Sales Executive, Department of the Navy

NTT DATA Services•Herndon, VA

5d•$101,546 - $169,242•Onsite

About The Position

As a Sales Executive, you will have responsibility for driving the identification, development, and capture of IT solution opportunities across the Navy. The ideal candidate will have extensive experience supporting market assessment and strategic planning within the Department of the Navy and will have played a demonstrated, hands-on role in generating net-new revenue. The individual should have strong communication and relationship-building skills, with the ability to engage effectively with senior government leaders, acquisition officials, industry partners, and contractor community representatives at all levels. The successful candidate will possess a strong understanding of the Department of the Navy’s IT acquisition environment, including its major organizations, programs, buying centers, and industry ecosystem. The individual must be capable of developing trusted customer relationships, identifying emerging requirements, shaping opportunities well in advance of solicitation, and translating those relationships and insights into qualified pipeline and contract awards. Only those candidates with prior experience successfully selling and/or delivering IT services within the Department of the Navy will be considered. Candidates must be able to demonstrate a track record of developing new business, building senior-level customer relationships, and contributing directly to successful contract wins.

Requirements

Minimum 8 years of Sales/Business Development experience
Minimum 5 years of experience selling and/or delivering IT services within the Department of the Navy.
Minimum 5 years of experience leading or directly supporting business development, capture, and/or account growth efforts supporting Department of the Navy customers.
Minimum 5 years of experience supporting multiple aspects of the sales lifecycle, including opportunity identification, qualification, account penetration, customer engagement, opportunity shaping, pursuit strategy, capture, proposal development, and contracting processes.
Contributed to $50 million or more in new business bookings during the preceding three years, with a significant (>50%) portion attributable to Department of the Navy customers.
Undergraduate degree or equivalent combination of education and work experience. -4 years of additional experience will substitute for an Undergraduate degree.

Nice To Haves

10+ years of experience in Federal Sales, Business Development, Capture, or Account Management, with significant experience supporting the Department of the Navy.
Demonstrated experience developing and maintaining senior-level relationships within the Department of the Navy.
Demonstrated experience selling IT, digital, cloud, cybersecurity, data/AI, infrastructure, or managed services to Department of the Navy customers.
Demonstrated ability to identify and develop net-new business opportunities and successfully convert qualified opportunities into contract awards.
Established senior-level relationships across the Department of the Navy organizations, including headquarters, MAJCOMs, PEOs, program offices, acquisition organizations, CIO/Cyber organizations, and mission-focused organizations.
Demonstrated ability to identify and shape opportunities prior to solicitation, influence customer requirements, and position the company for competitive advantage.
Proven experience developing and executing strategic account plans for large Department of the Navy customers.
Demonstrated success leading capture efforts from opportunity identification through contract award, including development of win strategies, teaming strategies, competitive assessments, customer engagement plans, and proposal strategies.
Experience developing and managing large, qualified opportunity pipelines, including accurate forecasting and probability assessment.
Demonstrated track record of exceeding annual sales/bookings targets in a Federal or DoD environment.
Experience developing and managing relationships with prime contractors, OEMs, technology providers, and small-business partners supporting Department of the Navy opportunities.
Experience identifying and executing organic growth strategies within existing contracts and customer accounts.
Strong understanding of Department of the Navy acquisition processes, contracting vehicles, buying organizations, and procurement strategies.
Experience working with IDIQ, GWAC, BPA, MATOC, and task-order-based acquisition environments.
Existing relationships with key Department of the Navy decision-makers, influencers, and acquisition personnel that can be leveraged to develop new business.
Experience working collaboratively with executive leadership, solution architects, delivery organizations, contracts, pricing, and proposal teams to develop winning solutions.
Active Secret or Top Secret security clearance or eligibility to obtain and maintain a higher-level clearance.

Responsibilities

Oversee and manage the Department of the Navy opportunity pipeline in alignment with NTT DATA's overall sales and growth strategy.
Identify, research, qualify, and prioritize high-value opportunities across the Department of the Navy, developing and executing account and capture strategies designed to generate sufficient qualified pipeline to meet or exceed annual revenue targets.
Develop and maintain a deep understanding of the Department of the Navy’s mission priorities, acquisition strategies, buying organizations, programs, and key decision-makers to identify emerging requirements and position NTT DATA for future opportunities.
Build and maintain trusted relationships with senior government executives, program and acquisition leaders, mission owners, industry partners, and key influencers to identify customer needs, shape opportunities, and establish NTT DATA as a trusted technology partner.
Lead opportunity development from early identification and customer engagement through qualification, shaping, capture, proposal, and contract award, coordinating closely with capture, solution, delivery, contracts, and executive leadership teams.
Leverage NTT DATA's IT, digital, cloud, cybersecurity, data and AI, infrastructure, and managed services capabilities to develop customer-specific solutions and differentiated value propositions that address mission requirements and improve win probability.
Develop accurate sales forecasts, establish priorities, and maintain disciplined pipeline management while keeping cross-functional teams focused on the highest-value opportunities and sales objectives.
Identify and develop new business opportunities and expansion opportunities within existing accounts, with primary accountability for revenue growth and achievement of assigned sales targets.
Develop and execute strategic account plans that establish clear objectives for customer access, pipeline growth, opportunity shaping, partner strategy, competitive positioning, and revenue attainment.
Represent NTT DATA at industry events, customer engagements, acquisition forums, and other venues to strengthen market presence and expand relationships across the Department of the Navy.
Meet or exceed assigned annual bookings and revenue targets while maintaining a healthy, qualified, and strategically aligned pipeline.
Demonstrate exceptional influence, executive communication, presentation, negotiation, and consultative sales skills.
Demonstrate the ability to develop and sustain long-term strategic relationships with senior government and industry executives and leverage those relationships to create measurable business outcomes.