VP, Business Development - DoD / Military Services

Job Description Summary

This position will work exclusively to drive revenue by selling specifically to the military branches within the Department of Defense. As a member of the Maximus Federal Sales team, this position will be responsible for identifying, qualifying, capturing, proposing and closing new business opportunities for the company. This individual will initiate new business ideas and concepts to meet their targeted customers’ business needs. As a key leader of the Maximus Federal Sales and Business Development team, this position reports to the Senior Vice President, Defense Market. This position is responsible for generating, qualifying, and closing new business for the company in our target business areas. It is paramount this individual has a deep understanding of Department of Defense (DoD) Technology (IT) programs, market trends, acquisition strategies, and issues. Duties and Responsibilities include:•Build and maintain an active pipeline of business opportunities across the military services (Air Force, Army, Navy and Marine Corps) and other agency components, by leveraging their existing relationships, developing new relationships, attending government/industry events, working with business partners, and providing solution presentations•Work as part of an integrated team with operations and capture organizations to drive the development of detailed and updated capture strategies for each opportunity to ensure Maximus’ solution is differentiated and competitive•Aggressively add to the pipeline to consistently meet or exceed quarterly and annual signings targets •Develop winning sales strategies and work in a team-oriented selling environment to include members of the team from our delivery organization, our solution organization, our contracts organization, hired business consultants, industry partners, and subject matter experts•Design and drive customer call plans that engage clients up, down and around an opportunity’s sphere of influence to ensure a full, well-rounded Seunderstanding of the Agency’ objectives are being met with Maximus’ proposed solution•Design and drive the preparation for all customer meetings on opportunities. Ensure successful client meetings on opportunities by pre-determining the objective of the meeting and determine the criteria to use to determine success•Develop and contribute to Maximus Account Plans for targeted Agencies that demonstrate a roadmap to winning new business year-over-year and an understanding of both the client and industry ecosystems•Contribute to the development of proposals, oral presentations, demonstrations, or other key selling tools•Establish and maintain long-term relationships with customers in your targeted Agencies at the working level and up to "C" level government executives•Effectively present to Maximus executives on your opportunities to ensure there is corporate understanding of what is needed to win, what resources must be allocated and what technical or other gaps must be closed in order to ensure a win/award to Maximus•Actively participate in industry organizations where targeted agencies participate. Represent Maximus’ capabilities to government clients.Professional Experience/QualificationsThe ideal candidate will possess many of the following specific qualifications and experiences:•Minimum 15 years of broad-based, sales and business development experience•In-depth understanding of the Federal Government contracting market•In-depth understanding of the Department of Defense•Demonstrated experience pursuing recent DoD technology modernization programs through customer interaction, solution design, technical demonstrations, and identifying high performing teaming partners.•Demonstrated success in shaping and winning opportunities in several of the following technical areas: Digital Transformation, Cybersecurity, IT Modernization and Application Development, Agile Methodologies, Software Development/Engineering, Infrastructure Management, Cloud Services, Supply Chain, Data Science and Advanced Analytics, Operations and Maintenance, Help Desk / Service Desk.•Proven knowledge of U.S. Government procurement process •Experience interfacing with multi-divisional, inter-agency teams, and "C" level buyers (Commanders, 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 •Ability to identify new markets and new business opportunities•Ability to function well in a fast-paced environment and apply critical thinking to address client challenges•Excellent written and verbal communication skills•Unquestioned personal integrity and ethical behaviors•Ability to travel up to 25% of the timeDesired Characteristics•Secret / Top Secret Clearance a HUGE plus•Ability to partner, collaborate an