Principal, Business Development

Business Development organization at our Camden NJ or Washington, DC location. A successful candidate will be responsible for developing new business in our NSA Type-1 Encryption business. The new hire will reinforce, establish and grow customer relationships, identify and shape pursuits, assist with developing capture strategy, and provide effective internal and external communications regarding pursuits.

The successful candidate will have subject matter expertise in cryptographic systems, including encryption devices, with comprehensive operational and/or technical knowledge and in-depth knowledge of business development, including a working knowledge of experience with the Shipley Capture management process. This position will be supporting the Surface and C5 Systems Division of the Maritime Sector, managing large, complex project initiatives of substantial importance to the organization with minimal oversight and direction. Additionally, this candidate will communicate within and outside of the organization to explain and influence changes to practices, processes and approaches, and implement operational plans and strategies that have measurable impact on the business or functional outcomes.

Essential Functions:

Develop and execute an effective plan and strategy for increasing orders, bookings and opportunity captures

Develop and reinforce strong relationships with current and potential customers to facilitate ongoing and new business opportunities

Manage new business capture throughout the business development cycle from planning, targeting and gathering information through proposing and eventual closure of the capture

Demonstrate expertise in the DoD rapid acquisition approaches such as Broad Agency Announcements (BAAs), Other Transaction Agreements (OTAs), Defense Innovation Unit (DIU).

Provide proficient knowledge of company products, product applications, systems and solutions to peers, partners and potential customers to develop potential new business opportunities

Develop bid and win strategies and PTW (price-to-win) for selected pursuits

Determine current demand for products and services for both the company and its competitors including future product feature-set direction & roadmaps

Assemble an effective team that produces a winning proposal

Coordinate preparation of compelling opportunity reviews to internal leadership for approval

Evaluate market and competitive conditions and develop competitive assessments

Develop business forecasts for customers, market and product lines

Demonstrate an ability to assess customer influence within customer organizations

Demonstrate deep knowledge of DoD acquisition processes and programs including the US Services, Intelligence Community (IC) and the National Security Agency (NSA). Proven track record of successful business capture

 

Required Qualifications:

Bachelor’s degree in business or related technical field, or equivalent with a minimum of 12 years of prior relevant experience. Graduate degree and a minimum of 10 years of prior related experience. MBA is a plus, military experience is a plus

Active SECRET security clearance with the willingness and ability to obtain TS/SCI security clearance.

Experience in leading new business pursuits. Demonstrated ability in competitive analysis, customer analysis, win strategy development, proposal and color team leadership and price-to win analysis

Strong working knowledge of and experience with common capture processes, including the Shipley capture management process

Exceptional leadership and decision-making skills

Must be available to travel at least 30% of the year

 

Preferred Qualifications:

Experience engaging with senior executives at government agencies, major prime contractors, and commercial companies

Established contacts within Intelligence Community and the National Security Agency

Understanding and familiarity with cryptographic systems, including encryption devices. Demonstrated understanding of cryptographic systems lifecycles, including requirements development, system design and architecture

Disciplined, self-starting professional who can bring projects to closure with minimum direction, guidance and oversight

Strong written and verbal communication and presentation skills

Excellent computer skills with strong proficiency in Windows interface, Microsoft Office package (Microsoft Outlook, Microsoft Excel, Microsoft Word, Microsoft PowerPoint, Microsoft Access), and Microsoft Project

In compliance with pay transparency requirements, the salary range for this role is $143,000-266,000. This is not a guarantee of compensation or salary, as final offer amount may vary based on factors including but not limited to experience and geographic location. Our company also offers a variety of benefits, including health and disability insurance, 401(k) match, flexible spending accounts, EAP, education assistance, parental leave, paid time off, and company-paid holidays. The specific programs and options available to an employee may vary depending on date of hire, schedule type, and the applicability of collective bargaining agreements.

Security Clearance Required: Yes

 

To apply send resume to [email protected]