Position Title: Director, Business Development

Work Location: Remote,

Job Summary:

Mano Lani LLC is looking for a Business Development Director with experience successfully leading business development activities. The Business Development Professional is responsible for identifying, qualifying, and assisting with the capture of a robust pipeline that supports the Mano Lani growth objectives. Additionally, the Business Development Professional is responsible for helping manage and guide focused pursuits to include writing the proposed solution.

This highly visible position will work across the DoD and Federal Government to develop strategy and drive business growth on the business to include strategic opportunities and program delivery focused on:

• Advisory and Assistance Services
• Information Technology Service Management
• Cybersecurity
• Cloud Integration and Data Center Consolidation
• IT logistics

This individual will build new accounts and grow existing accounts to drive revenue across each of our offerings and will draw upon an extensive background in selling professional services, consulting, and products. Our environment is autonomous and requires someone who is highly enthusiastic, flexible, detail-oriented, analytical, and comfortable working with multiple people in a very dynamic environment. In this role one must be capable of effectively engaging with multiple people inside a customer organization, both technical and business to solution sales opportunities.



Essential Duties and Responsibilities: (Not listed in order of importance; other duties may be assigned) and must be able to perform the following with minimal guidance:

• Responsible for successfully capturing and winning multi-year new business contracts.
• Extensive experience selling and delivering solutions and supporting clients.
• Knowledge of legacy IT environments and cloud hosting solutions.
• Demonstrated ability to cross-sell capabilities and solutions into adjacent markets.
• Experienced in proposal writing and compliance.
• 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.
• Experience with customer relationship management and opportunity tracking systems to include SAM.gov, Bloomberg, FedConnect, GovWin and Capture 2 Planning.
• Understanding of the full capture lifecycle, identification through award and proven success in various customer domains within the DoD markets.
• Experience with formulation and execution of acquisition strategy and schedules in coordination with multiple subcontractors and technology vendor partners.
• Demonstrated ability to lead/execute, provide disciplined individual and team account management supporting future capture and proposal efforts for large and/or complex captures.
• Experience with contract award types including cost plus fixed fee, fixed price, time and materials, award fee, and performance-based contracting across Statement of Work, Performance Work Statements and Statement of Objectives.
• Additional areas of knowledge and experience are 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 preferably in the DoD market.

Qualifications:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill and ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience/Skills Required:

• Bachelor's degree in engineering or business; Master's degree preferred.
• Ten years' experience in business development in similar industries, including demonstrated ability in effectively delivered strategy and value selling.
• Strong business and commercial skills with an understanding of financial drivers and shareholder value; solid knowledge of industry-standard legal and business language, including familiarity with contracts, NDAs, Teaming Agreements, Intellectual Property (IP), payment terms, proposals, pricing, and margin.
• Established industry/market network.
• Five years leadership experience, preferably in Business Development for DoD; highly professional in appearance and approach; exudes expertise and credibility.
• Sound strategic thinker that possesses vision of what could be; ability to identify opportunities; nimbleness in thinking; initiator of improvements.
• Strong but customer-aware negotiation skills; track record of building high-performing teams; ability to influence.
• Demonstrated ability to effectively multi-task.
• Excellent presentation and communication skills; ability to condense complex issues into succinct messages for both internal and external communication.
• Strong problem solving, analytical and listening skills.
• Advanced knowledge of Microsoft Office suite and Adobe Professional
• The ideal candidate will possess both a sales and technical background that enables them to drive an engagement at the C-level. Successful applicant 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; previous SBA 8(a) experience preferable
• Develop and execute against a Market Sector plan that leads to the creation and maintenance of a robust sales pipeline in the short, medium and long term.
• Accelerate customer adoption through education and engagement.
• 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.

Abilities:

• Ability to organize, prioritize, multi-task and meet deadlines.
• Ability to excel in a fast-paced, dynamic and matrixed local and global organization.
• Capable of conveying complex information in a simplistic manner.
• Strong critical thinking and problem-solving skills
• Able to take proactive measures to prevent problems rather than reactive by nature.
• Strong verbal and written communication to effectively express concepts, plans, and proposals
• Must be a U.S. Citizen.

Security Clearance:

DoD active security clearance is preferable. Applicants selected will be subject to a security investigation and may need to meet eligibility requirements for access to classified information.

Physical Requirements

Work may involve sitting or standing for extended periods of time. Position may require typing and reading from a computer screen. Must have sufficient mobility, including but not limited to bending, reaching, and kneeling to complete daily duties in a timely and efficient manner. There is a possibility that due to parking availability and location of work, walking moderate to long distance may be required. Possible lifting up to 25 lbs.

Please note: Mano Lani LLC reserves the right to change or modify job duties and assignments at any time. The above job description is not all encompassing. Positions, functions and qualifications may vary depending on business needs.

Mano Lani LLC is an equal opportunity employer and does not discriminate against applicants based on race, color, creed, religion, medical condition, legally protected genetic information, national origin, sex (including pregnancy, childbirth or related medical condition), sexual orientation, gender identity and expression, age, disability, or Vietnam era, or other eligible veteran status or legally protected characteristics.