Senior Director of Business Development, Army

Akima, LLC - Herndon, VA3.5

Full-timeEstimated: $93,000 - $120,000 a year
Akima, LLC and its operating companies represent an uncommonly broad array of specialized talents, technologies, domain expertise and proven program success at some of the most visible and demanding implementations across all of government and industry. Driven by mission priorities and the most stringent business metrics, budget constraints and best practice models, Akima companies successfully support their customers at every critical point across a project’s lifecycle—from strategy, design, and development through operations, management, migration, and maintenance.

Akima, LLC seeks to hire a Business Development Account Executive in support of US Army IT accounts. In this role, you will be responsible for formulating and executing strategy, developing and qualifying the Army pipeline, and winning new business within the Army account. The candidate must have demonstrable experience generating Army opportunities and relationships, knowledge of the contractual requirements of the industry, and a track record of proven results. The candidate should have a solid background with NETCOM, CECOM, or US Army Signal Corps. The candidate should have previous operational experience in US Army and understanding of the commands, mission areas and space. The candidate will have access to Army procurement vehicles, such as ITES-3S, ITES-3H, and RS3. Responsibilities include full opportunity lifecycle management to include identification and qualification of opportunities, development and maintenance of the opportunity pipeline, development of customer-focused solutions, development and maintenance of customer relationships, and working with executive staff to obtain opportunity pursuit approvals. Additional responsibilities include supporting the development of strong proposals and driving revenues that exceed assigned revenue targets.

Typical candidates possess 20+ years active military or equivalent experience, preferably a member of the US Army Signal Corps.

Responsibilities include:
Formulating and executing strategy, pipeline development, and other activities to win new business within the US Army account

Ensuring that Akima is viewed as a key partner in the US Army market, and helping position Akima favorably in the eyes of both the customer and teaming partners

Owning the development and execution of an account strategy and pipeline while ensuring that the US Army business development strategy is implemented, including making recommendations for modifications when necessary

Identifying opportunities with high p-win potential, qualifying opportunities, and working with our capture and delivery teams to win

Leading teams to develop and deliver on a pipeline of US Army opportunities that align to Akima’s strategy

Overseeing the development and execution of customer call plans for opportunities, assessing competitive landscape, and applying knowledge of leading competitors to foster the development and implementation of an effective and differentiated win strategy

Coaching others and providing business development advice to delivery leads as necessary

Aiding in the negotiation of teaming agreements, contracts, and proposal development

Developing and briefing bid/no bid recommendations, pursuit and capture strategies for new business opportunities; and associated business cases for advancing opportunities that will grow the business base

Using strong client management skills, including the ability to develop and maintain lasting relationships with government and industry partners through daily interactions in the US Army market to gain valuable intelligence and insights and subsequently position Akima as a trusted partner to customers

Managing responses to government market research inquiries (e.g. RFIs, Sources Sought Notices, etc.), attend industry events, and participate in thought leadership initiatives

Shaping acquisition strategies by leveraging client relationships, company capabilities and experience, partners, and contracting vehicles

Delivering presentations and communicating to internal and external audiences

When necessary, assisting the capture manager for large strategic bids ($50M to $200M+ in gross bookings) in the US Army account including development of solutions and win strategies; developing and executing capture plans based on established internal processes and tools; and advancement of proposal readiness

Assisting solution architects with technical aspects of a solution to help advance the US Army’s mission


Qualification Requirements:
Bachelor’s degree required; advanced degree highly desired

Background with NETCOM, CECOM, or Signal Corps
Previous operational experience in US Army and understanding of the commands, mission areas and space

Previous experience at Fort Huachuca, Fort Gordon, Aberdeen

10 years of business development and/or capture experience with demonstrated success developing a qualified new business pipeline and winning new business

Strong familiarity with federal acquisition regulations and contract vehicles strongly preferred

Demonstrated success in identifying, qualifying and winning contracts over $50M

Current Secret or higher security clearance is required

Ability to identify key growth areas and develop new business aligned with the company's growth strategy and campaigns

Ability to lead interdisciplinary teams with varying levels of experience

Knowledge of competitors and ability to model competitor behaviors in the market

Strong contract management, negotiation & influencing skills

Ability to present and communicate effectively at senior levels

Problem solving & decision making
Ability to manage multiple priorities in a fast-paced environment

Ability to manage customer relationships to maximize business opportunities

Ability to travel up to 20 percent of the time or as business dictates

The duties and responsibilities listed in this job description generally cover the nature and level of work being performed by individuals assigned to this position. This is not intended to be a complete list of all duties, responsibilities, and skills required. Subject to the terms of an applicable collective bargaining agreement, the company management reserves the right to modify, add, or remove duties and to assign other duties as may be necessary.

We are an equal opportunity employer. All applicants will receive consideration for employment, without regard to race, color, religion, creed, national origin, gender or gender-identity, age, marital status, sexual orientation, veteran status, disability, pregnancy or parental status, or any other basis prohibited by law.

We are committed to Equal Employment Opportunity and providing reasonable accommodations to applicants with physical and/or mental disabilities. If you have a physical and/or mental disability and are interested in applying for employment and need special accommodations to use our website to apply for a position please contact, Recruiting Services at or 571-353-7053.

Reasonable accommodation requests are considered on a case-by-case basis.The dedicated email and telephonic options above are reserved only for individuals with disabilities needing accessibility assistance to apply to an open position using our website.

Please do not use the dedicated email or phone number above to inquire on the status of your job application.

In order for our company to stay compliant with government regulations, please apply on line. Please DO NOT email resumes or call in lieu of applying online unless you have a physical and/or mental disability and need assistance applying to the position via the online application.

Shift: Day Job
Primary Location: US-VA-Herndon
Organization: Akima, LLC Shared Services
Job: Sales, Business Development & Related
Closing Date (Period for Applying) - External: Ongoing