United States onlyJob Description:
Parsons is looking for an amazingly talented Director of Business Development, Multi-Domain Operations to join our team! In this role you will be responsible for business development for the MDO engagements and growth opportunities across the Defense & Intelligence (D&) business unit.
Remote locations near major Parsons hub or customers a possibility.
The Director Business Development, Multi-Domain Operations will be Responsible & Accountable for:
- Sales and Book-to-Bill Metrics for MDO related opportunities. Supporting D&I to meet/exceed business plan metrics associated with sales/awards plan.
- Execution of the MDO growth focus area through the identification and capture of qualified opportunities, to include on-contract growth and tactical sales.
- Pipeline development and maturity, to include managing the qualification of new opportunities, capture and engagement strategies, proposal preparation, and overall conversion of both tactical (on-contract, TDLs) and strategic sales. Pipeline metrics will include volume (qualified opportunities aligned to MDO), velocity (pace of opportunities from qualification through pursuit), and quality (continuous improvement of pWin through engagements, positioning, solutioning, and key capture activities).
- Maintain Salesforce with accurate and detailed data to ensure that reporting is aligned with forecast and actuals. Accountable for data integrity and continuous oversight, as this data will be the authoritative source for all pipeline associated reporting.
- Within MDO, support marketing campaigns to establish and cultivate key customer relationships, staffing/recruiting strategies, IR&D and technology investments, government relations, HR/people considerations.
- Identify and cultivate partners that will provide value to the company position for both market and individual benefit.
- Develops and measures against key metrics, including competitive win rates, re-compete win rates, B&P spend as a % revenue, IDIQ vehicles/task orders dollars and numbers won, and individual BU sales manager performance.
Relationships
- Reports to: Jon Collins, VP BD, Defense & Intelligence
Key Relationships:
Internal
- Enterprise-wide Business Development & Capture Teams
- Business Leader Peers
- Functional Leaders (i.e. Contracts, Procurement, Finance, etc.)
External
- Department of Defense, to include Army (Army PEO C3T, PEO IEW&S, DEVCOM C5ISR Center, CECOM SEC), Space Force (Space System Command, Space Domain Awareness, Space C2), Air Force, USMC, and Navy.
- Intelligence Community
- Office of the Director of National Intelligence
- In collaboration with Federal and Critical Infrastructure teams, emerging markets, to include NASA, Commerce/NOAA, DHS/CISA, DOI, State, DOT, DOE, DTRA, USDA, and others.
Success in this role will be measured by the following:
- Achieve a consistently high book-to-bill ratio (meet/exceed business plan), indicating robust new business acquisition relative to current project completion rates. This shows effective pipeline development and successful contract wins.
- Significantly improve the win rate for new MDO opportunities, demonstrating effective market expansion and penetration strategies.
- Maintain or enhance the win rate for contract renewals, reflecting strong customer relationships and satisfaction with services delivered.
- Elevate the success rate in converting identified new MDO opportunities into contracts, indicating strong proposal development and competitive positioning.
- Successfully retain ongoing contracts at renewal, crucial for sustaining and expanding the business base.
- Increase market recognition for MDO.
- Develop and strengthen strategic partnerships and alliances that enhance Parsons' market position and offer competitive advantages in key areas.
- Lead the adoption of cutting-edge technologies and innovative practices in business development strategies, positioning Parsons as a leader in the industry.
Internally, his/her ability to:
- Establish credibility and serve as a trusted advisor to the SVP BD and D&I senior leadership team
- Serve as a highly visible leader with a “people-first” approach; in doing this, s/he will:
- Be a servant leader.
- Cultivating an innovative, diverse, equitable, and sustainable culture.
Candidate Profile
- 10+ years of relevant experience
- Superior EQ and interpersonal skills, adept at building relationships and consensus across diverse stakeholder groups.
- Strategic vision and innovative thinking, with a hands-on approach to business advancement.
- Proven leadership skills, with a history of building high-performance organizations and fostering a culture of approachability, engagement, and customer/employee focus.
Competencies
Setting Strategy
- Developing a comprehensive multi-domain business strategy: This strategy will encompass customer acquisition, solution development, and program execution, leveraging the combined strengths of our existing business units.
- Fostering collaboration and knowledge sharing: Establish mechanisms for cross-functional collaboration, ensuring seamless integration of expertise across diverse teams.
- Identifying and pursuing multi-domain opportunities: Actively seek out and pursue opportunities that require integrated solutions across multiple domains, building strong relationships with potential customers.
- Leading solution development and execution: Oversee the development and delivery of integrated solutions that meet the complex requirements of multi-domain customers..
Executing for Results
- Enhanced competitiveness: We will be better positioned to compete for and win multi-domain contracts, significantly expanding our market reach and revenue potential.
- Improved customer satisfaction: We will deliver unified solutions that exceed customer expectations, fostering stronger relationships and repeat business.
- Optimized resource utilization: By leveraging the combined expertise of our existing teams, we will ensure efficient resource allocation and maximize the value proposition for our customers.
- Future-proofing our business: By adapting to the evolving market landscape, we will ensure Parsons remains a leader in the government contracting space.
- Relationships and Influence
- Naturally connects and builds strong relationships with others, demonstrating strong emotional intelligence and an ability to communicate clearly and persuasively.
- An ability to inspire trust and followership in others through compelling influence, powerful charisma, passion in their beliefs, and active drive.
- Encourages others to share the spotlight and visibly celebrates and supports the success of the team.
- Creates a sense of purpose/meaning for the team that generates followership beyond their own personality and engages others to the greater purpose for the organization as a whole.
Minimum Clearance Required to Start:
Top SecretThis position is part of our Federal Solutions team.Our Federal Solutions segment delivers resources to our US government customers that ensure the success of missions around the globe. Our diverse, intelligent employees drive the state of the art as they provide services and solutions in the areas of defense, security, intelligence, infrastructure, and environmental. We promote a culture of excellence and close-knit teams that take pride in delivering, protecting, and sustaining our nation's most critical assets, from Earth to cyberspace. Throughout the company, our people are anticipating what’s next to deliver the solutions our customers need now.
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