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Business Development Professional
Job Requisition for Business Developer Federal Civilian
Acuity Overview - Who We Are and What We Do
Acuity is an established small business that applies agile practices within an integrated DevSecOps delivery framework to deliver large-scale big data intelligence and analytics, enterprise information management, and business process management solutions for federal government customers. Our unique expertise and enterprise-wide approach enables our customers to harness the full power of data in a real-time and actionable manner.
Acuity combines deep Federal Government, technical and services expertise with thorough understanding of compliance requirements for rapid delivery of analytics applications and solutions. Our solutions integrate the latest open source technologies to deliver high performance, scalable and future proof analytics applications. Acuitys analytics applications are delivered in the cloud, on premise, or hybrid.
Position Description Business Development Professional Federal Civilian
Acuity seeks an experienced Business Development Professional (BDP) with a strong and verifiable record of success in identifying, qualifying, and closing competitive opportunities within the U.S. Federal Civilian government market. Acuity is seeking a hands-on BDP who is willing and able to roll up their sleeves in order to deliver desired growth results. The ideal candidate will be knowledgeable about Federal technology trends and initiatives and have direct knowledge and experience with a subset of the following: big data, business intelligence/analytics, enterprise information management (information governance, content management, records management, workflow configuration and management), business process management (BPM) and software development and system modernization. The candidate will have knowledge and insight about upcoming opportunities and of the competitive landscape. The successful candidate will provide leadership in the context of this position, be engaged, analytical, strategic, collaborative and flexible. He/she will work collaboratively with the leadership team to achieve growth objectives, provide forecasts and identify challenges that may lie ahead, all in an effort to keep Acuity on its growth path.
The BDP will report to Acuity Chief Growth Officer, who will provide primary direction regarding focus, priorities, and assignments and will assess performance. The BDP will also work closely with other Acuity leaders and subject matter experts.
Critical Tasks and Responsibilities
Guide account and opportunity focus and strategy it his/her targeted market area
Identify and qualify new business opportunities using a disciplined sales process and objective qualification criteria
Develop and execute an opportunity pipeline that is sufficient to support corporate growth objectives and meet his/her individual performance objectives
Prepare and present Gate reviews, and in collaboration with the capture manager, recommending that opportunities be pursued or dropped.
Develop and execute call plans with key customer stakeholders and influencers to influence acquisition strategy and position Acuity to win potential business opportunities
Identify and develop relationships with key strategic partners within the federal civilian contractor and vendor community
Contribute as a member of Capture Teams by contributing to call plan development, setting appointments, and participating in presales calls to gather/confirm customer hot buttons and requirements information
Contribute as member of Capture Team by gathering insight into likely competitors and their strengths and weaknesses and assisting to identify and recruit teaming partners
On selective basis, perform as the Capture Manager to lead end-to-end capture activities for contract pursuits to include entire bid lifecycle (win strategy development, win theme development/refinement, pricing strategy, teaming, competitive analysis and Blackhats, solution development, color team reviews, and proposal activities through and including contract award)
Participate in proposal reviews to ensure win themes, differentiators, and customer hot-buttons are adequately address in proposal documents
On selective basis, contribute on as a writer on the proposal, if requested by the capture manager
Support marketing efforts for the proposal
Maintain the record of the opportunity in the pipeline at all times throughout the process
Required Skills, Competencies, Aptitudes
Expertise with disciplined federal sales and capture process (such as Shipley) and supporting tools
Understanding of cross-cutting government, agency, and enterprise level IT mission programs and data management initiatives
Professionalism in interacting with internal and external customers, including ability to exercise good judgment, discretion, tact, and diplomacy
Leading team and individuals
Develop strategies to win competitive opportunities and translate into tactical actions
Translating customer desires and hot buttons into solution requirements and differentiators
Excellent communicator with strong interpersonal skills and self-awareness
Driven to win and excel
Relationship initiator, builder, nurturer
Caring with high level of empathy
Highly proactive and self-initiating
Creative problem solver and driver of change
Humble and passionate about solving customer problems
Risk taker who is not afraid of making mistakes
Team-oriented contributorbuilds, nurtures, collaborates on teams
Flexible / adaptable
Collaboratively influencing others
Establishing and balancing priorities / multi-tasking
Required Minimum Experience and Education
4+ years of experience performing in a BD/sales or capture manager role, or as a project/program manager with BD/Sales responsibilities, in the Federal Government market focused on a subset of the following: big data, business intelligence/analytics, enterprise information management (information governance, content management, records management, workflow configuration and management), business process management (BPM), software development, and system modernization, cyber security, cloud migration
Intimate working knowledge of federal acquisition process and sales cycle
Understanding of cross-cutting government, agency, and enterprise level IT mission programs and data management initiatives.
Understanding and knowledge of federal IT budgets and individual agency spending priorities
Verifiable track record of building and executing a pipeline of qualified opportunities in his/her assigned market
Verifiable track record of customer stakeholder engagement that has influenced acquisition strategy, requirements, and evaluation factors
Achievement of at least $10M TCV in contract awards for three or more consecutive years
Active and influential customer relationships with one or more of the following government organizations: General Services Administration (preferred), Department of Homeland Security (Preferred), Department of State, Department of Labor, Department of Treasury, or Department of Energy
Active and influential relations within contractor and vendor communities
A bachelors degree in Business or IT or equivalent work experience
The Acuity Systems Culture
Beyond the competitive compensation and benefits package, Acuity Systems is comprised of highly technical and talented individuals who solve problems with innovative solutions and you will be surrounded and immersed in a culture of experienced engineers who are relentless in their pursuit of excellence. Because of Acuity Systems specialization, we develop our employees career and skills with projects that push the technological boundaries while challenging you to grow as a business and technical professional.
Acuity Systems is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law.