Business Development Representative at Cloudflare responsible for sourcing new opportunities in the Enterprise segment. Conducting outreach and collaborating with cross - functional teams to drive sales.
About the role
- Federal Civilian Business Development Director leading KBR’s business development in federal civilian technology. Building customer relationships and managing multi-million dollar proposals with agencies like DHS and DOJ.
Responsibilities
- Responsible for the management and execution of the full BD life-cycle process across pursuits and proposals
- Routinely build pipeline and advance winnable opportunities with the average size of $200M+ solicitation pursuits at various stages of the capture lifecycle primarily in the federal civilian mission and technology programs.
- Engage the customer, shape future procurements, design a winning strategy, assist in developing a capture plan that implements the strategy and translates into win themes.
- Ensure the voice of the customer is contained in the content throughout the capture process.
- Plan, lead, execute BD activities to include:
- o Leading the development of a healthy pipeline of new winnable opportunities
- o Qualify and assess the “win-ability” of new opportunities and move them through the milestone process
- o Develop a plan for securing knowledge and understanding of the customer’s requirements, challenges, issues, and needs during the capture phase and lead solutioning/planning sessions with the capture team
- o Coordinate meetings with customers, competitors, clients, and teammates to develop market insight on requirements, acquisition strategy, acquisition timing, and contract vehicle choices
- o Lead milestone/gate reviews, black hat sessions, solution sessions, blue teams, and support proposal reviews
- o Lead the development and submission of white papers, RFI responses, and other customer engagement activities.
- o Apply KBR BD best practices to each pursuit, including customer engagement, solution and win theme development
- o Brief pipeline and opportunity status to senior management at specified milestones
- o Create winning solutions
- o Win large new business programs
Requirements
- Bachelor’s Degree and a total of 20+ years of experience that includes 10+ years of industry experience and 10+ years of experience in business development
- Experience winning new business, single award contracts valued over $200M
- Demonstrated ability to work with senior business and government leaders and to provide leadership within the workplace
- Pre-existing knowledge and relationships with federal civilian agencies with proven track records of winning single award programs as a prime.
- An ability to win new business and drive profitable financial outcomes
- Proven success in the following discipline(s) within Fed Civ: Business development, opportunity identification and qualification, account planning and strategic planning capability
- Demonstrated leadership skills in services-centric organizations to develop, organize and execute significant BD activities, including building industry teams, assessing win probability, and executing customer call plans to shape acquisitions
Benefits
- 401K plan with company match
- medical
- dental
- vision
- life insurance
- AD&D
- flexible spending account
- disability
- paid time off
- flexible work schedule
- professional training and development
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