Business Development Director - DoD - ARMY

Overview:

By Light is growing our team to extend our value more broadly across the Army, and in this case with extensive focus on Aberdeen Proving Ground.

The Business Development Director is responsible for the strategic leadership of assigned opportunities in support of the Army market growth strategy. The qualified candidate must thrive in an environment where they are responsible for the management and execution of the full business development and capture life-cycle across multiple simultaneous pursuits and proposals. We are looking for a highly motivated, detail-oriented, self-directed individual to assist in leading responses of statement of works/objectives and competitive RFP/RFQ/RFI requests. This individual will be expected to collaborate with other team members from business development, operational leadership, and Subject Matter Experts (SMEs) to build and execute call plans to position ByLight for successful pursuits and the submission of competitive proposals. This person will also directly gather, assess, and validate customer requirements, and direct the activities of the extended capture team to develop a winning solutionResponsibilities:

• Understand market trends and technical direction of the Army and communicating By Light’s value proposition to those customers
• Establish and maintain strong relationships with key Army customers, with emphasis on Aberdeen Proving Ground
• Maintain and execute customer call plans
• Translate customer intelligence into compelling solutions
• Gather, assess, and validation of customer requirements, issues, and risks
• Develop value propositions and identify/develop early win strategies
• Develop and execute capture plans
• Drive all aspects of an opportunity from Identified to Proposal phases
• Collaborate with Account Leads, Project Managers, and SMEs from across the company to bring the full company depth and breadth forward to win
• Plan and participate in opportunity activities, to include white papers, RFIs, sources sought, workshops, industry events, opportunity gate reviews, black hat sessions, collaboration sessions, and proposal color team reviews
• Leadership skills to develop, organize and execute significant account planning, capture, and opportunity execution activities, including building industry teams, assessing win probability, ensuring execution of customer call plans to shape acquisitions in order to respond to and win business with new and existing customers
• Demonstrable understanding of the Government Acquisition process and typical contract types

Required Experience/Qualifications:

• Eight or more years in Business Development and/or Federal Capture
• Existing Army relationships, including Aberdeen Proving Ground
• Proven track record in developing, capturing and winning large federal opportunities
• Experience moving an opportunity through standard Gate Reviews and leading information gathering to mature opportunities
• An understanding of Information Technologies being deployed in the Federal Space to include Cloud migration and operations, Agile Development, Infrastructure modernization, and Cyber Security
• A thorough understanding of Army doctrine, direction, and strategies