Senior Director, Federal Business Development Manager

C3.ai, Inc. (NYSE:AI) is a leading Enterprise AI software provider for accelerating digital transformation. The proven C3 AI Platform provides comprehensive services to build enterprise-scale AI applications more efficiently and cost-effectively than alternative approaches. The C3 AI Platform supports the value chain in any industry with prebuilt, configurable, high-value AI applications for reliability, fraud detection, sensor network health, supply network optimization, energy management, anti-money laundering, and customer engagement. Learn more at: C3 AI

C3 AI is hiring a Senior Business Development Manager responsible for driving C3 AI Federal business development and execution for long-range strategic opportunities (12–18-month forecast). This includes initiation, formation, or furtherance of strategic partnerships to win significant opportunities and to strategically grow C3 AI’s DoD, Intelligence Community, Federal Law Enforcement, or Federal Civilian sector related business. The main goal is to generate more revenue for the company. Will work in support of client account managers to identify, develop, and secure new business opportunities.

As a Senior Business Development Manager, you will work collaboratively with business development colleagues, the Federal Sales Team, AI Solutions, senior leadership, client project managers, Marketing, Alliances, and subject matter experts to generate innovative sales ideas for the Federal market. This includes new sales strategies, sales pitches, marketing collateral, and business plans to win new business.

We seek motivated individuals with a hard work ethic, sound judgment, strong critical thinking skills, and a track record of achievement. You will receive a highly competitive salary, commission, equity, and excellent benefits. In addition to strategic sales training, you will be supported by senior management and mentors to help ensure your success.

Candidates should be able to help grow C3 AI’s business and market share in the Federal government. This includes expanding existing accounts and securing new accounts to drive measurable results that benefit our business. Additionally, candidates will collaborate with C3 AI’s pre-sales team to develop successful business development solutions.  Candidates should possess technical fluency in one or more of the following areas: AI, machine learning, operations research, engineering, or computer science.

Responsibilities:

• Develop and implement effective long-term business strategies for identifying, pursuing, and securing new business opportunities, focusing on understanding customer needs and positioning our offerings competitively.
• Lead the development of targeted capture strategies for specific opportunities, including formulating win themes, executive summaries, unique differentiators, and team formation and negotiation of workshare agreements.
• Conduct analyses to identify teaming gaps and analysis.
• Leads the capture process effort for a pre-identified business opportunity. 
• Regularly prepares and presents sales initiatives, recommendations (i.e., go/no-go decision presentations), and sales outcomes to senior management/executives across multiple areas of the organization. 
• Evaluate potential opportunities against specific criteria to determine their viability and alignment with the company’s strategic goals. This involves assessing market demand, competitive landscape, our capabilities to deliver, and our win probability.
• Analyze and interpret data from the sales pipeline to identify trends and make informed decisions about prioritizing business development efforts. This may include analyzing win/loss rates, average deal size, and time to close to improve the effectiveness of the BD strategy.
• Develop comprehensive business cases for potential opportunities, including cost-benefit analysis, risk assessment, risk mitigation strategies, and ROI projections.
• Conduct in-depth research and analysis to anticipate future needs and requirements of existing and potential customers. Use this information to guide strategic planning, ensuring the company is well-positioned to meet these needs by developing new solutions or adapting existing offerings.
• Price-to-Win analysis.
• Work with all areas of the company as required to resource and support the technical and management solutions.
• Conduct post-RFP reviews for all business opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions.
• Responsible for identifying, shaping, and winning opportunities with a contract value of over $50M within 18 months.
• Focuses on building a pipeline for 6+ quarters into the future, qua