Director of Business Development

About Galois

Galois tackles the hardest problems in computer science. Our mission is to assure trust in critical systems, including cryptosystems, that protect the privacy and integrity of information in the real world. We are a team of researchers and engineers who enjoy the challenge of problems that have never been solved before and a community of people dedicated to creating trustworthiness in critical systems.

We are a community, not a hierarchy. We think about results, not rules. We are employee-owned. We value the freedom to pursue our passions in and out of work. We operate from first principles rather than follow the crowd.

We believe in and value joy at work. This comes through pursuing deep trust, serving as stewards, learning and innovating, and creating space for you to be authentically you.

About this role

As a Director of Business Development, you are the ‘go to’ person in Galois for each client organization. Many people at Galois might interact with individuals within the client organization, and this role keeps the pulse and ‘big picture’ of all interactions, all value being produced, level of satisfaction, and openings for new business top of mind. The strategic view also provides context that informs our business development strategy.

As a Director of Business Development at Galois you are responsible for

• Attracting new clients and partners by building on-going strong relationships
• Attending to Galois’s reputation as a trustworthy business partner and collaborator
• Anticipating and enabling new business and accessing the full breadth and potential of the relationship
• Representing and attending to the holistic needs, conditions of satisfaction and concerns of clients and partners internally to Galois

At Galois, the Director of Business development strives to become the consistent face for each client organization that Galois works with. Successful Directors of Business Development are sought out by offer builders to help build connections, coach on approaches, and co-think about ways to create value for the clients.

Skills & Requirements

• Required Expertise
  • Setting up, managing and growing strategic relationships with partners
  • Experience developing business in and cultivating relationships across a variety of Federal Government agencies, particularly the Department of Defense and national security sector experience
  • Experience in highly collaborative environments and the demonstrated ability to build relationships and trust with both internal and externals stakeholders
  • Experience working in ambiguous environments that require high levels of self-motivation, flexibility, and proactivity
  • Championing new opportunities and working with Principals / Offer Builders to build the individual/organization brand, relationships and develop new business
  • Capturing and keeping visible all strategic partner and client information and value assessments in the CRM (and/or other appropriate locations) for ease of coordination, including ‘Relationship Depth’ and ‘Account Ownership’.
  • Attending proposal / project kick-offs and representing the voice of the client
  • Identifying, understanding and assessing R&D market trends, and relaying them to inform research and transition offerings
  • Stewarding the client’s interest through offer building, project execution, and transition workflows within Galois
  • Working with Project Leads and Principal Scientists to enable offer building during execution and adoption efforts in the future
  • Helping manage and resolve client escalations

Preference will be given to candidates who have experience with ARMY and or NASA Clients, and have current security clearance or are able to obtain a DoD security clearance.

Required General Skills

• Coordination and communication skills across large diverse groups
• Exceptional listening skills; listening for client concerns, listening to understand
• Ability to proactively build trusted relationships.
• Breadth and depth of relationships in the R&D and commercial communities that relate to Galois’s interests
• Interest in technical expertise in specific research areas and breadth across technologies in order to recognize and realize opportunities and connect the research/opportunity dots between prospects, partners and Galois research areas
• Ability to establish high trust relationships with Galois Principals and Offer Builders
• Able to say "I don't know, I'll get back to you."
• Possess a willingness to listen in difficult situations without acquiescing, agreeing or arguing
• Empathetic communication skills