SMX Business Development and Capture Manager - IC & DoD in Boston, Massachusetts
Business Development and Capture Manager - IC & DoD at SMX (View all jobs) (https://www.smxtech.com/careers/) United States Our tradition of delivering innovative, technical solutions dates back to 1995, however, you may know us better by one of our legacy company names: Trident Technologies, Smartronix, Datastrong or C2S Consulting Group. With the support of OceanSound Partners, our private equity investment sponsor, we began operating as one business starting in 2019 and became SMX in 2021. We operate in close proximity to our clients around the globe and have core locations in Alabama, California, DC Metro, Florida, Hawaii, Maryland, and Massachusetts. Today, as SMX, we are one team and together empower government and commercial enterprises to become more effective, innovative, and resilient, no matter what challenges they face. Business Development & Capture Representative – DoD and Intelligence Community Smartronix Cloud Team is seeking a Business Development & Capture Representative with experience successfully leading and growing high-visibility, mission-focused, large-dollar value enterprise technology transformation programs focused in the Department of Defense and Intelligence Community space, to directly support Smartronix cloud and digital modernization business unit at our Herndon, VA location (possible remote). This highly visible position will work across the Cloud Solutions Division to develop strategy and drive business growth on the business to include strategic opportunities and program delivery focused on the DoD and IC. This individual will build new accounts to drive revenue within the cloud segment and will draw upon an extensive background in selling professional services, consulting, and products to this vertical segment. Cloud solutions knowledge and experience should include Amazon AWS, Microsoft Azure, and Google Cloud Platform. Responsibilities for the Business Development Representativeinclude: We are looking for a builder with a deep track record of success creating and growing focused opportunities and solutions that can leverage Smartronix national position as a leader in cloud and digital transformation solutions. This role is a unique opportunity to build and grow DoD and Intel Community focused business and pipeline opportunities providing world class innovation. The ideal candidate must be able to leverage a deep mission understanding of DoD/IC customers’ needs and objectives focused in the areas of Cloud, Software Development, Digital Modernization, and Systems Engineering & Integration. Experience and understanding of the full capture lifecycle and strategic business planning, sales, capture strategy/solution development, and the successful leadership of all business development, capture and proposal activities. Responsibilities include both an individual ownership and team collaboration for market analysis, strategic business planning, and capture strategy/solution development, proposal management, leading to the award of major programs. This position will include ownership of pipeline development/management, customer contact and positioning; management of overall IC sales pipeline, forecasting, and capture management; teaming interactions; and coordination with other internal business development, program management, solution architecture, and sales resources available across the company in the development of winning proposals. The candidate will review opportunities across contract vehicles and IDIQs as well as manage capture and partner efforts. You should have experience with customer relationship management and opportunity tracking to include Salesforce, Deltek, GovWin and experience with a variety of contract award types including cost plus fixed fee, fixed price, award fee, and performance-based contracting are key. You must be a self-starter, organized, aggressive, and highly-skilled professional with proven success in selling in highly competitive systems engineering and professional service markets to clients. Required Skills and Experience: + Clearance required: TS/SCI + Bachelor’s degree with a minimum of 5 years of DoD, IC, or FedCiv experience. + Background in Project Management, Program Management, or Systems Engineering + Participate in capture content development + Proposal management experience + Experience in RFX process + Review new opportunities across contract vehicles + RFI, Sources Sought, Market Research Baseline Development + Capture Management Support + Baseline tracking of opportunities and timelines + Respond to basic data calls from partners + Strong written and verbal communication skills. + Self-motivated, able to thrive in dynamic environments, without oversight. + Knowledge of legacy IT environments and cloud hosting solutions. + Extensive experience selling and delivering solutions in support of the DoD/IC mission. + Demonstrated ability to cross-sell capabilities and solutions into adjacent markets. + Demonstrated knowledge and understanding of developing proposal estimates, estimating labor hours, basic knowledge of rates, price to win strategies. + Demonstrated knowledge and understanding of government budget cycle, types of funding, cycles, and constraints. + Understanding the full capture lifecycle and has been successful in various customer domains within the IC markets. + Demonstrated knowledge and understanding of government budget cycle, types of funding, cycles, and constraints. + Experience with customer relationship management and opportunity tracking systems to include Salesforce, Deltek, GovWin. + Additional knowledge and experience with marketing adjacent capabilities in the areas of Enterprise IT; Cyber Operations, automation, Dev Ops, ITSM and Managed Services; Data Center, Cloud and Cloud Migration; EITaaS; Data Transport and Systems Integration; Application Development and Modernization; Big Data and Data Analytics. Desired Experience: The ideal candidate will possess both a sales and technical background that enables them to drive an engagement at the C-level as well as with business line leaders, software developers and IT architects. You should also be a self-starter who is prepared to develop and execute against a Market Sector coverage plan and consistently deliver on revenue targets while performing the below: + Drive revenue and market share in a defined Market Sector. + Develop and execute against a Market Sector plan that leads to the creation and maintenance of a robust sales pipeline. + Manage numerous accounts concurrently and strategically. + Create and articulate compelling value propositions around Smartronix Cloud Assured services. + Accelerate customer adoption through education and engagement. + Work with partners such as AWS, Microsoft and Google to manage and grow business and pipeline. + Assist customers in identifying priority adoption use cases for cloud. + Create and implement sales programs and tools that increase performance within your Market Sector. + Provide leadership to bring continuous innovation and corporate capability to the customer to accomplish their mission. + Preferable that the candidate has held a lead role in a professional services sales’ organization with a background in consulting solutions. Vaccination is a requirement of the position per Executive Order 14042. If a candidate is not vaccinated, they may request an accommodation once offered the position. The accommodation must be granted prior to the employee starting in the position. Candidate will have 60 days to get vaccinated. For candidates in TN, KY, and OH where there are stays in place vaccination may be a requirement of the position post court decision #LI-Remote SMX is committed to hiring and retaining a diverse workforce. All qualified candidates will receive consideration for employment without regard to disability status, protected veteran status, race, color, age, religion, national origin, citizenship, marital status, sex, sexual orientation, gender identity or expression, pregnancy or genetic information. Selected applicant will be subject to a background investigation. SMX is an Equal Opportunity/Affirmative Action employer.
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