Sales Business Development Director

New Sales Business Development Director

 

At Citizant, we want you to tell us something we don’t already know. We want you to take something and make it so much more. We want you to show us something we’ve not already seen.  We’re not going to tell you what agencies to target or how to solve problems for your customers – we trust you to do that.  Creativity, together with an unwavering desire for excellence in the way we think and work, is fundamental to our success.  

 

If you have passion, desire and commitment in everything you do, and core values that are the very essence of how you live your life, your superior standards will be embraced and rewarded.  We have a passion for execution and a disciplined culture that strives for nothing less than perfection.  We take government performance personally and are working to develop solutions that yield measurable results.  

 

“How can I help my customers achieve or exceed their goals?”  “What problems can I solve with Citizant solutions?”  “What do I need to do to make it work technically, contractually and financially?” “Who do I need to talk to and collaborate with in order to create a win?”  As one of our Business Development Directors reporting directly to the President of the Company, these are the questions we expect you to ask yourself each day.  At Citizant, we are buying into the future; our focus is to improve upon our impeccable standards, and to create a better future for our associates and fellow citizens.   

 

Organization Overview


We are one of the Washington region’s fastest growing providers of business and technical solutions to civilian and military agencies within the Federal government.  We specialize in Enterprise Architecture, Enterprise Application Development, and Enterprise Program Management.  At Citizant, it’s all about results. We help our customers successfully manage large, complex projects and programs. The combination of our dedicated professionals, solutions skill sets, and rigorous processes has helped our customers achieve tangible results that meet stakeholders’ requirements.  As a result, we can confidently refer 100% of our past and current customers.  We cherish our reputation as hardworking, honest, and smart.  

 

We’re built for growth.  We invest heavily in the systems and processes needed to achieve success now and in the future.  We have a remarkably mature infrastructure that is reflected in our ISO 9001:2000 certification and SEI CMMI Maturity Level 2 appraisal. This process focus – combined with our commitment to rigorous project management discipline – helps ensure that we consistently deliver high-value solutions on time, on target, and on budget. 

 

Position Overview:  Director of Business Development

 

Reports directly to the President of Citizant.

 

Number of Open Positions – Two (2).

 

Position Titles

Director of Business Development, DOD.

Director of Business Development, Civilian.

 

Business Growth and Development – As one of our Business Development Directors, you will have sole responsibility for new revenue growth within your target accounts.  You must be a hunter and the “tip of the spear” for revenue generation, where you’ll spend 100% of your time. In this capacity, you will establish new business relationships, identify new opportunities that match the goals of Citizant and win deals. 

 

Core Responsibilities – As a Director of Business Development at Citizant, you must be able to:Achieve quarterly goals towards annual quota.Focus on hunting and winning new business.Be prepared to discuss progress at monthly pipeline reviews.Have a solid understanding of core competencies and services that Citizant can provide.Articulate Citizant’s value proposition and develop messages that resonate with our customers.Investigate where the money is and confirm decision makers.Understand the competitive landscape for each opportunity – know your competition.Know what it will take to win and plan a strategy to capture the business.Collaborate effectively across the organization to develop winning strategies.Support all aspects of capture appropriately, including proposal development, to ensure a win.Keep the CRM complete, accurate and up-to-date.

 

Expectations – We expect that you will close new business in your first 12 months of $5 million in funded awards. We anticipate that you will aggressively manage, build and report on your pipeline each week and stay focused within your target accounts to ensure penetration and relationship development.  We expect that you will fill your pipeline with competitive, long-term, sustainable business opportunities in agencies and for customers that Citizant has not worked for in the past.

 

In turn, we will aggressively support you with:Market intelligence tools. Talented operational managers and Division Directors.A robust and experienced Marketing and Communications Department.A Proposal Development Center built on Shipley processes and best practices. Numerous productivity and collaboration tools such as Input, Carroll Publishing and Privia. Strong and positive corporate past performance as a Prime. Regular coaching and training.Mature and disciplined business development processes.Extensive technology expertise and vision.A strong and service-oriented infrastructure support team.Sharp colleagues in a highly energetic and collaborative environment.  

