Vice President, National Security Market

Overview:

The Vice President, National Security Market owner’s primary role is to grow, maintain and evolve engagements and account portfolios of engagements through high quality services and solutions, and high performing delivery teams. Excella’s clients expect the highest standards of technical talent, capabilities, and service offerings. 

Excella’s growth and success requires a leader with the following capabilities:

• Demonstrate senior-level oversight and management of all aspects of account management within the National Security (DHS, DOS, DOJ) market.
• Identify and capture strategic wins and expansion of Excella’s existing footprint, leveraging keen understanding of client mission’s and how Excella’s capabilities, technical talent, and service offerings can provide solutions to the hard problems that the clients face.
• Engage in, and contribute to, senior level Excella-wide strategic planning, goal setting, and strategic initiative rollouts. 
• Lead and develop senior delivery leaders to engage in the highest quality delivery, client service, and employee engagement.
• Establish and maintain strategic relationships with integrity and trust with our clients and partners. 

The Vice President, National Security Market owner directly reports to the Chief Operating Officer and works closely with the Vice President, Strategic Growth for business development tasks. As a senior organizational leader, they will support and embody Excella’s values (i.e., Results, Flexibility, Initiative) and culture (i.e., exceptional careers, collaborative engagement, identification of improvement areas, constructive conflict resolution). 

Responsibilities:

Business Development:

• Identifies, pursues, and wins new business for Excella including leading the development of National Security and green field markets as well as optimizing expansion of existing client engagements. 
• Develops and qualifies a pipeline of 7-9X annual revenue that allows them to vet opportunities within target accounts to produce double-digit growth.
• Coordinate marketing and business development efforts to win business within Strategic, Invest and Target accounts.
• Leverages existing relationships and establishes and maintains strategic relationships with clients, contracting officers, and partners (existing and prospective)  

 Senior Delivery Leadership and Portfolio Management:

• Coordinates their leaders and teams to ensure high-quality profitable delivery. Delegates key quality control decisions and responsibilities to the most able members of their teams. 
• Manage multiple, complex accounts that may have different mission priorities.
• Leverage and develop Senior Engagement Managers to build strong relationships and ensure delivery excellence for each engagement within their portfolio. 
• Establish and maintain a common purpose across the National Security market engagements through cross-team integration for learning and improved performance.  
• Maintain successful performance of all National Security engagements measured by client retention, revenue retention, revenue growth, and gross margins. 
• Ensure client satisfaction and delivery excellence as measured by client GPA, CPAR ratings, retention, and growth. 

Strategic Planning and Goal Setting:

• Create, implement, and adjust strategic and tactical plans for the National Security Market. 
• Develop, implement, and lead client development plans, forecasts, and workforce plans for engagements. 
• Identify opportunities where others (i.e., Innovation and Workforce Planning) can support engagements and leverage their services to strengthen engagements. 
• Collaborate with CTIO by identifying innovative practices and solutions within the market and pull CTIO into client engagements to collaborate with clients and generate demand for new and innovative solutions. 
• Continuously monitor Excellian engagement, plans for succession, and rotations in coordination with People Services.
• Support the COO and VP, Strategic Growth in growth planning and forecasting efforts. Report progress on the strategic plan, Market & Account Plans regularly.

 People Leader:

• Drive Excellian engagement and support Exceptional Careers through people leadership, performance management, and career development.
• Maintain a workforce plan for their market that includes recruitment, talent, and succession plans for National Security engagements. 
• Identify and staff vacancies on National Security engagements through coordination with CTIO and People Services. 
• Evaluate direct reports and develop leaders to support the engagement and development of their teams. Develop existing talent within the team to create future succession opportunities. 
• Assess talent and provide coaching and guidance to support the growth and development of future leaders. 
• Provide development opportunities and regular feedback. Hold next-level leaders accountable for their development plans. 
• Work with People Services to quickly address any performance-related issues that may arise with personnel.  

Business Management:

• Based on Excella’s overall strategy and firmwide OKRs, establish functional objectives and key results (OKRs) and key performance indicators to drive accountability at all levels within the COO function.
• Coach direct reports to align National Security teams to firmwide OKRs.

Qualifications:

• Large Market/Sector-level strategic visioning, planning, and leadership within the National Security Market for Federal Technology Programs.  
• Demonstrated ability to manage multiple government contracts, meeting scope, schedule, and budget requirements. Successfully delivers new awards averaging $20 Million while maintaining a $50-$75 Million portfolio. Expertise in navigating complex government contracting landscape.
• Experience leading business development efforts in client-facing meetings, presentations, and written responses for government procurements
• Record of engagement leadership with high customer satisfaction and delivery excellence.
• Experience selecting, developing, and retaining top talent that can be successful in the National Security market.
• Experience with one or more IT project management methodologies (e.g. waterfall or Agile methodologies).
• Exceptional interpersonal and communication skills (verbal, written, and presentation).
• Excellent organizational skills and detail orientation.
• Strong analytical aptitude, and ability to structure and quantify complex or undefined business problems.
• Ability to interact with senior-level clients.
• Financial management experience.
• Federal contract management experience.
• Customer satisfaction and delivery excellence.
• Experience with people leadership and development. 
• Experience demonstrating business acumen. 
• Strong business development experience.