Business Development Executive, Federal Civilian

  • Full-time

Company Description

Ashburn Consulting, a Small Business based in the Washington, DC metropolitan area, specializes in providing network and network security solutions in complex environments to a select set of government and business clients. The company, an established leader in its field, is composed of an elite team of engineers and business consultants, each of whom is recognized —and highly regarded—within the network and security communities.

Job Description

Developing the Federal Sales Pipeline:

This position involves demonstrated experience in bringing IT and professional services solutions to the Federal Civilian market.  Applying knowledge of Federal procurement practices and contract vehicles, sales trends, market drivers, contract renewals and new opportunities to do strategic Federal Civilian account planning; establishing, prioritizing, executing, and monitoring a course of action to accomplish growth and sales objectives; using knowledge to timely identify, qualify, nurture and capture future sales opportunities to build and mature a strong pipeline, to include existing as well as adjacent and new customers; develop plans and execute capture activities, to include customer engagement, teaming, marketing and competitor intelligence, and phase reviews that contribute to successful bid and proposal efforts.

Expectations include:

  • Lead opportunity captures, including developing overall win strategy; shaping deals with customers; developing teaming strategies, identifying, and closing with teammates; understanding pricing and assist in developing winning price
  • Establish, build, and maintain customer relationships and assess competitor capabilities aligned to specific customers in Federal Civilian community
  • Conduct in-depth research to drive customer, opportunity, competitor, and teaming understanding for targeted pursuits and captures
  • Support creation and execution of multi-year business development strategies

You will Build Influential Relationships:

Motivated to facilitate business engagements with customers, teaming partners, and account team members to meet business goals and objectives; using appropriate communication methods to influence others and establish and maintain relationships.

You will Build Trusted and Valued Relationships:

Proactively meeting with executive-level government leadership and partner leadership, adding value by identification of business opportunities for the customer/partner, conveying a firm understanding of the customer's/partners business and political drivers, displaying executive presence by building rapport and credibility; clearly connecting solutions to business needs.

Qualifications

  • Minimum 5 years of IT and professional services Federal sales experience
  • Demonstrated success in leading and winning Federal government contracts >$10M
  • Demonstrated understanding of bringing IT/professional services to Federal Civilian agencies, including current acquisition trends and customer buying behaviors
  • Face-to-face experience identifying and developing positive relationships with key customer and teaming contacts, to understand customer and partner business drivers
  • Experience using business development tools such as GovWin, eBuy and SalesForce
  • Excellent writing, communication, and research skills
  • Bachelor’s degree required

Additional Information

All your information will be kept confidential according to EEO guidelines.