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

• Prospect for potential new clients and turn this into increased business.
• 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.
• Meet potential clients by growing, maintaining, and leveraging your network.
• Identify potential clients, and the decision makers within the client organization.
• Research and build relationships with new clients.
• Set up meetings between client decision makers and company’s practice leaders/Principals.
• Plan approaches and pitches.
• Work with team to develop proposals that speaks to the client’s needs, concerns, and objectives.
• Participate in pricing the solution/service.
• Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion.
• Use a variety of styles to persuade or negotiate appropriately.
• Identify, develop, and pursue government contract vehicles that posture DS2 for growth.
• Demonstrate a thoughtful understanding of insightful industry knowledge and how Mission Planning and/or GIS applies to initiatives, trends, and triggers.

Client Retention

• Present new solutions and services and enhance existing relationships.
• Work with technical staff and other internal colleagues to meet customer needs.
• Arrange and participate in internal and external client debriefs.

Business Development Planning

• Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.
• Present to and consult with DS2 management on business trends with a view to developing new services and solutions.
• Identify opportunities for campaigns, services, and new vertical markets that will lead to an increase in sales.
• Using knowledge of the market and competitors, identify and develop DS2 unique selling propositions and differentiators.

Management and Research

• Submit weekly progress reports and ensure data is accurate.
• Ensure that data is accurately entered and managed within the sales management system.
• Forecast sales targets and ensure they are met by the team.
• Track and record activity on accounts and help to close deals to meet these targets.
• Work with staff to ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner.
• Research and develop a thorough understanding of the DS2’s people and capabilities.
• 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

• General knowledge of geospatial concepts and location aware services.
• Experience working with commercial and/or defense related agencies.
• Understanding of GIS, Mission Planning, Department of Defense Air Force Architecture (DODAF), Certification and Accreditation, and general software engineering as it relates to customers.
• 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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System Engineer - DS2_2602

Job Description

DS2 is seeking a System Architect with 5 to 7 years’ experience leading teams developing/integrating architecture models across the capability, operational, and solution domains to include both structured (functional decomposition) and object techniques. We are seeking a System Architect to develop time-phased Enterprise Architecture (EA)’s that captures future states within the IT and Geospatial domain using an agile systems engineering framework.

The successful candidate will lead projects in transforming the customer’s current tradecraft areas, supporting new collaboration and integration opportunities enabled by the Rapid Airfield Damage Assessment System (RADAS). Enterprise Architecture products will be documented using the DoD Architecture Framework (DoDAF) across multiple time epochs.

Primary responsibilities include the following responsibilities:

• Develop architecture principles, strategies, and methodologies, to support the construction of transition and target architectures aligned with portfolio initiatives.
• Performing enterprise/system/solution architectural analysis & design using both structured and object techniques; This architecture analysis must support senior stakeholders in making critical investment trade decisions across the enterprise and enable a useful portfolio management discipline.
• Provide support to a comprehensive governance approach in developing architecture artifacts. Monitor for compliance with EA principles and strategies, ensuring that artifacts are developed to support timely decisions.
• Lead architecture roadmap and enterprise architecture activities, consistent with the agency’s vision and mission capability requirements. Align investments across the DOTMLPF construct and ensure traceability to key community reference models to include the Joint Architecture Reference Model (JARM) and Federal Enterprise Architecture (FEA) – Consolidated Reference Model (CRM).
• Ensure DoDAF 2.0 compliant Operational View (OV), Data/Information View (DIV), System View (SV) and Service View (SvcV) products are captured, developed and aligned to CV capabilities; verify that relevant performance Measures of Effectiveness/Measures of Performance (MOEs/MOPs) are allocated and tracked throughout the EA.
• Lead implementation of architecture frameworks, meta models, methodologies, standard operating procedures (SOPs), style guides, and presentation material supporting construction and integration of architecture artifacts.
• Facilitate and lead Architecture integration sessions with customer stakeholders, industry, and contractor support personnel.
• Developing architectural assessments, presentations, white papers and other analyses, as required.
• Communicating architecture baselines and demonstrating value to customers not versed in architecture principles.
• Attend and brief engineering and architecture review boards, serving as a team member simultaneously supporting multiple development efforts across the customer organization.

Strong communication skills are required for both customers and fellow architects alike. The system/solution architect should have a strong understanding of DoDAF to include practical experience in building various system and technical service views. This individual should be able to work independently and proactively communicate with the Architects and other software engineers.

Background Experience

Minimum

B.S. degree in Engineering, Computer Science, Information Systems or Equivalent. 5+ years Systems Engineering experience supporting Air Force Initiatives. Demonstrated experience leading teams developing/integrating architecture models across the capability, operational, and solution domains to include both structured (functional decomposition) and object techniques. The candidate must have excellent facilitation, oral presentation, and writing skills to include architecture model development. They must have the ability to work independently, within a team, and/or lead a team of architects/engineers. Experience using relevant EA tools (IBM-System Architect, CASEWISE, Troux, Visio). A good understanding of object-oriented development principles and Software Development Lifecycle (SDLC) methodologies. Ability to work under pressure, meet deadlines and budget constraints.

Desired

• Knowledge of geospatial concepts and location aware services
• Working knowledge of agile engineering principles, Scrum agile, or SAFe Agile methodologies
• EA Certification by a recognized Government or academic institution
• 5+ years in architecture development/analysis (DoDAF), requirements analysis, standards selection or engineering document preparation
• 3+ years’ experience working with DoD Services (USAF, USN desired) & combatant commands
• Experience in End to End performance analysis
• Awareness and use of key community reference models (JARM, FEA-CRM)

Clearance

Ability to obtain a U.S. DOD Secret Clearance is preferred.

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