Sr Director - Business Development, Us Financial Agencies/Regulatory Commissions

Description & Requirements
This position will work exclusively to drive revenue by selling specifically to Financial Agencies within the Federal Government. As a member of the MAXIMUS Federal Sales team, this position will be responsible for identifying, qualifying, capturing, proposing, and closing new business opportunities for the company. This individual will initiate new business ideas and concepts to meet their targeted customers' business needs.
As a key leader of the Maximus Federal Sales and Business Development team, this position reports to the Vice President, Business Development & Sales for Federal Financial. This position is responsible for generating, qualifying, and closing new business for the company in our target business areas. It is paramount this individual has a deep understanding of Federal Financial Agency and Regulatory Commissions Portfolio Information Technology (IT) programs and issues, and business process programs within the target agencies. This is an individual contributor role.
Since 1975, Maximus has operated under its founding mission of Helping Government Serve the People®, enabling citizens around the globe to successfully engage with their governments at all levels. In the Washington Technology 2020 Top 100 list, Maximus was ranked as a Top 5 Federal Contractor for Systems Integration; Maximus is the leading provider of integrated citizen engagement center services to government agencies; and is a market leader in innovative business process management (BPM) services and technology solutions. With more than 35,000 employees worldwide, Maximus is a proud partner to government agencies in the United States and throughout the world.
Ideal candidate to preferably be located in the DMV (DC, Maryland, Virginia) area.
Essential Duties and Responsibilities:
- Develop and implement a comprehensive business development plan aligned with the organization's overall strategic objectives.
- Conduct market research to identify emerging trends, potential clients, and industry opportunities.
- Perform annual review of sales processes and identify opportunities for sales process improvements.
- Assist with sales forecasting, planning, and budgeting processes.
- Provide leadership and consultation to sales organization and executive management regarding implementing sales organization's objectives.
- Work with sales team to ensure accuracy and timely distribution of sales and management reports.
- Review reports for effectiveness and make recommendations and/or revisions to existing reports as needed.
- Work with executive management on the performance measurements required to ensure success for the organization.
- Represent the company at industry events, conferences, and networking opportunities.
•Build and maintain an active pipeline of business opportunities in specific Federal Government agencies by leveraging their existing relationships, proactive outreach and new relationship development, attending industry trade shows, working with business partners, and providing solution presentations
•Work as an integrated team with operations and capture organizations to drive the development of detailed and updated capture strategies for each opportunity to ensure Maximus' solution is differentiated and competitive
•Aggressively add to the pipeline to consistently meet or exceed quarterly and annual signings targets
•Develop winning sales strategies and work in a team-oriented selling environment to include members of the team from our delivery organization, our solution organization, our contracts organization, hired business consultants and subject matter experts
•Design and drive customer call plans that engage clients up, down and around an opportunity's sphere of influence to ensure a full, well rounded understanding of the Agency' objectives are being met with Maximus proposed solution
•Design and drive the preparation for all customer meetings on opportunities. Ensure successful client meetings on opportunities by pre-determining the objective of the meeting and determine the criteria to use to determine success
•Developing and implementing a 4 year rolling strategic account plans and campaign strategies, maintaining current knowledge of the customer's requirements, understanding the strengths/weaknesses of our competitors, and architecting winning strategies that highlight Maximus strengths and mitigate any perceived weaknesses.
•Contribute to the development of proposals, oral presentations, demonstrations, or other key selling tools
Assist and contribute with Market Research, RFI, RFP, RFQ written proposals process, and including development of innovative solutions in Cyber Security, Artificial Intelligence, and Cloud services, proposal win themes, and technical differentiators.
Engage in the formal proposal process, including black hat, blue, pink team, red team, gold team and white glove.
•Establish and maintain long-term relationships with customers in your targeted Agencies at the working level and up to "C" level government executives
•Effectively present to Maximus executives on your opportunities to ensure there is corporate understanding of what is needed to win, what resources must be allocated and what technical or other gaps must be closed in order to ensure a win/award to Maximus
•Actively participate in industry organizations where targeted agencies participate. Represent Maximus' capabilities to government clients.
Minimum Requirements
Minimum Requirements:
- Bachelor's degree in related field required.
