Independent Software, Inc. is searching for an established Business Developer with a successful track record in identifying and qualifying technology-based new business opportunities within both the Federal Government (i.e., Intelligence Community (IC) and Department of Defense (DoD)) and commercial customers. The primary focus will be identifying, developing, and qualifying opportunities leveraging Information Technologies while building and maintaining a qualified pipeline to grow the business.
What You'll Get to Do:
- Create, manage, and implement go-to-market plans (to articulate and generate consensus for strategic vision, action plan, competitive intelligence, investments, business case, etc.) within the targeted customers (both Government and Commercial)
- Identify promising opportunities utilizing resources like eBuy, GovTribe, and SAM.
- Build/maintain a robust pipeline of opportunities that align with the company's strategic vision for growth within the IC and DoD market spaces
- Actively market the Company Brand, establish customer expectations, and shape opportunities by creating white papers, sponsoring in-house demonstrations, and responding to RFIs and similar activities. You will conceptualize the need, organize the correct company participants, assist in developing solutions, and lead the collaboration to completion
- Develop and present milestone briefings to the Executive Team to support investing in and pursuing strategic opportunities in these markets
- Engage customers in identifying and shaping opportunities, including actively communicating filtered, actionable intelligence to executive management
- Support Captures and Proposals to maintain continuity across the BD lifecycle, enhancing our ability to win as opportunities pass from qualification into capture and then proposal
- Conduct opportunity analysis, develop assessments based on solicitation size, scope, complexity, alignment to core competencies, past performances, corporate experience based on solicitation needs and program goals, and development of initial Probability of Win (PWIN) and Probably of Go (PGO) analysis
- Maintain accurate company profiles in relevant opportunity databases; prepare and present business development pipeline updates and metrics to executive management
- Foster collaboration through brainstorming sessions with the Executive Team; incorporate project management principles into daily activities
- Gather data to inform strategic planning efforts and, and manage all aspects of proposal development, ensuring compliance and quality
- Demonstrate a track record of winning high-value contracts and leading successful business development initiatives
- Manage all aspects of proposal development (proposal writing, editing, illustration, production efforts) from assignment and receipt of RFP to delivery and receipt by the customer
- Analyze solicitations (RFP, RFQ, RFI, etc.) in conjunction with other customer requirements and communications and determine the final document structure
- Prepare detailed proposal plans, schedule outlines, and compliance matrix for assigned pursuits
- Lead the development of responses to government solicitations
Requirements:
• Have a proven solid network of customer contacts and must be familiar with the customer's major programs and upcoming initiatives• Demonstrated experience building a sales pipeline• Proven track record of winning high-value contracts and leading successful business development initiatives• Proven success in winning federal contracts, Prime, Full, Single, and Open opportunities• Portfolio of contracts that you brought (or was an integral part of a team that brought) to your employer• Working knowledge of the Federal procurement process and a demonstrated proficiency with IC and DoD strategy and acquisition plans• Demonstrated ability to execute the business development function with minimum supervision• Effective leader/participant in formal presentations to clients and potential teaming partners; proven track record of building winning teams as well as successfully negotiating with potential team members as to roles and participation. • Strong written and oral communication skills• Proficiency in Microsoft Office applications, particularly Excel and PowerPoint• Exceptional customer service skills and ability to thrive under pressure• Active TS Clearance needed to start
Desired:
• Detailed insight into requirements within IC and DoD current and future programs is strongly desired• Working experience and personal relationships within the IC and DoD market space are strongly desired• Formal training in the capture process is strongly desired• Understanding the IC / DoD technologies and vendors selected to deliver capabilities • Strong knowledge of GSA Schedules, FAR, and DFARs• Knowledge of, or past/present membership in, industry-related groups (e.g., Fort Meade Alliance, AFCEA, Liar's Club)
Education and Experience:
- Bachelor’s degree in business administration or a related field
- Ten years performing Business Development (sales, marketing, capture, proposal, RFI Responses) activities, especially in pursuit of high-end technology-based solutions within the IC & DoD markets
- Ten years of experience in Business Development, Capture Management, or related roles supporting or leading federal proposals and RFI responses
- 5+ years of winning proposal efforts
Clearance Required: Must possess a minimum (TS) Top Secret security clearance to be considered for this role.
Independent Software is an Equal Opportunity Employer EOE, M/F/D/V.