 

You will feel challenged, engaged, and at the top of your game.

 

Experience and Qualifications Required: 

 

Education and Areas of Experience:4-year College Degree, prefer Masters Degree.Completed formal sales training courses at prior employers.Proven and verifiable track record identifying and closing over $3M in new business annually and exceeding 100% of quota for the past 10 years.Past experience working on competitive government proposals adhering to a formal capture and proposal lifecycle process.Proven understanding of the Federal Procurement process and acquisition norms. Proven ability identifying new business within target accounts.Great success working with pipelines and pushing through new opportunities to a winning close.Proven ability working across all company divisions to achieve goals and close business.

 

Soft Skills:Professional hunter driven to make things happen.Bursting with a positive, can-do attitude and high energy.Someone who has worked on self-improvement their entire career.Elicits an attitude that easily builds credibility, relationships and a consultative customer focus as their sales style.Enjoys working in a focused, structured, and collaborative sales process.Thrives on getting feedback to better your best.

 

Technical Skills Needed:Minimum of 10 years total in sales acting as a hunter to find new business opportunities.Minimum of 10 years IT professional services sales experience calling into the highest level of agencies to solve complex business problems with technology.For the DOD Business Development Director position – Minimum of 7 years experience selling to the Department of Defense For the Civilian Business Development Director position – Minimum of 7 years experience selling to different Federal or State civilian agencies.

 

Essential Attributes of the Business Development Director

 

As one of our Business Development Directors, you will be an integral part of a corporate development team that works and wins as a group.  Growth and customer loyalty is paramount.  We don’t have the time or inclination to hide bad news, play politics, or keep people in silos.  In meetings, we want you to be honest and frank.  Your ideas will be respected and listened to – we know you like visibility and you’re a person who wants to be recognized.

 

The innate qualities we are looking for:

 Scrupulous, ethical and honest; beyond reproach in business dealings.  Does it right the first time, willing to recognize mistakes and fix them.  Sincere in maintaining the trust and confidence in Citizant. A hunger and passion to succeed, driven by a need to deliver exceptional results.  Incisive analytical skills.  Able to make critical assessments and logical arguments.  Ability to identify and frame problems and set priorities.  Action-oriented, yet aware of risks.Externally focused and service-driven.  Accountable and creative.  Approachable and responsive.  Ability to understand the mission and the needs and direction of the company, as well as our customers. Self-confident and assertive, open to feedback and to vigorous peer review.  Can make a well-reasoned argument.  Willing to listen to and respect the views of others.  Open and collaborative, with the ability to develop strong and trusting relationships with outside customers.  Inclusive leadership style; articulate and persuasive; willing to respectfully listen to and learn from others.  Confidently engages with staff at all levels to define needs and expectations.  Collaborates on projects and communicates results.

 Perceptive.  Can intuitively recognize qualified opportunities and take committed action.

 

What’s Attractive to the Right Candidate?

 You will be surrounded by people committed to excellence in all that they do.  We collaborate and firmly believe in productive conflict, so if you have good ideas, you will be listened to. If you make the most logical argument, you will get the resources – we share our best people across teams on a regular basis.  It’s all based on merit.  We are committed to reinvesting profits in future growth – we invest today to ensure a better future.

 You’ll be proud of the work that you do and the company that you represent.  You control the opportunities that you pursue.  You can do the right thing for every customer every time.

 You are not limited in selecting agencies to target.  We are open to opportunities at HUD, IRS, DOD, DOT, Customs, Homeland Security, Treasury, HHS, the Department of Ed; you name it – where do you want to go?

 We support the whole person.  This is no 40 hour a week job, so we’re there for you to make sure your whole life works as well for you as you do on the job.  You’ll be recognized for your accomplishments. It’s personal here. Employee Benefits

 

Citizant offers competitive salaries and an excellent benefits package, including 20 days paid time off in your first year, 100% employee healthcare insurance premiums, matching 401(k) retirement savings plan, tuition reimbursement, paid professional training and development, and much more.

 

“There are three types of people in this world:

Those who make things happen,

Those who watch things happen,

And those who wonder what happened.”

(Mary Kay Ash)

 

Which one are you?