SMX Director, Business Development DHS (894) in Boston, Massachusetts
Director, Business Development DHS (894) at SMX (View all jobs) (https://www.smxtech.com/careers/) United States Our tradition of delivering innovative, technical solutions dates back to 1995, however, you may know us better by one of our legacy company names: Trident Technologies, Smartronix, Datastrong or C2S Consulting Group. With the support of OceanSound Partners, our private equity investment sponsor, we began operating as one business starting in 2019 and became SMX in 2021. We operate in close proximity to our clients around the globe and have core locations in Alabama, California, DC Metro, Florida, Hawaii, Maryland, and Massachusetts. Today, as SMX, we are one team and together empower government and commercial enterprises to become more effective, innovative, and resilient, no matter what challenges they face. Smartronix Federal Cloud Team is seeking a Director, Business Development with experience successfully leading and growing high-visibility, mission-focused, large-dollar value enterprise technology transformation programs focused at DHS, to directly support Smartronix cloud and digital modernization business unit at our Herndon, VA location (possible remote). This highly visible position will work across the Cloud Solutions Federal Division to develop strategy and drive business growth on the business to include strategic opportunities and program delivery focused on the DHS. This individual will build new accounts and grow existing accounts to drive revenue within the cloud segment and will draw upon an extensive background in selling professional services, consulting, and products to this vertical segment. Cloud solutions knowledge and experience should include Amazon AWS, Microsoft Azure, and Google Cloud Platform. As an AWS Premier Consulting and Managed Services partner and a Gold Microsoft partner, and GCP Premier Partner, Smartronix' Cloud Assured team (www.cloudassured.com) is enabling the cloud migrations for some of the world’s most recognizable businesses and Public Sector Organizations. Our environment is autonomous and requires someone who is highly enthusiastic, flexible, detail-oriented, analytical, and comfortable working with multiple people in a very dynamic environment. In this role one must be capable of effectively engaging with multiple people inside a customer organization, both technical and business to solution sales opportunities. Responsibilities of the Business Development Director include: We are looking for a builder with a profound track record of success creating and growing focused opportunities and solutions that can leverage Smartronix national position as a leader in cloud and digital transformation solutions. The ideal candidate must be able to leverage a deep mission understanding of DHS customers’ needs and objectives concentrated in the areas of Cloud, Software Development, Digital Modernization, and Systems Engineering & Integration. We are searching for individuals with experience and understanding of the full capture lifecycle for its proven success in various customer domains primarily within the Federal market. Responsibilities include both an individual ownership and team collaboration for market analysis, strategic business planning, and capture strategic solution development, proposal management, leading to the award of major programs. Additionally, emphasis will be placed on the ownership of pipeline development/management, customer contact and positioning; management of overall DHS sales pipeline, forecasting, and capture management; teaming interactions; and coordination with other internal business development, program management, solution architecture, and sales resources available across the company in the development of winning proposals. The candidate should have experience with customer relationship management and opportunity tracking to include Salesforce, Deltek, GovWin and experience with a variety of contract award types including cost plus fixed fee, fixed price, award fee, and performance-based contracting are key. You must be a self-starter, organized, aggressive, and highly-skilled professional with proven success in selling in highly competitive systems engineering and professional service markets to clients. Required Skills and Experience: + Clearance required: Secret + Bachelor’s degree with a minimum of 10 years of related experience. + Track record of successfully capturing and winning >$30Mmulti-year new business RFPs. + Extensive experience selling and delivering solutions in support of the DHS mission. + Knowledge of legacy IT environments and cloud hosting solutions. + Demonstrated ability to cross-sell capabilities and solutions into adjacent markets. + Demonstrated knowledge and understanding of developing proposal estimates, estimating labor hours, basic knowledge of rates, price to win strategies. + Demonstrated knowledge and understanding of government budget cycle, types of funding, cycles, and constraints. + Experience with customer relationship management and opportunity tracking systems to include Salesforce, Deltek, GovWin. + Understanding of the full capture lifecycle and has been successful in various customer domains within the DHS markets. + Experience with formulation and execution of acquisition strategy and schedules in coordination with multiple subcontractors and technology vendor partners. + Willing to continually keep up to date on new technologies product offerings. + Demonstrated ability to lead/execute disciplined individual and team account management supporting future capture and proposal efforts for large and/or complex captures. + Experience with contract award types including cost plus fixed fee, fixed price, award fee, and performance-based contracting. + Additional areas of knowledge and experience are with marketing adjacent capabilities in the areas of Enterprise IT; Cyber Operations, automation, Dev Ops, ITSM and Managed Services; Data Center, Cloud and Cloud Migration; EITaaS; Data Transport and Systems Integration; Application Development and Modernization; Big Data and Data Analytics preferably in the DHS market. Desired Experience: + The ideal candidate will possess both a sales and technical background that enables them to drive an engagement at the C-level as well as with business line leaders, software developers and IT architects. You should also be a self-starter who is prepared to develop and execute against a Market Sector coverage plan and consistently deliver on revenue targets while performing the below: + Drive revenue and market share in a defined Market Sector. + Develop and execute against a Market Sector plan that leads to the creation and maintenance of a robust sales pipeline. + Manage numerous accounts concurrently and strategically in a market like a multi $30mil contract sector. + Create and articulate compelling value propositions around Smartronix Cloud Assured services. + Accelerate customer adoption through education and engagement. + Work with partners such as AWS, Microsoft and Google to manage and grow business and pipeline. + Assist customers in identifying priority adoption use cases for cloud. + Create and implement sales programs and tools that increase performance within your Market Sector. + Provide leadership to bring continuous innovation and corporate capability to the customer to accomplish their mission. + Preferable that the candidate has held a lead role in a professional services sales’ organization with a background in consulting solutions. Vaccination is a requirement of the position per Executive Order 14042. If a candidate is not vaccinated, he or she may request an accommodation once offered the position. The accommodation must be granted prior to the employee starting in the position. He or she will have 60 days to get vaccinated. For candidates in TN, KY, and OH where there are stays in place vaccination may be a requirement of the position post court decision #LI-Remote SMX is committed to hiring and retaining a diverse workforce. All qualified candidates will receive consideration for employment without regard to disability status, protected veteran status, race, color, age, religion, national origin, citizenship, marital status, sex, sexual orientation, gender identity or expression, pregnancy or genetic information. Selected applicant will be subject to a background investigation. SMX is an Equal Opportunity/Affirmative Action employer.
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