Director of Business Development

ServiceSource, Inc • Oakton, VA

23h

About The Position

Make an impact by joining ServiceSource, a champion for people with disabilities. Explore new opportunities! ServiceSource is an organization of talented people who drive innovation, embrace change, and strengthen communities. The Director, Business Development is responsible for the day-to-day management of ServiceSource’s business development, proposal management, marketing, and customer satisfaction functions. This person is responsible for execution of ServiceSource’s business development processes, including pipeline development, opportunity identification/evaluation, maintenance of customer accounts, and capture of new contracts. Directly supervises Capture Manager, Proposal Manager and provides overall guidance to Proposal Coordinator and supporting consultants. Primary Duties The requirements listed below are representative of the knowledge, skills, and abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. These duties and responsibilities will be rated on the Annual Performance Review. Lead the planning, organization, and implementation of ServiceSource business development activities, including, pipeline development, capability presentations, opportunity evaluation, and all related activities. Qualify leads, develop targets, implement strategies for capture, engage with Subject Matter Experts and assist operations through new project start-up. Develop, present, and implement a comprehensive business development strategy across the organization to leverage identified Business Development Ambassadors to drive growth and facilitate a culture of business development across key locations, with key customers and/or other strategic targets. Meet goals and objectives established through annual strategic planning activities. Fully incorporate Customer Relationship Management (CRM) software to capture, manage, and report activities and progress, jobs created, revenue generated, and both short/long-term pipeline opportunities. Achieve established goals as established by EVP for jobs created, revenue generated, win rate, customer presentations, and proposal submissions. Lead team to bring to fruition identified targets of opportunity in the federal/commercial marketplace either through the AbilityOne Program or the competitive procurement process. Collaborate with other departments to evaluate and develop strategies for successful capture of new work. Supervise the composition of high-quality proposals for new business and renewals of existing business. Work with the Proposal Manager and Proposal Coordinator to prepare final proposals for submission. Monitor and build relationships externally to include federal and commercial customers and potential teaming partners. Execute teaming agreements and other partnership vehicles (Mentor/Protégé, Prime/Sub) to facilitate contract capture and job creation for individuals with significant disabilities. Additional Responsibilities Participate in strategic planning, strategy and innovation meetings and other related activities. Support the attainment of all applicable accreditations and quality certifications to position ServiceSource for future contract opportunities. Prepare and deliver high quality and compelling presentations to external stakeholders, ServiceSource leadership and other internal teams. Monitor and report on customer satisfaction levels for all ServiceSource contract customers. Provide customers with an effective feedback mechanism outside regular operational channels. Support Vice President External Affairs on Advocacy efforts across ServiceSource including all regional offices.

Requirements

• Bachelor’s degree in business administration or related field preferred.
• Minimum ten (10) years’ experience in business development required.
• Five (5) years relevant experience in a management position required.
• Knowledge of Federal Acquisition Regulation (FAR) and relevant commercial contracting practices required.
• Demonstrated proficiency with Customer Relationship Management (Salesforce) and market intelligence software (GovWin) or similar systems.
• Ability to attend DC area meetings in person and/or travel up to 50% of the time throughout the U.S. is required.
• A leader with a passion for ServiceSource’s mission to create opportunities for individuals with disabilities while meeting government contracting needs.
• Exceptional writing, research and communication skills.
• Must have the ability to think independently while also promoting teamwork within the organization.
• An energetic, forward-thinking, and creative individual with high ethical standards.
• A well-organized and self-directed individual who is a team player.
• Ability to read, analyze, interpret and prepare operating, solicitation, opportunity and contractual documents.
• Ability to work effectively as a supervisor and peer to accomplish necessary work.
• Effective internal and external customer relations skills; ability to participate in and respond effectively to sensitive inquiries, negotiations, complaints, and team activities.
• Ability to make effective presentations on complex topics to the Senior Executive Team or other stakeholder groups.
• Proficiency in Microsoft Word, PowerPoint, Excel

Nice To Haves

• Knowledge of AbilityOne Program, Service Contract Act (SCA) and government procurement processes preferred.

Responsibilities

• Lead the planning, organization, and implementation of ServiceSource business development activities, including, pipeline development, capability presentations, opportunity evaluation, and all related activities.
• Qualify leads, develop targets, implement strategies for capture, engage with Subject Matter Experts and assist operations through new project start-up.
• Develop, present, and implement a comprehensive business development strategy across the organization to leverage identified Business Development Ambassadors to drive growth and facilitate a culture of business development across key locations, with key customers and/or other strategic targets.
• Meet goals and objectives established through annual strategic planning activities.
• Fully incorporate Customer Relationship Management (CRM) software to capture, manage, and report activities and progress, jobs created, revenue generated, and both short/long-term pipeline opportunities.
• Achieve established goals as established by EVP for jobs created, revenue generated, win rate, customer presentations, and proposal submissions.
• Lead team to bring to fruition identified targets of opportunity in the federal/commercial marketplace either through the AbilityOne Program or the competitive procurement process.
• Collaborate with other departments to evaluate and develop strategies for successful capture of new work.
• Supervise the composition of high-quality proposals for new business and renewals of existing business.
• Work with the Proposal Manager and Proposal Coordinator to prepare final proposals for submission.
• Monitor and build relationships externally to include federal and commercial customers and potential teaming partners.
• Execute teaming agreements and other partnership vehicles (Mentor/Protégé, Prime/Sub) to facilitate contract capture and job creation for individuals with significant disabilities.
• Participate in strategic planning, strategy and innovation meetings and other related activities.
• Support the attainment of all applicable accreditations and quality certifications to position ServiceSource for future contract opportunities.
• Prepare and deliver high quality and compelling presentations to external stakeholders, ServiceSource leadership and other internal teams.
• Monitor and report on customer satisfaction levels for all ServiceSource contract customers.
• Provide customers with an effective feedback mechanism outside regular operational channels.
• Support Vice President External Affairs on Advocacy efforts across ServiceSource including all regional offices.

Benefits

• Health coverage for you and your family through Medical, Dental, and Vision plans.
• Financial protection with 100% company paid Disability, Life, Accidental Death & Dismemberment insurance.
• A 403(b)-Retirement plan in which the company matches dollar for dollar on a generous percentage matching up to 3% of your contribution.
• Tax advantages through Flexible Spending and Health Savings accounts that allow you to pay for specific healthcare and dependent care expenses with pre-tax dollars.
• To help you manage your work and life needs, we offer an Employee Assistance Program, Wellness Program, and Tuition Assistance.
• A generous paid time-off program in which the benefits increase based on your tenure with the company.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Number of Employees: 501-1,000 employees