Business Development and Capture Manager- New England (4684)

SMX•Warwick, RI

8d•Remote

About The Position

SMX’s State and Local Government Group is seeking a Business Development and Capture Manager to play a critical role in solidifying, growing and delivering the State & Local business within its own service offering while offering complementary technologies and expertise to the greater SMX business. This leader will take ownership of the strategic vision supporting the State & Local client portfolio in New England and new opportunities within the group. The successful candidate will work very closely within their focused community and leverage relationships to maintain current contracts and expand into new areas of growth. The ability to drive growth, build relationships and teams, as well as actively portray technology solution offerings is essential. This position is based in New England (RI, CT) and will be remote with frequent on-site customer visits. Critical Attributes: Proven leadership in driving growth and managing a large portfolio in the State & Local customer space Expertise with an applications and consultative, solutions-selling framework Success in building and leveraging BD, delivery, and technology teams and maintaining customer intimacy Track record of building and maintaining large pipelines (>$100M) and sales backlogs Broad experience in overcoming adversity and driving transformation Alignment with sales, marketing, and execution teams to create synergy

Requirements

Bachelor's Degree in a technical or business-related discipline, or the equivalent combination of education, professional training, or work/military experience
Minimum of 15 years of experience with 7-10 years of experience in the State & Local space working with CIOs, CTOs, program managers and other stakeholders
Demonstrated technical acumen to bridge the gap between customers, technology providers and technical solutioning and implementation teams
Experience working with leading technology providers including AWS, Microsoft Azure, and leading-edge platforms and technologies
Outstanding communication skills with the ability to ensure the highest quality articulation of new strategies and tactics for the marketplace
Self-starter: demonstrated experience in managing and completing tasks on time
Manage multiple tasks simultaneously across the acquisition life cycle
Strong communication and presentation skills with the ability to translate client mission needs into business opportunities
Demonstrated ability to build relationships and work as part of a highly dynamic team

Nice To Haves

Knowledge of process improvement techniques and ability to direct improvement initiatives
One or more technical certifications is a plus

Responsibilities

Develop, maintain and present quarterly business development and growth plans defining customer networks and opportunity pipelines
Drive and coordinate new sales opportunities across State & Local markets, lead winning proposal efforts, and track key growth metrics
Lead winning proposals throughout entire process from Statement of Work and proposal development through handoff to execution teams, comfortable in both individual contributor and team leader roles
Create business solutions to meet customer requirements across diverse technologies, delivery, contract and pricing models
Establish and maintain C-level relationships across the target portfolio to include customer, partner, and industry organizations
Leverage existing relationships to (1) Enhance execution and support organic growth across strategic programs (2) Identify and qualify new business opportunities
Drive high performance standards across the operation – develop great talent, and identify and implement programs for filling any gaps that may exist to drive growth
Successfully manage change and adversity in an evolving business area with changing demands
Identify and attend relevant marketing and technology engagement events
Enter and maintain opportunities within the corporate sales tracking platform
Develop and present Gate Reviews for leadership for each stage of an opportunity