Director, Market Development & Advisory Channels

MGT

5h•Remote

About The Position

Director, Market Development & Advisory Channels will lead MGT’s BTA (Business Transactional Advisory) and VC2P (Vistria Value Commercial Creation Plan) channels to drive revenue through informed policy, relationship development, and public sector sales. The Director will report to MGT’s VP of Market Development & Execution. This role converts early-stage intelligence—funding signals, legislative priorities, and stakeholder access—into qualified pipeline and closed bookings, with an immediate focus on advancing Rural Health Transformation Program (RHTP) opportunities nationwide.

Requirements

Bachelor’s degree in public administration, Business, Political Science, Healthcare, or related field
Eight (8) or more years in public sector sales, government affairs, and public sector consulting
Experience working with lobbyists, political consultants, and government stakeholders
Proven ability to convert policy, funding insights, and relationships into pipeline and revenue
Experience with public sector procurement (RFPs, contract vehicles, cooperative purchasing)
Strong cross-functional leadership and executive communication skills
CRM experience (Salesforce preferred) with pipeline management and forecasting

Nice To Haves

Advanced degree (MPA, MBA, MPH, JD, or similar)
Experience in healthcare or large-scale government-funded programs (e.g., Medicaid, rural health)
Background in government relations, political consulting, or public service
Experience with channel-based or partner-driven sales models
Familiarity with federal/state funding mechanisms (grants, appropriations)
Experience supporting complex, multi-stakeholder proposals and pursuits

Responsibilities

Policy, Funding & Market Intelligence
Identify and act on buying signals including legislation, appropriations, grants, pre-RFPs, RFPs, and agency priorities.
Translate policy and funding insights into actionable sales strategies, including timing, positioning, outreach, and target accounts.
Provide ongoing intelligence on funding pathways, procurement trends, and competitor activity.
Sales Channel Leadership (BTA & VC2P)
Lead and scale BTA (lobbyist/advisory) and VC2P (board/advisory) channels to generate high-value introductions and sourced pipeline.
Ensure accountability across established governance, cadence, and performance expectations to drive accountability and results.
Enable a “political sales” motion leveraging influence networks to accelerate access and trust.
Opportunity Origination, Capture & Close
Convert introductions, insights, and funding signals into qualified opportunities and bookings.
Lead early-stage shaping, positioning, and partner alignment through proposal and award.
Coordinate with proposals and delivery teams to ensure competitive and compliant solutions.
Procurement Activation & Cross-Functional Execution
Leverage contract vehicles (e.g., GSA, TIPS, OMNIA) to streamline procurement and accelerate deal closure.
Partner across MGT (SIS, MC, TSG) to align solutions with client needs and drive enterprise sales.
Coordinate with Portfolio and Operating Group leadership on strategy, pursuits, and execution.
Pipeline Management, Reporting & Strategic Growth
Own pipeline development, forecasting, and reporting within Salesforce to ensure accuracy and accountability.
Lead bi-weekly/monthly channel meetings to track progress, refine strategy, and drive performance.
Serve as a MGT leader for RHTP and expand into additional national programs and funding-driven opportunities.