Director of Business Development

Role: SR. DIRECTOR OF BUSINESS DEVELOPMENT

Employment Type:  Full Time

Preferred Location: Washington DC & North Virginia

Educational Qualification: B.S. or higher in remote sensing, geospatial science, image processing, or related field.

Work Experience: 10 years

Role Description:

Identify, evaluate, develop, and implement growth opportunities for USG (DoD/IC/FedCiv) that enhances Pixxel branding and value proposition. Forge partnerships, evaluate market trends, develop remote sensing and HSI technology discriminators to grow revenue.  Collaborate to effectively plan and measure enabling technologies and expertise to enhance and broaden current services and customer relationships.

Qualify new markets and opportunities for short and long term pursuits.  Key to this role is developing business cases and technical strategies to achieve market development objectives.  Customer engagement and familiarity is essential to understanding needs, developing competitive assessments, technology discriminators, and key win themes.

Execute strategies to expand revenue streams that embody the needs of public sector and commercial opportunities.  You will collaborate with the operational line, capture and proposal resources, finance and contracts teams, and science and research and development assets.

Responsibilities & Duties:

• Build the sales pipeline with viable, well aligned, and maintained sales and growth opportunities through:
  • Market analysis and industry trends to identify new customer opportunities.
  • Opportunity assessment for federal/civil government, DoD, & intelligence markets.
  • Organize, report, and quantify growth position to leadership and technical teams
• Develop and execute a technical sales capture approach: Create, shape, identify, and implement opportunity pursuit approaches to include capture plans, proposal and white paper development, partnerships, and teaming relationships.
  • Includes creative thinking on competitive positioning, win strategy development, (win themes and discriminators)
• Identify and leverage technical discriminators: Manage Pixxel team members, partners, consultants to Identify and implement technology discriminators that lead to higher win probabilities, reduce cost, maximize value proposition to customers.
  • Clearly communicate the opportunity needs and market capture plan.
  • Lead business sales projects and initiatives to develop technology (data and software) demonstrations, white papers, conference presentations, and IR&D.
• Ongoing Customer Engagement:
  • Engage with customers to include: (1) consultative sales related to using HSI for insights and (2) gathering and articulating use cases to scope needs.
  • “Keep it sold:” Maintain contact after sales to obtain customer needs and feedback.
• Technical business development activities (Pixxel internal engagement):
  • Review products to improve value proposition to address emerging needs and counter competitor threats.
  • Recommend product and service efficiencies which drive revenue, profit, and improved resource productivity.
  • Collaborate with imagery product teams (analytic platform and data), program teams, to integrate user perspectives with design, function, and roadmaps.
  • Work with (act as) solution engineers to identify well-defined revenue models, markets, and new or existing products, services, and programs.
• Support sales and business and market development strategy:
  • Develop long-term growth strategies for the business development portfolio.
  • Engage in sales strategies for satellite manufacturing opportunities

Desirable Skills & Certifications:

• B.S. or M.S. in remote sensing, geospatial science, image processing, or related field.
• Minimum of 10 years of experience in technical business development, sales / solution engineering, or similar roles in the satellite imaging industry, remote sensing, geospatial information systems.
• Minimum of 3 years of experience in direct support of technical activities for GEOINT, remote sensing, and GIS applications for customers.
• Proven track record of successfully developing, leading, and closing new complex deals, with a focus on custom solutions and strategic partnerships.
• Extensive working knowledge of the federal and civil government, DoD, Intelligence community, and GEOINT community and missions, procurement process, funding.
• Proven capability to apply process-d