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Director, Business Development - DoD (EMG) (AKI04431)

Business Development




Virginia, United States

**Director, Business Development - DoD (EMG)****Description****Akima** is an Alaska Native Corporation (ANC) with 30 years of federal contracting experience and over 7,500 employees supporting more than 14,300 Iupiat shareholders in the NANA region of Alaska. Akima provides the backbone infrastructure to support more than 40 socio-economically disadvantaged small businesses (SDBs) with mature business processes and shared back-office support services normally only found in a Fortune 500 defense contractor. Our employees form one of the broadest skill sets in all of government and industry delivering services and solutions in fields as diverse as aviation, construction, facilities and logistics, information technology, protective services and detention management, and systems engineering. We continually look for the very best and brightest to support our commitment to superior outcomes across todays most complex and critical missions worldwide.To learn more about Akima, LLC and opportunities across our family of companies, visit .Whether you arepart of Shared Services at Akima or employed by one of our subsidiarycompanies, you are part of a team of diverse individuals representing a broadrange of specialized talents, technologies, domain expertise and proven programsuccess at some of the most visible and demanding projects in the federalspace.Be a part of something bigger join us today!Akima seeks to hire a Director of Business Development for our Emerging Markets Group. In this role, you will be responsible for formulating and executing strategy, developing, and qualifying the pipeline to support the pursuit of new business, with a focus on key federal business or markets as assigned. The ideal candidate reflects the companys entrepreneurial, start-up mentality and acts as a utility player; he/she is able to remain flexible and agnostic to their swim lanes and add value in varying phases of BD lifecycle when called upon. 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 winning results. Responsibilities include full opportunity lifecycle management to include the development and maintenance of direct customer relationships; identification and qualification of highest PWIN opportunities; development and maintenance of the opportunity pipeline; development of customer-focused solutions; , and working with executive staff to obtain opportunity pursuit approvals. Additional responsibilities include supporting the development of customer-focused, well-written proposals, as well as driving revenues that exceed assigned revenue targets.**Responsibilities:**- Gain strong understanding of capabilities offered by the portfolio of companies and create customer and/or market specific marketing strategies and narratives.- Develop and execute an account strategy and associated pipeline. Treat account strategy as a living document and recommend modifications as necessary.- Identify opportunities with high PWIN potential, qualifying opportunities and working with our capture and delivery teams to win for both competitive and potential direct award opportunities.- Develop and deliver on a pipeline of opportunities that align with Akimas Technology Solutions and Enterprise IT offerings in Defense segments, with a focus onleading-edge technologies (i.e., Cloud, DevSecOps, Cyber, Artificial Intelligence, & Machine Learning) and solutioning.- Identify, influence, and develop strategies to promote the groups Technology Solutions offerings with clients through varying mechanisms (i.e. RFIs, Sources Sought Notices, BPAs/SIBRs/OTAs).- Support shaping of acquisition strategies by leveraging client relationships, company capabilities and experience, partnerships, and extensive knowledge of available contracting vehicles- Facilitate gate reviews and develop business cases for executive staff with a comprehensive and informative brief for advancing opportunities.- Author and manage responses to government market research inquiries (e.g. RFIs, Sources Sought Notices), attend industry events, and participate in internal/external thought leadership initiatives.- Build and maintain a network of strategic partners across target markets. Work as a liaison and facilitator between internal groups and teaming partners. Must be able to manage and act as a lead on subcontractor opportunities as a main POC with teaming partners.- Develop and maintain lasting relationships with government customers through routine, meaningful interactions across all target segments to gain valuable intelligence and insights and subsequently position Akima as a trusted partner to customers.- Position Akima and its operating companies are as a key partner across multiple markets, and build a favorable brand for Akima in the eyes of both the customer and teaming partners.- Support Capture and Solutions Architects in developing solution-to-win. It means to ensure that customer and market intelligence is weaved into developing a realistic and technically sound solutions that will resonate with the customers.- Aid in the negotiation of teaming agreements, contracts, and proposal development to support annual Group financial goals and targets.- Deliver and participate in presentations and communications to internal and external audiences.- Serve as a Capture Manager for (<$25M TCV) or support assigned Capture Manager for large strategic bids (>$25M in TCV) including the development of solutions and win strategies; developing and executing capture plans based on established internal processes and tools; and advancement of proposal readiness.**Qualifications**- Bachelors degree required; advanced degree highly desired- Active DoD Top Secret clearance (ability to obtain/maintain one)- Experience building and maintaining meaningful relationships and extensive knowledge of target organizations and the component agencies (Defense).- A minimum of 10 years of business development and capture experience, selling technical solutions, with demonstrated success developing a qualified new business pipeline and winning new business- Strong understanding of federal acquisition regulations, policies, and contract vehicles, with experience and demonstrated success in direct award process (preferred).- Knowledge of Government contracting and current acquisition trends and customer buying behaviors (Federal GWACs/IDIQs/BPAs/SIBRs/OTAs)- Demonstrated success in building and maintaining a pipeline of (>$1B) with high PWIN. Experience leading BD efforts for varying size of opportunities ($25M-$250M or higher)- Experience building successful account plan/strategies and executing them to success in new markets- Ability to lead interdisciplinary teams with varying levels of experience- Experience building a quick and accurate insight of competitors and competitor behaviors in target markets- Excellent communication skills (must possess exceptional writing skills must be comfortable with providing writing samples), with experience presenting and communicating with senior staff / executives.- Strong project management, negotiation & influencing skillsThe duties and responsibilities listed in this job description generally cover the nature and level of work being performed by individuals assigned to this position. This is not intended to be a complete list of all duties, responsibilities, and skills required. Subject to the terms of an applicable collective bargaining agreement, the company management reserves the right to modify, add, or remove duties and to assign other duties as may be necessary. We wish to thank all applicants for their interest and effort in applying for the position; however, only candidates selected for interviews will be contacted._We are an equal opportunity employer. All applicants will receive consideration for employment, without regard to race, color, religion, creed, national origin, gender or gender-identity, age, marital status, sexual orientation, veteran status, disability, pregnancy or parental status, or any other basis prohibited by law._We are committed to Equal Employment Opportunity and providing reasonable accommodations to applicants with physical and/or mental disabilities. If you have a physical and/or mental disability and are interested in applying for employment and need special accommodations to use our website to apply for a position please contact, Recruiting Services at or [Register to View] . Reasonable accommodation requests are considered on a case-by-case basis.The dedicated email and telephonic options above are reserved only for individuals with disabilities needing accessibility assistance to apply to an open position using our website.Please do not use the dedicated email or phone number above to inquire on the status of your job application._In order for our company to stay compliant with government regulations, please apply on line. Please DO NOT email resumes or call in lieu of applying online unless you have a physical and/or mental disability and need assistance with the online application._**Job:** Sales, Business Development & Related**Primary Location:** US-VA-Herndon**Shift:** Day Job**Req ID:** AKI04431