Defense Business Development Director - MetroStar Systems - Washington

Job description
MetroStar Systems has been providing mission critical IT services and business solutions to the U.S. Government for over 14 years. MetroStar provides solutions across seven practice areas – Web and Mobile Application Development, Collaboration Services, Infrastructure Support, Cyber Security, Digital Services, and IT Management Consulting.
The role of Defense Business Development Director is an exciting opportunity in a fast-paced, high growth environment. This highly visible role demands an entrepreneurially minded executive who can shape and nurture opportunities, as well as compete successfully for existing, targeted opportunities and serve as focal point for all DoD market.
Primary Responsibilities:
Proactively identify new business opportunities within DoD market and qualifies opportunities in alignment with MetroStar’s seven practice areas and products to increase the firms revenues and profits.
Coordinates with business development team and updates customer relationship management (CRM) database of all business identified and in pursuit, the entire sales cycle from initiation to completion for delivery of customized business solutions to DOD clients.
Crafts approach in coordination with Senior Capture Manager to meet customers’ needs.
Identifies and oversees the implementation of innovative business development and sales strategies by leveraging product and practice offerings in firms’ horizontal and vertical markets.
Consistently follow MetroStar’s sales process and maintain a healthy Two Year rolling pipeline for MetroStar Defense Sector ex. (healthy pipeline is at minimum 5 opportunities to be released each QTR greater than $10 million Dollars in total contract value multi-year that are winnable based upon customer relationship, past performance, capability, and alignment).
Provides support to senior management in negotiations, contract development, due diligence and other business or alliance development needs.
Participate in business planning activities, to include periodic pipeline reviews, Business Unit operating plan development, bid agenda development, opportunity gate reviews, black hat sessions, win theme and discriminator workshops, and proposal reviews.
Interfaces with MetroStar’s Defense Business Unit and senior management and external partners to develop and implement strategies, plans and business models.
Determines new business courses of action; creates programs to support actions.
Develop relationships with GS-13 and above level in Defense including but not limited to: U.S. Marine Corps, Army, DISA, DTRA, Cybercom, and OSD.
This position reports to the Senior Vice President of Business Development with a dotted line to Defense Business Unit Manager.

Desired Skills and Experience

Skills, Experience, and Passion:
Over 8 years of Strong leadership, teamwork, interpersonal skills and experience with managing multiple business development efforts and crafting winning proposals and team in U.S. Government and Defense accounts.
Significant business relationships and a diverse background with senior client executives in Defense market developing new business.
Experience with penetrating Defense accounts (in particular U.S. Marine Corps, DISA, Cybercom, DTRA, Army, and OSD, etc.) to achieve established sales targets, leveraging established senior executive and contracting relationships.
Over 8 years of experience in selling IT professional serves and consulting services characterized by long sales cycles. Solutions include application and mobile development, infrastructure support services, and enterprise and data architecture consulting capabilities.
Two or more significant ($50M+ each) captures of new business opportunities.
Experience with full lifecycle of business development, including conducting capabilities briefings, identifying and following up on leads, obtaining referrals, performing competitive analyses, and other required efforts leading to closure of business opportunities.
Experience launching and operating a Defense Business Development pipeline.
A track record in generating large amounts of revenue in Defense market space and developing cold accounts into high revenue generating clients.
Ability to drive the sales strategy, develop winning sales strategies, taking into consideration key client factors, such as compelling event(s), critical success factors, stated and non-stated requirements, and the decision making landscape.
Ability to gain internal support, operate independently with limited supervision and feedback, and establish a solid working relationship with Defense Business Unit technical staff, program managers, and peers in the Defense Business Unit and across other MetroStar Business Units.
Ability to anticipate the strategies employed by each competitor and the skill to craft successful, proactive strategies for winning the business.
Solid executive presence, strong presentation skills, excellent written and oral communication skills.
Possession of an ACTIVE SECRET security clearance is required to begin employment, and MUST be eligible to obtain a Top Secret level clearance and US Citizenship is required.

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