Business Development Director, Energy Resilience

Parsons Corporation•USA VA (Virtual Office), VA

2d•Remote

About The Position

Our Federal Engineered Systems Global Business Unit is a world-class leader in delivering engineering and technology-enhanced solutions to Federal DoD and Civilian clients. With a history of disruption beginning in 1944, we apply our distinct perspective to help our customers confront the issues of tomorrow in every domain – land, sea, air, space, and cyber. We deliver mission-critical energy resiliency solutions that include microgrids, Integrated Base Defense Security Systems, electronic security systems (entry control), and utility metering infrastructure. Parsons’ long history of successful program delivery for the U.S. Army Corps of Engineers (USACE), Department of Defense (DoD), and other federal agencies gives us unparalleled experience in designing, integrating, and executing resilient energy and security solutions for military installations and critical infrastructure worldwide. Parsons is seeking a dynamic Business Development Director to join our sales team and lead our continued growth in the energy resiliency market. This market encompasses microgrids, Integrated Base Defense Security Systems, electronic security systems (entry control), and utility metering work, primarily supporting DoD and federal clients. The landscape for these customers is rapidly changing and more competitive than ever before. Geopolitical shifts, extreme weather events, cyber threats, regulatory changes, and the drive toward energy independence create both opportunities and threats to our customers. We have a team of energy and security experts, engineers, construction managers, and project managers who excel at working with our customers to understand the unique nature of their installation energy and base defense requirements and expertly deliver integrated, resilient solutions designed to meet their mission needs.

Requirements

BS degree in Engineering, Environmental Sciences, Business, or related field (or equivalent).
10+ years of experience in business development capacity or operations in the Federal market, with specific recent experience and knowledge of energy resiliency projects for USACE, DoD (Army, Navy, Air Force), and other federal agencies.
Must have construction background experience including pre-construction efforts.
Must be able to read plans and specifications.
Experience in cost estimating and material take-off is required.
Experience with Firm Fixed Price construction contracts and managing remote construction teams.
Demonstrated success winning and growing work in infrastructure projects.
Successful track record of winning federal contracts that deliver services in multiple contract types and procurements (Fixed Price, Cost Plus, SF-330, etc.).
Proven results with development and execution of a federal business development plan focused on energy resiliency or critical infrastructure.
Strong client relationships and ability to interface at all levels within client organizations, particularly with installation energy, facilities, and security/capital expansion organizations.
Capable of developing comprehensive client account strategies to produce winning results in the energy resiliency market.
Understanding of current market trends and differentiated solutions in microgrids, base defense security systems, electronic security, and utility metering.
Understanding of design-build and design-bid-build construction contract execution as well as all forms of USG contract acquisition vehicles used in energy and security programs.
Strong understanding of program execution risk in energy resiliency and security projects and how to deliver programs while maintaining exceptional client relations.
Salesforce CRM experience developing pipeline growth and action across all opportunities.
Possess a demonstrated knowledge of the marketplace to include (not limited to), annual funding levels for targeted clients in this market segment, key competitor organizations and leadership, and potential teaming partners by geographic regions.
US Person required.

Nice To Haves

Professional Engineering license is preferred.
Understanding of proposal efforts, proposal pricing, contract terminology, and negotiations with potential clients in the energy resiliency space.
Excellent presentation skills.
Ability to negotiate with key members of other firms.

Responsibilities

Develop capture strategy for new clients and develop/mature pursuit strategies in partnership with operations and management, with a primary focus on energy resiliency opportunities (microgrids, Integrated Base Defense Security Systems, electronic security systems, and utility metering).
Develop/deliver annual sales plan consistent with growth objectives in the energy resiliency market.
Identify and strategically participate in technical conferences, industry days, and events directly aligned with energy resiliency and DoD installation energy/security growth strategy.
Establish and maintain client relationships in support of new and ongoing sales, with emphasis on DoD energy, facilities, and security organizations.
Cradle-to-grave ownership of opportunities and the Business Acquisition Process (BAP) including pursuit identification, customer engagement, partner engagement/identification, proposal solutioning/strategic response development, and ensure final successful proposal delivery to clients.
Follow up on ongoing sales to ensure we are delivering on our promises and expanding our footprint in energy resiliency work.
Develop and oversee the creation of high-quality marketing materials and winning proposals tailored to energy resiliency and base security procurements.
Own opportunity from identifying lead through contract award.
Effectively negotiate contracts and teaming agreements to close sales.
Keep abreast of market and industry trends (including DoD energy policy, microgrid technologies, base defense modernization, and utility metering advancements) to understand price-to-win and adjacent growth opportunities.
Maintain a CRM database of key client contact information, competitor capabilities, and commercial competitiveness in the energy resiliency space.
Understand our competitors’ capabilities and devise plans to position Parsons to be successful in pursuits aligned with our strengths.