BACKGROUND:
NCS has been providing product-based IT service solutions to Federal, military, and commercial customers since our inception in 1996. These solutions center on a wide range of hardware from end user devices, to rugged mobile computers for field operations, and networking, compute, GPU, and storage equipment for integration into military platforms. Over the years, NCS built up a substantial integration, manufacturing, quality, and logistics infrastructure. We also developed and refined robust business practices to compete effectively in the markets that we focus on; e.g., Federal civilian agencies, all three branches of the military, the Federal System Integrator community serving them, and private enterprises.
We have recently received a U.S. Army ITES-4H contract award. Together with ADMC-3 and a CHS-6 sub-contract, we now have a portfolio of contracts to pursue different types of business with the Army including reselling end user devices and enterprise equipment, providing multi-OEM system integration services, and modifying/adapting COTS IT hardware for tactical deployment. We thus are now seeking a strong, capable and enthusiastic individual to fill the position of Business Development Manager (BDM), Strategic Solutions Army to pursue business with the Army under the foregoing contracts and in alignment with our Go To Market Strategy. To achieve this objective, we wholeheartedly welcome inquiries from former Army service members.
POSITION DESCRIPTION:
The BDM will be a member of the DoD Strategic Solutions sales team and will report to its Director. The team itself is a part of the Client and Enterprise Solution Group. It is responsible for implementing our Go To Market Strategy by promoting product and service solutions that are relevant to the Army. This individual will mainly focus on ITES-4H opportunities. However, if opportunities lead to ADMC-3 or CHS-6, he/she will also be expected to pursue them vigorously.
POSITION RESPONSIBILITIES:
PREPARATION FOR DUTIES
-
Study the NCS Go To Market Strategy, formulate a plan, define objectives, obtain buy-ins from leadership and peers, and implement it to search for new opportunities that will eventually emerge on ITES-4H and, in some cases, ADMC-3 or CHS-6 as mentioned above.
-
Immerse in and learn about NCS and the uniqueness of our business as much possible in the shortest amount of time by engaging in conversations and interactions with colleagues, OEMbusiness partners, and customers to be able to develop a keen understanding of each and every element of our value proposition including:
-
Knowledge of the ecosystem of the industry
-
Relationships with key players in the industry
-
Business, financial, technical, engineering, integration, and logistic service capabilities
-
Small business corporate status of NCS as a differentiator
-
Keen understanding of NCS' responsibilities, obligations, and rights under the ITES-4H
SALES DUTIES
-
Rely on personal connections, business contacts and methodical research to look across the entire Army to identify and develop new or growth opportunities for NCS to prime or subcontract under teaming agreements as appropriate.
-
Prioritize opportunities that require complex solutions to be developed that involve multiple OEMs' hardware, software, and NCS' system integration service.
-
Develop, manage, and maintain a pipeline of opportunities that are viable for NCS to pursue from perspective of eligibility, competence, and competitiveness.
-
Influence customers' technical and business requirements and how they apply acquisition regulations to create the most favorable conditions for NCS to win; e.g., customer taking certain policies and contracting actions that measurably further differentiate our solutions from those of our competitors.
-
Develop and maintain close working relationships with OEM, FSI, and VAR business development and sales teams, contribute to and follow their footprint to learn what programs/projects they are trying to capture, understand their needs and challenges, and rely on NCS' value propositions to help them differentiate their solutions from those of their competitors.
-
Develop and maintain relationships with customers (whom the OEMs, FSIs, and VARs may also target) to gain an understanding of what they need. Determine how NCS' value propositions can be employed to address these needs along with the products and services of the aforementioned parties to arrive at winning solutions.
-
Be accountable to the Director of the DoD Strategic Solutions sales team for winning each opportunity that NCS decides to pursue.
-
Propose, advocate, and work to advance the "win" theme throughout the proposal for each opportunity.
-
Discharge this responsibility by relying on your own charisma and power of persuasion to get all internal and external stakeholders excited about the prospect of winning and enlist their help and contributions to create most favorable conditions for the NCS team to win.
-
Employ entrepreneurship and creativity to connect the dots of seemingly unrelated events into discriminators favorable to our team and solutions.
QUALIFICATIONS:
To carry out the duties and responsibilities of this position, the individual must possess the following qualifications and personality attributes:
-
At least five (5) years of experience with ITES as i) an Army Contracting or Program user of the contract or ii) more preferably selling solutions to the Army under it. Experience with the ADMC or CHS series of contracts is highly desirable.
-
Intimately familiar with the competitive landscape of the Federal computer integrator/reseller market including key OEMs, potentially complementary partners, supply chain, and competitors.
-
Intimately familiar with the various Program Offices within the Army who have been relying on successive generations of ITES to acquire the solutions they need and must have active and close contacts with key personnel managing such programs.
-
Intimately familiar with the various OEMs and FSIs who have been doing business with the Army through ITES and their contract holder partners and must have active and close contacts with key personnel at such companies who are managing their business with the Army.
-
Demonstrable experience in the practice of sales with accomplished track record specifically in discovering and capturing opportunities that require a combination of products and services (i.e., product-based service solutions) is preferred.
-
Strong knowledge of computer and networking technologies, hardware and software including end user computing devices, compute, GPU, and storage servers, operating systems, major software platforms, etc.
-
Must be familiar with ITES procurement practices.
-
Must possess a strong work ethic plus "hands-on" and "ready to roll up one's sleeves" leadership trait (to fit in with NCS' culture).
-
Must possess a persistent, patient, and relentless personality to effectively pursue business objectives.
-
Must be entrepreneurial and resourceful in thinking and general outlook and possess the ability to promptly separate "the wheat from the chaff" in determining when and where to focus one's own attention and corporate resources.
-
Must have a flexible and agile personality to manage multiple demands and job duties on an on-going basis.
-
Strong interpersonal networking skills to build relationships with individuals with diverse personalities and cultural backgrounds.
-
Must possess excellent presentation, written and verbal communication, and negotiating skills.
-
Must be able to contribute ideas to and critiques on proposals.
-
Must be proficient with MS Office Suite, especially Excel, and familiarity with CRM software such as Salesforce and QuoteWerks.
-
Minimum of Bachelor's degree in business, marketing, science, or engineering.
-
Must project an image (through demeanor, dress, verbal and written communication, etc.) that warrants respect and deference from others.
-
Must be able to maintain a consistent hybrid WIO/WFH schedule when not on travel, and be willing to travel as business needs arise.
