Position Title: Director/ Vice President Sales & Business Development – Civilian & NGO

Work Location:

·Fairfax, Virginia


Clearance Required:

· Preference for existing security clearance
· Ability to obtain Top Secret clearance

Summary:


The Director/VP Sales & Business Development - Civilian holds primary responsibility for the identification, development, and realization of revenue opportunities in the federal Civilian government sector (e.g. departments of Commerce, Homeland Security, Transportation, etc.) as well as large non-government organizations (e.g. United Nations, International Monetary Fund, US AID, etc.). The position is responsible for both the strategy and execution of revenue capture in the defense sector, and must demonstrate a strong acumen for tactical sales as well as more long-term business development. Where appropriate, the Director/VP Sales & Business Development will establish third party teaming relationships to successfully capture sales opportunities, as well as leverage existing contracting vehicles and business relationships with prime contractors. The position will work closely with the VP Strategic Development to find opportunities to leverage newly awarded prime contract vehicles and mine for task orders specifically for the Civilian/NGO sector.

The position has ultimate accountability for development of a rich and healthy sales funnel and pipeline in the Civilian/NGO sector, as well as conversion of that pipeline into recognized revenue. The successful candidate will need to develop deep relationships with potential end customers as a means of understanding and influencing both current and future requirements. The Director/VP Sales & Business Development – Civilian/NGO will need to be well versed on all the products and services and capabilities of Arrowhead, in order to think creatively about how to best meet customer requirements.

The Director/VP Sales & Business Development will be primarily measured on meaningful and sustainable new revenue generated from the Civilian/NGO sector. The position will have discrete annual goals and objectives for revenue, bookings/backlog, gross margin, and sales funnel and pipeline. In this capacity the Director/VP Sales & Business Development is the company’s lead missionary sales and business development “hunter” for the Civilian/NGO sector, focused on identifying opportunities for revenue growth in both the current year, as well as over the next 2-3 years and beyond.

The successful candidate will be a seasoned sales executive with a quantifiable track record of generating revenue from large complex government related technology and telecom procurements. Although this is an executive level position, the successful candidate will require a strong “roll-up your sleeves” work ethic and take a hands-on approach to driving opportunity capture and revenue growth.


Duties and Responsibilities:

· Expand Arrowhead’s market presence beyond its current contract vehicles and major customers
· Develop the Civilian/NGO sector as a significant contributor to company’s overall revenue and margin portfolio
· Establish major revenue generating business development opportunities across multiple customers, partners, and organizations in the Civilian/NGO area
· Develop a rich sales funnel and pipeline of opportunities across the desired sectors, as defined by the company’s revenue objectives
· Establish a strong “win strategy” and capture plan for each targeted opportunity
· Serve as the “capture manager” for each new defense related opportunity
· Manage cross-functional “capture teams” of personnel in Bids & Proposals, Engineering, Operations, Contracting, and Finance
· Own the RFP/bid process and content for the targeted opportunities
· Work closely with the VP Strategic Development to establish revenue from new customers and task orders for newly awarded contract vehicles, as appropriate to the Civilian/NGO sector


Knowledge and Skills:


· Very large and well established base of contacts within the Civilian/NGO community
· Outstanding complete sales process skills from prospecting/cold calling to deal closure
· Large base of contacts within the system integrator and government contracting communities
· In-depth understanding of the federal government procurement and contracting process
· Track record of successfully identifying, capturing, and generating revenue from multi-million dollar government contracting vehicles, as both a prime and registered sub-contractor
· In depth technical understanding of satellite, wireless, and terrestrial telecommunications systems, particularly in government or secure military applications
· Strong sales process discipline with training in strategic sales management
· Self-starter capable of managing opportunities all the way through the entire sales process
· Team-player with ability to motivate others to support capture of new opportunities
· Outstanding customer relationship skills
· Strong proposal writing and presentation development skills and experience


Education and Work Experience:

· Minimum 10 years experience in advanced telecom or IT systems sales and development
· Minimum 5 years experience in federal government contracting
· Significant experience working inside or with multiple federal Civilian/NGO organizations
· Preferred: Bachelors degree in business or related technical field
· Preferred: Masters or other advanced degrees in business or appropriate technical field

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