Location: Mc Lean,VA, USA
Description & Requirements
This position will work exclusively to drive revenue by selling specifically to the Department of Homeland Security (DHS) components. As a member of the Maximus Federal Sales team, this individual will be responsible for identifying, qualifying, capturing, proposing, and closing new business opportunities for the company. It is paramount this individual initiate new business ideas and concepts to meet their targeted clients' business needs.
Ideal candidate resides in the DMV (DC, Maryland or Virginia) area. This is a hybrid role. Must have the ability to work On-Site 2 or more days per week in and around the Tysons Corner, VA office.
Essential Duties and Responsibilities:
* Support market research, white space analysis, and competitive intelligence initiatives.
* Monitor and track industry news, developments, and regulatory changes affecting the competitive landscape.
* Develop and maintain comprehensive competitive profiles, including strengths, weaknesses, opportunities, and threats (SWOT analysis).
* Work collaboratively to develop and maintain a comprehensive after-action review of bid opportunities
* Support strategic planning, go to market strategies, and organic business development.
* Support growth strategies
* Assist in the development of competitive positioning strategies and contribute to product and marketing decisions based on intelligence findings.
* Prepare regular reports and presentations for internal stakeholders, providing actionable insights and recommendations.
* Prepare detailed business cases, findings, and recommendations for presentation to executive management.
* Manage one or more direct reports performing market research in core markets, including but not limited to making assignments and providing direct reports with training and professional development.
* Develop and implement a comprehensive business development plan aligned with the organization's overall strategic objectives.
* Conduct market research to identify emerging trends, potential clients, and industry opportunities.
* Perform annual review of sales processes and identify opportunities for sales process improvements.
* Assist with sales forecasting, planning, and budgeting processes.
* Provide leadership and consultation to sales organization and executive management regarding implementing sales organization's objectives.
* Work with sales team to ensure accuracy and timely distribution of sales and management reports
* Review reports for effectiveness and make recommendations and/or revisions to existing reports as needed.
* Work with executive management on the performance measurements required to ensure success for the organization.
* Represent the company at industry events, conferences, and networking opportunities.
* Build and maintain an active pipeline of business opportunities within DHS by leveraging existing relationships, attending industry days, conferences / trade shows, working with business partners, networking events, and providing solution presentations
* Work as an integrated team with operations and capture to drive the development of detailed and updated capture strategies for each opportunity to ensure Maximus' solution is differentiated and competitive
* Aggressively add to the pipeline to consistently meet or exceed quarterly and annual signings targets
* Work closely with members of our solutions technical team to drive competitive and relevant technical volumes / demonstrations / solutions for our clients and proposals
* Design and drive client call plans that engage clients up, down and around an opportunity's sphere of influence to ensure a full, well-rounded understanding of the Agency' objectives are being met with Maximus' proposed solution
* Design and drive the preparation for all client meetings on opportunities. Ensure successful client meetings on opportunities by pre-determining the objective of the meeting and determine the criteria to use to determine success
* Develop and/or contribute to Maximus Account Plans for targeted agencies that demonstrate a roadmap to winning new business year-over-year
* Contribute to the development of proposals, oral presentations, demonstrations, or other key selling tools
* Establish and maintain long-term relationships with clients in your targeted Agencies at the working level and up to C level government executives
* Effectively present to Maximus executives on your opportunities to ensure there is corporate understanding of what is needed to win, what resources must be allocated and what technical or other gaps must be closed in order to ensure a win/award to Maximus
* Conduct research on emerging trends, market dynamics, and potential business opportunities relevant to DHS. Analyze data to identify gaps, assess competitive landscapes, and recommend strategic directions.
* Collaborate with program managers, team leads, technical experts, and internal program leads (e.g., TXM) to ensure seamless execution of business development initiatives.
* Monitor RFI releases and work with internal teams to create and deliver a response
* Represent Maximus' capabilities to government clients
Minimum Requirements
* Bachelor's Degree in related field.
* 5-7 years of relevant professional experience required.
* Equivalent combination of education and experience considered in lieu of degree.
* Demonstrated understanding of the DHS contracting market
* Proven knowledge of U.S. Government procurement process, vehicles, etc.
* Prefer experience interfacing with multi-divisional, inter-agency teams, and C level buyers (CEO, CIO, CFO, Department Directors, etc.)
* Demonstrated understanding of Federal government operations and contacts and developing best value solutions for Federal government
* Experience with effective management of solutions bids, negotiations, and client relations
* Ability to identify new markets and new business opportunities
* Ability to function well in a fast-paced environment
* Excellent written and verbal communication skills
* Unquestioned personal integrity and ethical behaviors
* Ability to travel up to 15% of the time
* Must be able to obtain a Top Secret security clearance
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EEO Statement
Active military service members, their spouses, and veteran candidates often embody the core competencies Maximus deems essential, and bring a resiliency and dependability that greatly enhances our workforce. We recognize your unique skills and experiences, and want to provide you with a career path that allows you to continue making a difference for our country. We're proud of our connections to organizations dedicated to serving veterans and their families. If you are transitioning from military to civilian life, have prior service, are a retired veteran or a member of the National Guard or Reserves, or a spouse of an active military service member, we have challenging and rewarding career opportunities available for you. A committed and diverse workforce is our most important resource. Maximus is an Affirmative Action/Equal Opportunity Employer. Maximus provides equal employment opportunities to all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status or disabled status.
Pay Transparency
Maximus compensation is based on various factors including but not limited to job location, a candidate's education, training, experience, expected quality and quantity of work, required travel (if any), external market and internal value analysis including seniority and merit systems, as well as internal pay alignment. Annual salary is just one component of Maximus's total compensation package. Other rewards may include short- and long-term incentives as well as program-specific awards. Additionally, Maximus provides a variety of benefits to employees, including health insurance coverage, life and disability insurance, a retirement savings plan, paid holidays and paid time off. Compensation ranges may differ based on contract value but will be commensurate with job duties and relevant work experience. An applicant's salary history will not be used in determining compensation. Maximus will comply with regulatory minimum wage rates and exempt salary thresholds in all instances.