Senior Director, Business Development, CDC/NIH

The Senior Director, Business Development position will support Federal Government sector revenue and growth by developing and closing a qualified pipeline, selling specifically to the Centers for Disease Control and Prevention (CDC) and the National Institutes of Health (NIH).

As a key leader of the clients Federal Sales and Business Development team, this position reports to the Vice President of Sales, Federal Health. This position is responsible for generating, qualifying, and closing new business for the company in our target Federal Health business areas, which align with our clients Federal’s capabilities in business process management, public health, and information technology services and solutions. Key to this role will be leveraging our clients’ past performance and capabilities to drive growth leveraging our Public Health expertise and Information Technology (IT) services including public health operations and surveillance systems, cybersecurity, data visualization, advanced data analytics, data science, artificial intelligence (AI)/machine learning (ML), robotic process automation (RPA), hybrid cloud, application development, DevSecOps, data management and hyper-automation. Additionally, this individual should have a deep understanding of Health Information Technology (IT) programs, government public health programs and issues, and business process outsourcing programs within the CDC and NIH. This is an individual contributor role.

Since 1975, our clienthas operated under its founding mission of Helping Government Serve the People®, enabling citizens around the globe to successfully engage with their governments at all levels and across a variety of health and human services programs. At our client, we believe extraordinary missions call for extraordinary results. We are a top systems integrator serving the federal government, with expertise spanning transformative technology, public health, and digitally enabled customer services. We empower the federal government to innovate and, ultimately, better serve citizens. We operate with agility and scale, delivering impactful outcomes and exceptional experiences, always.

With more than 35,000 employees worldwide, our client is a proud partner to government agencies in the United States and throughout the world.

Duties and Responsibilities include:

Build and maintain an active pipeline of qualified opportunities at CDC and NIH through existing relationships, cold calling, client meetings, attending industry trade shows and agency meetings/events, and working with business consultants, industry partners and competitors
Develop, drive and mature a set of key top opportunities such that an annual signings goal greater than $16M ACV is achieved by submitting a minimum of 3x that value annually in competitive proposals to the Government for evaluation.
Aggressively and dynamically work each opportunity with thorough, complete, and repetitive customer meetings to ensure our clients’ proposal demonstrates an understanding of the customer’s objectives, challenges, environment, and budget.
Develop winning sales strategies by leading and working in a team-oriented selling environment that includes operations, business consultants, subject matter experts, and management.
Develop and deliver client-facing presentations
Write effectively and work as a key part of the proposal development team, including anticipating how market and competitive factors will influence the selling of our client's Federal offerings and services
Establish and maintain the best possible long-term relationship with each prospect and customer to maximize future revenue opportunities. Included are meaningful business relationships with "C" level government executives.
Active and ongoing participation, preferably in a leadership role, on the PSC Council and other industry organizations representing our client.

Professional Experience/Qualifications

The ideal candidate will possess many of the following specific qualifications and experiences:

6+ years of progressive executive sales/business development experience in complex sales of services and solutions supporting the CDC/NIH with a demonstrated history of success
The ideal candidate has a strong technical background and/or years of selling technical solutions, can communicate effectively with clients and partners with comprehensive knowledge of technical services from concept to delivery, and can relay the requirements between clients and technical SMEs.
Proven track record of signing new business opportunities in a government contracting space with opportunities larger than $20M
Functional and organizational knowledge of the CDC and NIH, specifically how they operate. Knowledge of contract vehicles and proven experience within both agencies.
Experience selling to or working with the CDC and NIH for at least the last 5-7 years
Proven knowledge of U.S. Government procurement process and Lobbying compliance at all levels of Government
Extensive experience selling to multi-divisional, inter-agency teams, and "C" level buyers (CEO, CIO, CFO, Department Directors, etc.)
Proven competency and demonstrated understanding of Federal government operations and contacts and developing “best value” solutions for Federal government
Experience with effective management of large-scale contract bids, negotiations, and client relations
Displays leadership, business judgement and strategic thinking to anticipate market direction and client needs to propose winning solutions
Ability to identify new markets and new business opportunities
Ability to function well in a fast-paced environment
Ability to work collaboratively in an executive environment
Excellent written and verbal communication skills
Unquestioned personal integrity and ethical behaviors
Position is based in the Metro Atlanta area and candidate must have ability to travel up to 25% of the time

Desired Characteristics

Ability to partner, collaborate and influence others in a highly matrixed organization on a cross-functional team to achieve goals
Excellent business strategy instincts – able to function well in a competitive, changing environment
Effective problem-solving skills, one who anticipates issues and seeks out and analyzes information collaboratively to propose solutions
Excellent organizational and leadership skills
A personal style which encompasses a consultative approach to customer relationship management
Intellectual curiosity, a strong work ethic and commitment to a superior work product
Demonstrated ability to collaborate and build win-win partnerships within a firm/corporation, with a focus on understanding how to leverage technology differentiators
Excellent verbal and written communication skills
With full accountability for results, this person must be willing to exert themselves over sustained periods of time to accomplish their professional and personal goals while maintaining a strong level of mutual respect for peers and colleagues. They must set the standard for personal integrity, honesty, teamwork, and public accountability and motivate the entire team to the highest levels of commitment and personal effort.
The successful candidate will possess an established professional reputation for excellence in services rendered, and the highest levels of personal integrity.

Education

A Bachelor's Degree from an accredited college or university is required; a technical or business degree is strongly preferred.
A Master’s degree is preferred.

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