Director of IC Sales and Business Development (Active TS ) -...
Posted on Feb 16, 2020 by Peraton
Director of IC Sales and Business Development (Active TS ) - Communications Sector
Annapolis Junction, MD 20701
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We are seeking a security-cleared Director of Sales and Business Development in Annapolis Junction, MD to become a part of the Peraton Communications Sector Sales Team. Reporting to the Vice President - Sales and Business Development, in this position, you will be responsible to seek, identify, pursue, develop and close specific tactical sales and Strategic Business Development opportunities that may be developed within a broader customer relationship, program or IDIQ contract vehicle.
The primary responsibility for this role is to close sales opportunities and generate near term revenue, as well as position Peraton for additional sales opportunities in the future. You will be responsible for developing new prospects and will interact with existing customers to increase sales of the Communications Sector, including its Satellite and Terrestrial network service offerings. You will work directly with customers to understand their mission or business needs and translate them into solutions, through a collaborative sales process. You will be responsible for guiding sales opportunities all the way through the prospecting, qualification, development, proposal, and evaluation stages to the negotiation of a closed sales contract or award. You will have a dual reporting responsibility to the President of the Communications Sector, as well as the corporate Vice President of Business Development.
The Peraton Communications Sector provides innovative, reliable communications solutions to the nation's most sensitive and mission-critical programs and systems. As a trusted provider of highly differentiated secure communications capabilities, the Peraton Communications Sector is a critical partner to the Intelligence Community, Department of Defense, and select federal agencies and commercial entities.
What you'll do.
Achieve key annual sales objectives for Pipeline, Bookings, Revenue, and Gross Margin as assigned and required to support Peraton Communications Sector overall financial objectives.
Develop a detailed sales account plan for each assigned customer, to define and qualify overall opportunity, customer budget, key stakeholders, and organization requirements
Collaborate with the Peraton corporate Business Development organization to develop a qualified sales pipeline for telecommunications sales opportunities in the Intelligence Community, including NSA, DISA, and other agencies.
Meet with customers directly on specific opportunities to understand and shape their requirements and to craft sales solutions that bring value to the mission.
Serve as the voice of the customer to aid in developing the best solution to meet the mission.
Serve as the voice of Peraton Communications capabilities both to customers and the market, as well as internally to other business sectors of Peraton.
Understand and communicate to the capture team, the competitive landscape for each sales pursuit, to best position Peraton Communications to successfully capture the award.
Lead cross-functional internal capture or ad hoc teams to develop winning sales solutions by collaborating with proposal development, program management, engineering, finance and contracts management departments.
You would be a great fit if you have...
A BA or BS degree in Computer Science, Engineering, Business, Telecommunications, or other related field; a Master's degree in Business or related field is desirable. 16+ years of experience is required with a Bachelor's, or 14+ with a Master's degree.
5 years of progressive experience in business development, sales, or capture management roles in the telecommunications industry.
5 years of experience required with specific focus on business development and sales pursuits for U.S. government clients.
Proven experience identifying, pursuing and closing individual sales opportunities with a Total Contract Value (TCV) of at least $30M over the contract period. Preference for candidates with experience closing individual opportunities with a TCV of $50M+.
Proven experience identifying, pursing and closing multiple contracts from new customers that generate a minimum of $10M per year in aggregate recognized revenue.
Ability to travel up to 60%.
An active and current Top Secret clearance, eligible to obtain SCI.
It would be even better if you have.
Prior experience working in a military or government agency procurement organization.
Proven track record of meeting or exceeding sales performance targets including Bookings, Revenue and Gross Margin, with magnitudes in the tens of millions of dollars annually.
In-depth product and business model knowledge of both terrestrial and satellite based telecommunications technologies, applications and trends.
Proven ability to rally internal cross-functional resources to execute a sales strategy/capture plan.
Demonstrated current existing relationships with key government customers for telecommunications services in the Intelligence Community, especially with NSA, DISA, and others.
Certification or training in Miller Heiman Strategic Selling and Shipley Capture methodologies
Experience using a Sales or Customer Resource Management software system (e.g. Deltek-CRM, , Seibel, ACT or similar)
Strong written and oral communications skills with ability to present at the C-level.
Highly organized self-starter with personal drive to both serve the customer mission and roll-up your sleeves to get the job done.
This position requires you to have an active and current DOD Top Secret clearance and to maintain the clearance. Must have ability and eligibility to obtain and maintain an SCI clearance.
What you will get.
An immediately-vested 401(K) with employer matching
Rapid PTO accrual schedule with floating holidays
Comprehensive medical, dental, and vision coverage
Tuition assistance, financing, and refinancing
Paid maternity and paternity leave
Company-paid infertility treatments
Cross-training and professional development opportunities
The ability to influence major initiatives
At Peraton, we're at the forefront of delivering the next breakthrough in national security, every day. We're the partner of choice to help solve some of the world's most daunting challenges. How? By thinking differently. We're not mired in the past. We look at all problems with fresh eyes. We look past the obvious to bring the best talent, tech, and ideas together to completely transform how problems are solved. So bring your unique ideas, your entrepreneurial spirit, and your drive to succeed. Get ready to be part of something bigger. Get ready to do the can't be done.
We are an Equal Opportunity/Affirmative Action Employer. We consider applicants without regard to race, color, religion, age, national origin, ancestry, ethnicity, gender, gender identity, gender expression, sexual orientation, marital status, veteran status, disability, genetic information, citizenship status, or membership in any other group protected by federal, state, or local law.
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