Director, Business Development
Job Description
DS2 is seeking a Director of Business Development with ten years’ experience improving an organization’s market position and financial growth. The successful candidate defines long-term organization strategic goals, builds key customer relationships, identifies business opportunities, negotiates and closes business deals and maintains extensive knowledge of current market conditions.
The primary role of the Director of Business Development is to prospect for new clients by networking, cold calling, advertising or other means of generating interest from potential clients. They must then plan persuasive approaches and pitches that will convince potential clients to do business with DS2. They must develop a rapport with new clients, and set targets for sales and provide support that will continually improve the relationship. They are also required to grow and retain existing accounts by presenting new solutions and services to clients. Our successful candidate will work with management and technical staff. Strategic planning is a key part of this job description, since it is the Director of Business Development’s responsibility to develop the pipeline of new business coming in to DS2. This requires a thorough knowledge of the market, the solutions/services DS2 can provide, our business partners, and of DS2’s competitors. Responsibilities will vary day-to-day, but the main responsibilities can be summarized as follows:
New Business Development
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Prospect for potential new clients and turn this into increased business.
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Cold call as appropriate within Mission Planning, Geospatial Solution Development, Software Engineering to commercial and Department of Defense clients to ensure a robust pipeline of opportunities.
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Meet potential clients by growing, maintaining, and leveraging your network.
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Identify potential clients, and the decision makers within the client organization.
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Research and build relationships with new clients.
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Set up meetings between client decision makers and company’s practice leaders/Principals.
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Plan approaches and pitches.
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Work with team to develop proposals that speaks to the client’s needs, concerns, and objectives.
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Participate in pricing the solution/service.
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Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion.
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Use a variety of styles to persuade or negotiate appropriately.
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Identify, develop, and pursue government contract vehicles that posture DS2 for growth.
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Demonstrate a thoughtful understanding of insightful industry knowledge and how Mission Planning and/or GIS applies to initiatives, trends, and triggers.
Client Retention
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Present new solutions and services and enhance existing relationships.
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Work with technical staff and other internal colleagues to meet customer needs.
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Arrange and participate in internal and external client debriefs.
Business Development Planning
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Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.
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Present to and consult with DS2 management on business trends with a view to developing new services and solutions.
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Identify opportunities for campaigns, services, and new vertical markets that will lead to an increase in sales.
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Using knowledge of the market and competitors, identify and develop DS2 unique selling propositions and differentiators.
Management and Research
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Submit weekly progress reports and ensure data is accurate.
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Ensure that data is accurately entered and managed within the sales management system.
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Forecast sales targets and ensure they are met by the team.
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Track and record activity on accounts and help to close deals to meet these targets.
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Work with staff to ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner.
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Research and develop a thorough understanding of the DS2’s people and capabilities.
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Understand the company’s goal and purpose so that will continual to enhance DS2’s performance.
Background Experience
Minimum
B.S. degree in Marketing, Engineering, GIS, Computer Science, Information Systems or Equivalent. 5+ years’ experience sales experience providing solutions to businesses. Demonstrated experience in managing sales cycle including prospecting, proposing, and closing. Ability to adapt to new technology trends and translate them into solutions that address customer needs. Demonstrated experience with strong partnerships and advocacy to customers. Excellent presentation, white boarding, and negotiation skills including good listening, probing, and qualification abilities. Knowledge of government fiscal year, budgeting, and procurement cycle. Demonstrated experience to lead executive engagements to provide services and sell to commercial and governmental agencies.
Desired
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General knowledge of geospatial concepts and location aware services.
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Experience working with commercial and/or defense related agencies.
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Understanding of GIS, Mission Planning, Department of Defense Air Force Architecture (DODAF), Certification and Accreditation, and general software engineering as it relates to customers.
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Results oriented; ability to write and craft smart, attainable, realistic, time-driven goals with clear lead indicators.
Clearance
Ability to obtain a U.S. DOD Secret Clearance is preferred
Location
Northwest Florida or San Antonio, Texas
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