Senior Business Development Executive (USAF+USSF)

The Defense and Intelligence division in Red River’s Government Technology Services (GTS) business is seeking an energetic Senior Business Development Executive to lead the US Air Force and US Space Force Business Development (BD).

The Senior Business Development Executive (BDE) is responsible for all BD activities and strategy development to drive USAF and USSF growth. The BDE will develop and execute the marketing and BD strategy for both accounts. The BDE is responsible for the customer call plans. The candidate must thrive in an environment of responsibility for the management and execution of the full BD life-cycle process across multiple simultaneous pursuits and proposals.

In addition to building a qualified pipeline of opportunities, the BDE will help shape customer requirements, translate tacit customer needs into actionable features, drive differentiation in Red River’s solutions, and help create a compelling value proposition. The ideal candidate will have previously served as a business development manager and/or capture manager with proven experience supporting DoD customers. Recent US Air Force/Space Force experience/recently retired military is highly preferable.

Successful candidates will have the ability to conceptualize a vision for winning, to develop strategy and BD capture plans that implement the vision, and to translate the strategy into win themes. Able to efficiently manage investments in marketing and Bid and Proposal (B&P). The candidate is expected to be a critical partner with the technology team and solution architects and coalesce the division’s strategy along with the technology strategy. This position would report to the SVP of Business Development in GTS.

Primary Responsibilities:

· Grow the opportunity pipeline, to include existing as well as adjacent markets/customers, through diligent and timely identification/qualification of new business opportunities.

· Partner with the Leadership to refine the division strategy and shape a balanced portfolio.

· Lead and participate in the identification, qualification, and pursuit of strategic business opportunities.

· Assign and optimize BD and capture resources amongst competing priorities.

· Drive collaboration across the organization to bring best-in-class solutions to the customer and maximize win probability.

· Seek and utilize market intelligence and competitor data to position the division for ensuring success.

· Participate as a thought leader in bid decisions, gate reviews, and the development of cost strategies.

· Conduct customer visits and articulate current and emerging customer needs and requirements.

· Actively participate in capture activities, to include opportunity gate reviews, black hat sessions, collaboration and workshop sessions, proposal reviews, and business-case development

· Drive the development and submission of white papers and RFI responses to proactively shape strategic opportunities.

· Conduct after-action reviews for all business opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions.

· Develop marketing and B&P budgets and execute BD plans within those approved budgets.

· Own and conduct monthly detailed pipeline reviews with Senior leadership.

· Attend tradeshows and execute customer call plans post-tradeshows.

Qualifications:

· Requires a BA degree in a technical field and 10+ years of relevant experience or Master’s degree with 8+ years of relevant experience.

· 5+ years of BD leadership experience in defense (specifically USAF and USSF), security, or government services

· Strategic thinker with long-term business growth objective

· Demonstrated successes in leading $25M+ opportunities from identification through proposal submission

· Experience managing budgets of $5M+

· Demonstrated success in leading DoD services business

· Ability to identify, establish, and use important customer relationships with senior-level officials and program stakeholders with DOD Customers

· Experience developing overall win strategy, shaping deals with customers, developing team strategies, understanding pricing and assisting in developing winning price

· Knowledge of competitors and ability to model competitor behaviors in the market

· Ability to identify key growth areas and develop new business aligned with the company's growth strategy

· Proven ability to collaborate within and across organizational boundaries

· Knowledge of Government contracting, current acquisition trends, and customer buying behaviors

· Excellent written and oral communication skills; experience presenting to senior executives, peers, and customers

· Ability to empower and engage people and