Business Development Manager (Government)

OVERVIEW 

Akumen is looking to hire an experienced Business Development Manager to focus on our Fed Civilian portfolio, with emphasis on the DOS, DHS, FAA. Are you ready to use your expertise in the areas of IT Modernization, Data Management, Cyber Security and DevSecOps to make a real difference? Join Akumen, Inc., a technology consulting firm that empowers federal agencies with innovative IT solutions that enhance public safety and national security.  This role requires an active DoD secret security clearance or higher. 

RESPONSIBILITIES 

We are seeking an exceptional candidate who is not just highly motivated, but also a dynamic, goal-oriented individual with a proven track record of being a proactive achiever and skilled closer. This autonomous and organized professional should be methodical, punctual, and meticulous, enthusiastic about leading demand generation and direct sales in a specific account or territory for the Department of State as primary and secondary agencies DHS/FAA. 

To thrive in this pivotal role, the Business Development Manager must cultivate strong client relationships and possess a comprehensive understanding of the procurement cycle and processes within the Department of State. A confident and charismatic approach will be key to successfully navigating and influencing these essential partnerships. 

1. Primarily responsible for identifying new business development opportunities in the Government market and building and executing an account-based forecast and plan. 

• Conduct market research to identify, qualify and capture new business opportunities and contract vehicles resulting in a robust sales pipeline.
• Collaborate with leadership to validate new opportunities, expand capture activity, and identify qualified teammates.
• Track opportunity progress and lifecycle in Salesforce, Akumen’s system of record.
• The business developer will formulate, communicate, and implement an integrated capture and proposal strategy that provides customers with a clear and defendable justification for selecting the company; will have a firm comprehension of the customer’s requirements, hot buttons, and issues; understand the strengths/weaknesses of our competitors; and will develop/implement winning strategies that highlight strengths and mitigate weaknesses.
• Develops and maintains a pipeline of new business opportunities sufficient to meet the company’s Government revenue targets. Pipeline metrics have been established by corporate leadership for all phases of new business development. The Business Development Manager is expected to meet an annual bookings target associated with new business growth.
• Build and execute comprehensive capture plans specific to new opportunities.
• Lead multiple, complex customer sales opportunities and close them efficiently.
• Adhere to U.S. Government procurement practices and budget cycles to achieve sales objectives.
• Initiate, develop, and maintain relationships with buyers at all levels, including C-level executives, to capture and win new business.
• Support the recompete of current contracts and the expansion of current contracts. 
• Influence and attend market-facing events, build the Akumen brand and identify speaking engagements for Akumen’s subject matter experts.

The selected individual will provide critical leadership from early capture strategy development through the post-submission phases.  

• Map Akumen's services/solutions to the agency's vision, strategy, demands, and pain points.
• Actively participate in proposal efforts and have proven experience in proposal writing.
• Coordinates with other parts of the organization.

Government Market and Solution Expertise 

• Maintain in-depth knowledge of Akumen’s corporate capabilities and innovations. 
• Maintain a high degree of ethics and professionalism. 
• Perform other duties as assigned. 

QUALIFICATIONS 

• Bachelor's degree in a related area with at least five years of federal solution sales and business development experience. 
• Proven track record in excelling in a quota-driven sales environment, selling multi-million dollar technical and professional services engagements to the Federal government.
• Experience with complex sales cycle, selling to business and IT executives at both the program and executive level.
• Thorough understanding of U.S. Government and Department of Defense acquisition processes, to include the FAR and DFAR.
• Well-versed in industry practices/trends/leaders.
• Must possess experience coordinating the activities of multiple internal business units.
• Demonstrated sales via agency / departmental contract vehicles (GWACs) and BPAs. 
• Ability to prioritize and manage multiple projects/priorities simultaneously. 

Desired Skills 

• Sales awards and/or recognition as a Business Development Executive/Manager selling solutions and/or services in the agency/department. 
• Industry-related technical certifications. 
• Deep understanding of Cloud, Cyber and Data Technology, Services and Solutions. 
• Demonstrated passion for and commitment to the agency / departmental mission. 

SECURITY CLEARANCE 

• Must have an active DoD secret security clearance or higher. 

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