Business Development Executive

Location:

Chantilly, VA

Overview:

UNICOM Government, Inc. (UGI) has an immediate opening for a Business Development Executive (BDE) to work in our Sales Organization. The BDE must have proven relationships with high C-level government decision-makers and must be able to articulate technology strategies and be able to identify contracting vehicles in the Federal (FED), State, Local, and Educational (SLED) markets.

Responsible for the identification, research, qualification, and capture of long-term IT software solution-based contracts, projects, programs, and services opportunities in targeted markets and accounts. Responsibilities will include identifying and qualifying contract vehicles, and opportunities, developing capture strategies, conducting competitive analysis, customer, vendor/OEM contacts, capture management, and preparation of bid-to-win strategies. Also responsible for meeting and presenting to prospective customers UGI's software solution-based offerings, contract and account management, and providing expertise that supports new initiatives and strategic planning.

In support of UGI's ongoing commitment to support small and diverse suppliers, the BDE is also responsible for assisting in identifying partners that complement UGI's offerings and working to build a partnership, understanding and communicating value-add to both organizations. This could include the introduction of key team members to UGI counterparts, communicating core competencies, hosting a regular cadence of meetings, joint prospecting, and pursuit of opportunities.

Primary Responsibilities:

• Identify and determine win strategies for new, long-term business opportunities and contracts to support the company's core capabilities for IT and AV/VTC solutions and services; ensure UGI is positioned for large, long-term programs and services opportunities.
• Responsible for the business development planning for next-generation programs that will emerge from FED and SLED Markets.
• Apply technology to meet customer business needs and collaborate with Enterprise Solutions Consultants to construct solutions specific to customer account requirements.
• Lead the development and delivery of a detailed account plan that aligns with the UGI strategic direction as well as the customer's IT mission, vision, and objectives.
• Research, uncover, understand, and analyze agency missions, priorities, and IT programs; engage with C-level customers, identify their key goals, missions, and priorities, and map these to the account goals.
• Responsible for customer relationship management and communication of opportunities and issues to the team weekly.
• Responsible for coordinating business development activities with other teammates to maximize the ability to deliver service solutions in the accounts.
• Maintain accurate business projections in CRM and provide weekly reports on business development status and monthly and quarterly reporting of business metrics to ensure a strong new business pipeline is maintained.
• Participate in the central development and implementation of new products and services, re-launches, new business-building programs, sales rationale, etc.
• Develop and brief pursue/no pursue and bid/no bid recommendations and develop pursuit strategies for new business opportunities; provide capture management to ensure an effective win strategy is followed.
• Evaluate budget and funding sources, competitive environment assessment, technology applicability, market dynamics, price-to-win analyses, and the probability of winning.
• Work in high technology environments and establish personal relationships with government and industry customers at all levels; establish UGI's presence in industry forums/events and develop high-level relationships with industry vendor partners.
• Administer Business Development processes and effectively communicate with senior internal and external customers.
• Build and maintain partner relationships with a strong focus on small business entities and diverse suppliers to support UGI's small business goals and commitment.

Supervisory Responsibilities:

None

Education and/or Experience:

• A Bachelor's degree in a related discipline with 7 or more years of experience, or equivalent experience/combined education, is required.
• Prior business development experience selling IT software solutions to federal, defense, and/or state and local governments is required, as well as prior experience selling to SLED customers.
• Must have a proven record of accomplishment of sales of professional IT services engineering with a legacy of achieving financial goals in dedicated account sets.
• Must possess experience capturing major programs, and developing and managing winning proposals. IDIQ experience desired.

Knowledge, Skills, and Abilities:

• Must possess proven leadership qualities including entrepreneurial spirit, high energy, and ability to lead large cross-functional teams, a track record of managing within budget allocations, strong marketing skills with the ability to attract and interact with customers at all levels in government markets.
• The ideal candidate will maintain an extremely high customer contact level, possess superb communication and interpersonal skills, and be able to thrive in a high-tempo business development organization; must possess a proven record of developing and maintaining C-level customer relationships.
• Must have a marketing capability to leverage with both new and existing clients, and be able to establish a solid working relationship with customers, technical staff, managers, Subcontractors, and peers.
• Must possess the ability to develop and execute sales strategies, manage sales territories, and leverage the right resources to optimize results.
• Must possess excellent negotiation skills and experience, especially in developing, proposing, and closing opportunities.
• Travel will be required and must have a high-energy work ethic and be available to work non-standard hours during peak season times.
• Must have extensive business contacts that include FED, SLED, and Key Partner contacts.
• Must have experience selling software solutions and various services.

Certificates, Licenses, Registrations:

None

Travel Requirements:

Travel to customer/client sites will be required as dictated by business needs.

Security Clearance:

• Must have current U.S. Government Secret Personnel Security Clearance OR be able to successfully complete a U.S. government-administered investigation.
• Must be a U.S. citizen
• Must also be able to obtain and maintain a U.S. Government Personnel Security Clearance.

Physical Demands/Requirements:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee may be required to occasionally stand; walk; sit; use hands and/or fingers to handle or feel objects, tools, or controls; operate office equipment, reach with hands and arms; climb stairs; stoop; kneel; talk or hear. The employee may occasionally lift and or move up to 25 pounds.

Work Environment:

While performing the responsibilities of the job, these work environment characteristics are representative of the environment the job holder will encounter. Reasonable accommodations may be made to enable people with disabilities to perform the essential functions of the job.

The noise level in the work environment is usually quiet to moderate. The passage of employees through the work area is average and normal.

Thank you for your interest in UNICOM Government, Inc.

At UNICOM Government, Inc., our top priority is our people. We support our employees in maintaining a healthy work-life balance by providing unique programs and comprehensive benefits that are important to today's busy professionals. UGI's benefits include Medical, Dental, and Vision plans, life and disability insurance, 401K, short and long-term disability, and flexible spending. UGI employees also enjoy observance of federal holidays, a family-friendly environment, flexible work schedules, and an onsite gym.

We are proud to be an Equal Employment Opportunity/Affirmative Action employer. All applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.

Applicants can learn more about the company's status as an equal-opportunity employer by viewing the federal "Know Your Rights" poster.

If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact Human Resources for assistance at hr@unicomgov.com or by calling (800) 999-4874.

One Mission. Yours.