Herndon, VA (ON-SITE/OFFICE)

Your Impact:
The Business Development (BD) is primarily responsible for the business development ownership w ithin the Divergent Solutions (DVS) organization unit, Cyber and Intelligence Solutions (C&IS) business unit focus on providing Cybersecurity, Mission Analytics & Software, and Intelligence, Surveillance and Reconnaissance (ISR) to US National Geospatial- Intelligence Agency (NGA).
Position Summary:
Reporting to the C&IS Sales and Strategy lead, this BD has the principal responsibility to develop, maintain, and implement our Account Plans for NGA client and related Geospatial opportunities supporting military services, combatant command, etc.
The BD director will serve as the lead business development and direct sales point of contact to the NGA client and the primary liaison across Jacobs to represent DVS equities and interests when pursuing opportunities with People and Places Solutions (P&PS) and Critical Mission Solutions (CMS) lines of business.
The position requires the ability to collaborate with and lead various business and technology leaders to develop multi-disciplined, cross functional solutions for our clients. The position also requires a working knowledge of NGA priorities, organizations, competition, and acquisition strategies to best position Jacobs to further develop, expand, and capture this market. The position will also support National Reconnaissance Office (NRO) opportunities business development and account planning.
A comprehensive understanding of client requirements and challenges is essential to shape solutions that meet their respective needs. This position necessitates contact and relationship building at all levels of the NGA market for the purpose of building relationships, improving customer intimacy and brand recognition, cultivating a deeper understanding our client's mission priorities and gaps, and facilitating delivery of key projects and programs.
As a senior sales position, this role requires the ability to engage with clients for the identification of business opportunities, and to lead a diverse set of resources in the pursuit of those opportunities. It also involves leading technical solutioning on new business and existing business initiatives, including capture and proposal activities.
Primary Responsibilities:

• Serving as a primary point of contact for NGA client(s) and maintaining and promoting Jacobs' relationship and position with the client(s)

• Identification and prioritization of business opportunities that will lead to consistent growth

• Assessing project and program requirements, while developing and recommending a sound approach or application to meet the needs of the project and client

• Develop and maintain NGA account plan - business opportunities aligned with DVS strategy and C&IS framework

• Leading the development of win strategies and value proposition related to key pursuits

• Building internal and external teams for the successful pursuit and delivery of opportunities

• Planning and participating in client engagements and negotiations

• Representing Jacobs at relevant external forums (industry events, conferences, etc.)

• Develop and/or submit of white papers, RFI/Market Survey responses, and other pre-request for proposal activities

• Participate in or lead capture activities, to include opportunity gate reviews, black hat sessions, collaboration and workshop sessions, proposal reviews and meetings

• Support Jacobs marketing campaign

#DVS #DIVERGENT #DIVERGENTSOLUTIONS
Here's what you'll need:

• Bachelor's degree and 8 years of related business development and/or capture experience. Will consider NGA/NRO related program management experience in lieu of (substitute for) years of BD/capture experience. Additional experience may be considered in lieu of a degree.

• A proven track record of successful business development and/or capture management in NGA Community and Cybersecurity/information systems markets.

• Experience building and managing an opportunity pipeline

• Leadership skills to develop, organize, and execute significant business development and account planning activities, including building industry teams, assessing win probability, and executing customer call plans to shape acquisitions and win business

• A track record of leading and winning large pursuits

• Experience leading teams in a virtual environment; ability to work through others, and get results from teams that do not report directly to you

• Strong verbal communication skills and prior experience briefing executives

• Willingness to travel to support customer visits and strategy workshops (estimated up to 25% annually as required)

• Position is eligible for some remote work.

• Top Secret (SCI eligible)

Preferred:

• Masters Degree

• Financial experience to understand pricing and other quantitative complexities in large bids

• NGA and National Reconnaissance Office (NRO) experience

• Managed pipeline in excess of $1B.

• Top Secret/SCI Counter Intelligence Polygraph