Overview

iDirect Government, LLC (iDirectGov), a wholly owned subsidiary of ST Engineering iDirect, is a global leader in satellite communications (satcom) providing technology and solutions that enable its customers to expand their business, differentiate their services and optimize their satcom networks. iDirectGov is the #1 ground segment TDMA satcom provider in the US Government market.

iDirectGov offers IP communications technology to enable constant connectivity for voice, video, and data applications in diverse and challenging environments. Specializing in the unique and diverse needs of the U.S. Department of Defense (DoD) and civilian government agencies, our sole focus is to offer the best satellite communications products and services that support U.S. government operations both domestically and abroad. As the leading innovator in this space, our diverse and talented team of internet satellite and telecommunications professionals continues to break new ground and create significant opportunities for network and operators and for service providers and resellers.

The Senior Director of Business Development will report to the Senior Vice President of Sales (SVP) and will be integral in iDirectGov's continued dominant success with the current customer set coupled with growing iDirectGov with new product and service offerings and new customer acquisition. iDirect Government has a goal of increasing their activity in strategic business development activities and programs. This business development individual will be key in leading those initiatives.

iDirect Government is looking for a proven business development leader that will lead current and new business development activities within iDirect Government. We are looking for a hunter who is a trusted advisor to key customers with both Capture and BD built into their DNA. The Senior Director of BD will be an outward facing builder/cultivator of programs that are 24-36 months out.

iDirect Government has a superb and diverse product and engineering team that is not only developing the next generation of Military Communications technology but is the leader in the field of interference mitigation. All of our capability and technology experience lends itself to pursuing additional contracts within both the public companies and government sectors of the US DoD community.

This leader should have established relationships within the DoD to include Space Force and possess a clear vision of how a business development team should be formed and operate. They should have Sales, Business Development, Capture, Management, B&P, and program management knowledge as well as experience working with a development engineering team.

Responsibilities

• Overall accountability for new business capture and proposal efforts. Responsible for new business development of 24 to 36 month out programs, in conjunction with building a target plan for managed accounts.
• Develop and maintain list of target opportunities and implement the qualification stage gate vetting process. Will start the capture process of opportunities that will be presented to the SVP for approval to move forward on.
• Develop capture strategies to increase win percentage for both NRE and product program efforts Team member will have experience with the Shiply process or something like Shipley.
• Assist with competitive intelligence to form proper win themes to increase win percentage. Team member will provide competitive intelligence on all opportunities in coordination with engineering and sales engineering
• Facilitate primary communications to internal proposal support teams including Sales, Engineering, Contracts, Finance, Product, Marketing, and Executive Teams. Team member will be responsible for working inside the Idirect Govt team
• Collaborate with existing Sales Account and Executive teams to proactively identify future capture opportunities and build future target pipeline.
• Prepare and perform capability briefings, technology demonstrations, and business meetings to customer audiences ranging from systems engineers to C-level executives.
• Understand customer technical needs, communicate those needs with the engineering team, and determine best-fit solutions based on existing technologies or potential development efforts.
• Provide management team with accurate and detailed budget and funding sources, competitive environment assessment, technology applicability, market dynamics, price-to-win analyses and probability of winning.
• Attend relevant industry conferences, trade shows, workshops, forums, etc. to help form strategic relationships for the above-growth markets.
• Help shape the company’s long-term capture and proposal submittal objectives and determine plans for how to meet them.
• Travel to vendor locations and Government customer locations as required.
• Identify and recommend new services and products, revenue projections, and changes to the business model to enable business growth.

 Priorities to be accomplished in the first 6-months:

• Build out business development processes to position iDirect Government to shape, capture and win strategic development programs. Build out 24 to 36 month targets to include primes and going direct to DOD.Map key strategic customer accounts and decision makers. Develop key relationships within organizations to include OTA’S
• Work with SVP of Sales to create synergistic approach to new customer base penetration and key program positioning. Develop key working relationships with adjacent team members within Idirect Govt, Idirect and ST Engineering.
• Identify 3 key programs that fit our capabilities within the first 45 days
• Review and make recommendations on our capture process.

Qualifications

• 10 years of demonstrated business development of key programs to include working each opportunity through the capture process
• 10 years of demonstrated ability to understand DOD budgets.
• Demonstrated track record of success working in technical sales with RF/satellite communications or related field.
• Demonstrated ability to understand new technology quickly and communicate technical details effectively.
• Demonstrated network of current business contacts within relevant DoD organizations.
• Training and implementation of either Shipley or Miller Heiman sales processes.
• Proven track record of capture and proposal generation, including proposal development for complex systems and giving product demonstrations.
• Successful combination sales, business development, and engineering skills able to be applied to customer interactions as necessary.
• Demonstrated experience of working within the combatant commands to include the Internal COCOM’S such as EUCOM.
• The ability to travel, up 50%.

Education and Experience:

• Bachelor's degree and at least 10 years of related experience.
• 10 years’ Government technical proposal writing and sales experience.
• 10 years’ Management of capture and proposal generation experience.

Current United States Citizens, with Top-Secret DoD security clearance or the ability to obtain Top-Secret DoD security clearance.

iDirect Government is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, disability, sexual orientation, gender identity, or protected veteran status.

iDirectGov has retained Boxwood to exclusively conduct a different kind of recruitment. We have selected Boxwood because we are believers in Boxwood’s unique approach to candidate selection and qualification. While this process is different, we feel that it genuinely offers both candidates and the company the best opportunity to get to know each other at a deeper level than is typical with the conventional interview approach.

Please click for a short video on the Boxwood Process.

Learn more about iDirect Government:

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Benefits Highlights:

We celebrate the little things with family events and company outings

401(k) plan with employer match

Generous PTO benefits

Bonus opportunities

Paid time off to volunteer for your local community

Tuition reimbursement

Comprehensive medical and life insurance

Paid maternity and paternity leave

Comprehensive compensation packages