Director of Strategic Growth

Telligen•Washington, DC

2d•Hybrid

About The Position

Telligen is seeking a Director of Strategic Growth to build and maintain trusted relationships across federal agencies. This role involves strategic, content-driven discussions aligned with client priorities such as clinical transformation, benefits modernization, population health, and technology. The Director will navigate complex federal organizational structures to identify and influence key decision-makers, develop executive relationship maps, and execute account-based sales strategies to achieve sales goals. This includes leading the complete sales cycle from opportunity identification through solution design, teaming strategy, contract vehicle selection, and transition to delivery teams. The role requires owning pipeline development, CRM management, and rigorous forecasting. The Director will also develop and execute strategic account penetration plans for target areas within federal agencies, focusing on emerging federal health programs. They will lead pricing strategy development, support capture planning, and make strategic decisions based on federal market dynamics. Understanding federal evaluation criteria and source selection processes is crucial. The Director will establish a strategic presence within the federal ecosystem, including relationships with prime contractors, consulting firms, small business partners, technology vendors, and system integrators to drive teaming opportunities. Representing Telligen at federal health conferences and industry events is also part of the role. The Director must develop deep expertise across Telligen’s portfolio, orchestrate internal resources, and prepare compelling presentations. Maintaining current knowledge of federal healthcare industry trends, legislative changes, and budget priorities is essential. The role involves conducting market intelligence gathering, competitive analyses, and adjusting strategies accordingly. Strategic account planning and opportunity pursuit decisions will be based on client history, budget cycles, political environment, and procurement patterns. The Director will drive innovation by identifying new service offerings, solution sets, and delivery models, and lead ideation sessions for refinements, strategic partnerships, and corporate capability expansion within the federal sector. Contribution to Telligen’s federal growth strategy and capture planning processes is expected.

Requirements

Four-year degree in business, healthcare administration, public policy, health informatics, or related field required
7+ years of progressive experience in selling professional services, advisory services, or managed services to federal agencies, preferably within healthcare, health IT, or health management sectors
Proven track record of meeting or exceeding federal sales quotas and building strategic relationships with federal agency executives at the SES/GS-15/O-6+ levels
Understanding of federal healthcare marketplace dynamics, federal procurement processes (FAR/DFARS), contract vehicles (IDIQ, GSA Schedule 70/Mission Oriented Business Integrated Services, BPA, OTA, MAC), federal agency missions, appropriations processes, and federal agency organizational structures
Demonstrated ability to navigate complex federal organizational structures and influence decision-makers at multiple levels
Experience developing and maintaining relationships with federal agency executives, contracting officers, and technical evaluation committees.
Experience leading proposal development processes, capture planning, gate reviews, color team reviews, and opportunity qualification
Understanding of federal evaluation criteria and source selection processes
Understanding of Medicare/Medicaid programs, TRICARE, VHA operations, quality measurement (HEDIS, Stars, CAHPS), value-based care, health equity initiatives, social determinants of health, and federal healthcare regulations
Exceptional oral and written communication skills with demonstrated ability to serve as trusted advisor to C-suite executives
Ability to develop thought leadership content, white papers, and executive briefings
Proven ability to lead and collaborate with diverse, cross-functional teams including delivery/operations, finance, legal, contracts, and technical staff
Experience managing teaming partner relationships
Strong business acumen with ability to analyze market trends, competitive positioning, and financial implications of opportunities
Strategic thinker with entrepreneurial mindset and comfort with ambiguity
Advanced proficiency with Salesforce.com or similar CRM platforms, Microsoft Office Suite, and virtual presentation tools
Frequent travel to Washington DC area, federal agency locations nationwide, and team meetings, up to 40-50% or more
Ability to travel on short notice for pursuit activities

Nice To Haves

Ability to obtain and maintain Public Trust or Secret clearance preferred

Responsibilities

Build and maintain trusted relationships across federal agencies through strategic, content-driven discussions aligned to the client’s clinical transformation, benefits modernization, population health and technology priorities
Navigate complex federal organizational structures to identify, access, and influence key decision-makers and budget holders at all levels
Develop executive relationship maps and engagement strategies
Develop and execute comprehensive account-based sales strategies to achieve sales goals within federal agencies
Lead the complete sales cycle from whitespace opportunity identification, through solution design, storyboarding, teaming strategy, identifying optimal contract vehicles (IDIQ, GSA Schedule, BPA, OTA, CTA), coordinating prime/sub arrangements, price-to-win strategy development, and seamless transition to delivery teams
Own pipeline development, relationship mapping and maintenance of sales prospects and opportunities in CRM with rigorous qualification and forecasting discipline
Develop and execute strategic account penetration plans for target areas within federal agencies aligned to Telligen’s mission, including but not limited to emerging federal health programs
Lead direct pricing strategy development (price to win analysis), support capture planning activities, teaming arrangements, and contract vehicle selection, making strategic decisions consistent with federal market dynamics and operational capabilities
Understand federal evaluation criteria and source selection processes
Establish and maintain strategic presence and relationships within the federal ecosystem, including prime contractors, consulting firms, small business partners (8(a), SDVOSB, VOSB, etc.), technology vendors, and system integrators to drive teaming opportunities
Represent Telligen at federal health conferences, industry days, and business coalitions/associations
Develop deep expertise across Telligen’s full portfolio of capabilities, effectively orchestrating internal resources to address client needs
Prepare and deliver compelling presentations demonstrating valuable industry/sector perspective, competitive intelligence, and mission alignment
Maintain current knowledge of federal healthcare industry trends, legislative/regulatory changes, federal budget priorities, concepts and emerging best practices
Conduct ongoing market intelligence gathering and competitive analyses of federal agencies and adjust strategies to maximize profitable sales
Lead strategic account planning and opportunity pursuit decisions based on the client's organizational history, budget cycles, political environment, and procurement patterns
Drive innovation by identifying creative ideas for new service offerings, solution sets, and delivery models for federal clients
Lead ideation sessions with delivery teams to identify refinements to solutions, evaluate strategic partnerships and acquisitions, and make recommendations for expansion of corporate capabilities within the federal sector
Contribute to Telligen’s federal growth strategy and capture planning processes