Sr. Director, Cyber Warfare Business Development

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Job Description:

Parsons is looking for an amazingly talented Sr. Director, Cyber Warfare Business Development to join our team! They will have primary responsibility for overall business development of qualified pipeline opportunities, supporting the Cyber Warfare business within the Cyber and National Operations sector.

Hybrid with preference for location: Northern Virginia or Central Maryland area preferred.

The successful candidate will develop and nurture key customer and industry contacts; identify and qualify opportunities; lead capture management activities throughout the opportunity life cycle; analyze draft and final solicitations, develop and implement the capture plan, and orchestrate all capture activities; lead final win strategies, value propositions, and differentiators development; ensure price to win (PTW) analysis is conducted and the PTW target is established; perform analysis of competitor strengths, weakness, opportunities, and threats (SWOT); and conduct team gap analysis. 
 

What You'll Be Doing:

• Business Development & Capture execution and maturity for assigned opportunities supporting the Cyber Warfare business to include the Joint Cyber Warfighting Architecture (JCWA) components and broadly USCYBERCOM, Service Cyber Components, cyber-relevant service Program Executive Offices, and DARPA growth focus area. Help meet/exceed business plan metrics associated with sales/awards plan. Develop booking strategies that align with corporate policy and risk tolerance levels of each capture opportunity. 

• Pipeline development and maturity, to include supporting the qualification of new opportunities, capture and engagement strategies, proposal preparation, and overall conversion of both tactical (on-contract, TDLs) and strategic sales. Pipeline metrics will include volume (qualified opportunities aligned to growth focus areas), velocity (pace of opportunities from qualification through pursuit), and quality (continuous improvement of pWin through engagements, positioning, solutioning, and key capture activities).

• Maintain Salesforce with accurate and detailed data to ensure that reporting is aligned with forecast and actuals. Accountable for data integrity and continuous oversight, as this data will be the authoritative source for all pipeline associated reporting.

• Detailed capture strategies, to include marketing campaigns to establish and cultivate key customer relationships, staffing/recruiting strategies, IR&D and technology investments, government relations, HR/people considerations. 

• Identify and cultivate partners that will provide value to the company position for both market and individual benefit.

Relationships:
Reports to: Vice President Cyber Business Development 

Key Relationships:     
Internal

• Cyber Warfare business operations and technical leadership 

• Enterprise-wide Business Development & Capture Teams

• Functional Leaders (i.e. Contracts, Procurement, Finance, etc.)

External    

• USCYBERCOM

• Cyber National Mission Force 

• Service Cyber Components

• Program Executive Offices

• DARPA

Success in this role will be measured by the following:

• Experience successfully leading the business development & capture of Joint Cyber Warfighting Architecture (JCWA) components and broadly USCYBERCOM, Service Cyber Components, cyber-relevant service Program Executive Offices, and DARPA and similar markets.

• Leadership skills to develop, organize and execute significant capture activities, including building industry teams, assessing win probability, and executing customer call plans to shape acquisitions.

• Extensive success, knowledge, and experience in leading and winning captures greater than $100M.

• Leverages a strong network of customer and industry contacts and familiarity with our customers’ major programs and upcoming initiatives. Keeps abreast of the current business climate and overall industry trends. Ability to engage with key decision-makers and industry partners.

• Works closely with our Defense & Intelligence (D&I) Account Executive teams to conduct comprehensive market research to ident