Senior Business Development Executive (U.S. Army)

Overview

SMS is seeking a Sr. Business Executive to drive the pursuit and growth activities across the U.S. Army.  The ideal candidate will possess direct and recent knowledge and domain understanding of the Army organizations and the customers that he/she is targeting.  

This ideal candidate will bring a strategic perspective and possess a demonstrated, quantifiable track record of successfully identifying and maturing business opportunities.  The candidate will have customer organizational and mission insight to leverage SMS’s corporate capabilities to best meet customer needs and challenges.  This person will develop a multi-year pipeline of qualified opportunities and will identify and drive new business leveraging SMS’ capabilities and offerings.

Applicants must be an effective communicator with the ability to interact at all levels of customer leadership, industry competitors and internal company executives and peers. 

SMS offers proven solutions in engineering, operations, cybersecurity, and digital transformation. With expertise in modernizing and optimizing legacy infrastructure and systems, ensuring operational efficiency, and designing, implementing, and managing secure environments, SMS supports business and mission goals with proficiency, quality, and integrity.

SMS has been serving the advanced information technology needs of the federal government since 1976, delivering talented teams and innovative, cost-effective solutions and services to support our customers’ missions for more than 45 years. SMS is headquartered in McLean, Virginia, with offices and on-site operations at customer locations throughout the United States. For additional information on SMS, visit www.sms.com.

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Responsibilities

• Manage the full opportunity lifecycle: identify, develop, and maintain a pipeline; secure approvals through a detailed gate review process.
• Develop and execute strategic plans and specific program captures.
• Identify and qualify opportunities using Salesforce CRM; ensure data accuracy.
• Collaborate with management and technical staff to develop programmatic and technology discriminators.
• Execute capture plans from early qualification to proposal submission.
• Participate in marketing events like trade shows.
• Develop proposals addressing client needs and objectives.
• Support pricing activities.
• Track, record, and present account and pipeline activities; close deals to meet targets.
• Attend industry functions and document information.
• Identify and develop unique value propositions and differentiators.
• Arrange and participate in client debriefs.
• Support strong proposal development and drive revenue growth by:
  • Understanding client offerings and services.
  • Understanding customer financial drivers.
  • Developing beneficial solutions for customers.
  • Maintaining high-level customer relationships.

Qualifications

• Minimum 10 years of relevant experience with a proven win history.
• Minimum 10 years of experience in Public Sector opportunities, industry contracts, and IT service sales with a proven track record of meeting/exceeding revenue targets.

• Experience in Industry and Government business development for major enterprise programs.
• Proven capture and proposal experience, preferably in programs valued at $20M .
• Exceptional written and verbal communication skills.
• Ability/Willingness to travel up to 35%-40%

SMS is a dynamic systems integrator established in 1976, delivering talented teams and innovative, cost-effective solutions and services to support our customers’ missions for more than 47 years. Our ability to hire and retain quality people in a rapidly evolving IT market is proven through our employee retention rate averaging over 3 years. At SMS, we place a high value on quality of service, customer satisfaction, and best-of-breed policies and practices, resulting in CMMI Level 3 certification and ISO registrations including 9001:2015, 20000-1:2018, and ISO/IEC 27001:2013. SMS is headquartered in McLean, Virginia, with offices and on-site operations at customer locations throughout the United States. 

SMS is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.