Full Job Description
Edgewater Federal Solutions is seeking an experienced Federal Account Executive to join our growing team. The ideal candidate is responsible for driving top-line revenue growth, gross profit as well as supporting proposal development and program managers to ensure we are meeting customer expectations. This individual will develop and implement a business development and capture strategy to achieve revenue goals and planned corporate growth within the assigned Federal sector. The candidate must be strategic, highly motivated, and possess verifiable expertise in winning and capturing new business.
The ideal candidate has both a business background that enables them to engage at the CXO level, and a Federal sales background that enables you to easily interact with Federal agency leadership. You should have a demonstrated ability to think strategically about the agency's mission with the ability to build and convey compelling value propositions around technology offerings and professional services.
Develop and execute a strategic growth plan to win new contracts and task orders within your assigned agency(s) and foster organic growth on existing contracts through understanding client needs, defining value proposition, conducting risk analysis cost and teaming strategies, and technical solutioning.
Lead marketing activities, including, but not limited to, networking events, industry days, and conferences to meet with customers and potential teaming partners, grow, maintain and leverage existing networks.
Manage business opportunity identification practices by aligning opportunities with Edgewater's business, and growth objectives and strategies.
Manage business opportunity qualification practices, ensuring Edgewater' capabilities match opportunity requirements, and a thorough understanding of customers' priorities and competition landscape.
Deliver new business and maintain a robust pipeline of potential customers, to expand Edgewater's customer base.
Monitor and evaluate the impact of industry trends on Edgewater's current performance and competitive outlook.
Develop strategies to 'shape' requirements and acquisition strategy.
Participate in and help guide the capture and proposal activities.
Lead business development activity and functional support leads through the capture process to include: customer contact, competitive intelligence, gap analysis and bid team structuring.
Lead the development of value propositions, win strategies and solutions.
Partner with Edgewater Capture and Proposal team on price-to-win and design to cost strategies, proposal development, submission, and final proposal revisions for Federal opportunities.
Effectively present, inform and persuade high level internal and external customers of the company's understanding of customer needs and requirements, business development and capture plans, strategies and actions.
Coordinate with business development and proposal staff members to carry out capture strategy and win new business.
Interface with industry peers and evaluate/recommend teaming arrangements and develop strategic partnerships with small contractors (e.g., SDVOSBs, VOSBs, 8(a), MBEs, WOSB, etc.), large businesses, as well as federal customers.
Comply with all training, safety and security standards, and perform other duties/projects as assigned.
5 years of full life cycle business development experience in a Federal Government contracting environment, DoD, and/or other Federal (Defense or Civilian) or Commercial agencies. Experience at SEC is highly preferred.
5 or more years of IDIQ/ Task Order capture experience.
Must have a solid understanding of Fed-gov and commercial, organizations, opportunity profiles, buying habits, contracting processes, and competition landscapes.
Must have an established customer and industry network for at least one Federal Government agency, preferably SEC.
Sales expertise in IT Solution & Services and Professional Services consulting.
Proven ability to develop long-term relationships and a demonstrated personal network of industry and government contacts.
Proven ability to expand network into additional agencies and companies.
Demonstrated success winning IDIQ/GWAC federal contract vehicles.
Hands-on experience with responsibility managing multiple, concurrent capture portfolios.
Demonstrated and referenceable experience successfully winning contracts and growing revenues on IDIQ/GWAC contract vehicles such as GSA S70, GSA-Alliant, GSA-Oasis, SEC OneIT and/or others.
Demonstrated success with the development of successful business development and capture management plans.
Experience with developing strategic pricing and conducting Price-to-Win analysis.
Excellent sales acumen as well as verbal and written communication skills.
Self-starter with ability to work independently and juggle numerous projects in fast-paced environment.
Strong organizational skills.
Knowledgeable and comfortable using market intelligence software such as Bloomberg Government or GovWin.
Must have excellent verbal and written communication skills and outstanding interpersonal skills with the ability to lead and work within a team environment.
Expert at engaging and presenting to both business and technology executives.
Enjoy working in a dynamic, entrepreneurial environment.
B.S., or equivalent
5 plus years of sales/business development or related experience within the Federal Government sector
Established customer and industry network in the federal market
Training and/or certification in business development, capture management, or proposal management (such as Shipley, APMP or similar) highly preferred