- 12+ years of relevant professional experience required.
The ideal candidate will possess many of the following specific qualifications and experiences:
•Minimum 7-10 years of broad-based, progressive executive sales and business development experience.
Well versed in Federal Contracting (e.g., Federal Acquisition Regulations-FAR, Government Wide Acquisition Contracts-GWAC and contracting vehicles such as Alliant, CIO-CS, CIO-SP3, OASIS, SEWP V, U.S. General Services Administration (GSA) Schedule, ID/IQ.
•In-depth understanding of the Federal Financial Agency and Regulatory Commission portfolio, including but not limited to the Department of Treasury (including Departmental Offices, Bureaus and Internal Revenue Services), Federal Deposit Insurance Corporation (FDIC), Pension Benefit Guaranty Corporation (PBGC), Commodity Futures Trading Commission (CFTC), Federal Thrift Investment Board (FRTIB), Consumer Financial Protection Bureau (CFPB), Fannie Mae and Freddie Mac.
•Proven knowledge of U.S. Government procurement process and Lobbying compliance at all levels of Government
•Extensive experience interfacing with multi-divisional, inter-agency teams, and "C" level buyers (CEO, CIO, CFO, Department Directors, etc.)
•Proven competency and demonstrated understanding of Federal government operations and contacts and developing "best value" solutions for Federal government
•Experience with effective management of large scale contract bids, negotiations, and client relations
•Ability to identify new markets and new business opportunities
•Ability to function well in a fast-paced environment
•Excellent written and verbal communication skills
•Unquestioned personal integrity and ethical behaviors
•Ability to travel up to 25% of the time
Desired Characteristics:
•Ability to partner, collaborate and influence others in a highly matrixed organization on a cross-functional team to achieve goals
•Excellent business strategy instincts - able to function well in a competitive, changing environment
•Effective problem-solving skills, one who anticipates issues and seeks out and analyzes information collaboratively to propose solutions
•Excellent organizational and leadership skills
•A personal style which encompasses a consultative approach to customer relationship management
•Intellectual curiosity, a strong work ethic and commitment to a superior work product
•Demonstrated ability to collaborate and build win-win partnerships within a firm/corporation, with a focus on understanding how to leverage technology differentiators
•Excellent verbal and written communication skills
•With full accountability for results, this person must be willing to exert themselves over sustained periods of time to accomplish their professional and personal goals while maintaining a strong level of mutual respect for peers, colleagues, and direct reports. They must set the standard for personal integrity, honesty, teamwork, and public accountability so as to motivate the entire team to the highest levels of commitment and personal effort.
•The successful candidate will possess an established professional reputation for excellence in services rendered, and the highest levels of personal integrity.
Education
•Bachelor's Degree from an accredited college or university in a field of Business or related subject
EEO Statement
Active military service members, their spouses, and veteran candidates often embody the core competencies Maximus deems essential, and bring a resiliency and dependability that greatly enhances our workforce. We recognize your unique skills and experiences, and want to provide you with a career path that allows you to continue making a difference for our country. We're proud of our connections to organizations dedicated to serving veterans and their families. If you are transitioning from military to civilian life, have prior service, are a retired veteran or a member of the National Guard or Reserves, or a spouse of an active military service member, we have challenging and rewarding career opportunities available for you. A committed and diverse workforce is our most important resource. Maximus is an Affirmative Action/Equal Opportunity Employer. Maximus provides equal employment opportunities to all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status or disabled status.
Pay Transparency
Maximus compensation is based on various factors including but not limited to job location, a candidate's education, training, experience, expected quality and quantity of work, required travel (if any), external market and internal value analysis including seniority and merit systems, as well as internal pay alignment. Annual salary is just one component of Maximus's total compensation package. Other rewards may include short- and long-term incentives as well as program-specific awards. Additionally, Maximus provides a variety of benefits to employees, including health insurance coverage, life and disability insurance, a retirement savings plan, paid holidays and paid time off. Compensation ranges may differ based on contract value but will be commensurate with job duties and relevant work experience. An applicant's salary history will not be used in determining compensation. Maximus will comply with regulatory minimum wage rates and exempt salary thresholds in all instances.