to balance multiple projects while meeting and often exceed deadlines while being self motivated and disciplined
- Experience with incumbent capture and strategic teaming opportunities with ability to effectively present information and respond to questions from customers, management/leadership and internal department
- Excellent oral, written and interpersonal communication skills (grammar, positive tone, etiquette, confidence and listening skills)
- Aptitude to work with urgency in a fast-paced environment
- Solid Technical aptitude and trouble shooting skills
- Good analytical and contract management skills
- Ability to travel up to 30%
