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DEFENSE SERVICES DIVISION VICE PRESIDENT BUSINESS DEVELOPMENT - 1133902068152
Alexandria, VA; Anywhere, USAThe DSD Vice President of Business Development is responsible for providing division-wide leadership and integration of the full lifecycle business development (BD) function with a primary focus on:
1) Defining and executing long term market and business development strategies that consistently deliver at or above-target contract backlog results with a robust multi-year pipeline of qualified opportunities.
2) Assisting division and business unit (BU) leadership with the shaping, capture, and execution of re-compete and new business development opportunities and proposals
3) Growth of high margin and diversified service and solution business lines that directly leverage company exceptional past performance, differentiated capabilities and innovation investments.
4) Providing expert coaching, mentoring, and development of division leadership in BD skills and best practices (capture planning and execution, strength-based solutioning, proposal writing/review, competitive assessment/price-to-win)
5) Being a collaborative member of the corporate BD enterprise guided by company-first thinking and decision making (vice division or business unit).
6) Collaborating with counterparts in other MTSI divisions on shared BD initiatives and/or stand-alone division initiatives.
The DSD Vice President of Business Development also contributes to guidance and oversight of all BD processes, procedures, and training, with an emphasis on continuous process improvement in support of the corporate BD Team. The Vice President of Business Development will work closely with Operational and Functional leadership and staff across the company to efficiently execute all BD functions with exceptional communications, teamwork, and collaboration.
Objectives: The DSD VP of Business Development is a primary executive contributor to meeting corporate and division strategic and financial objectives. Key company financial objectives include growing consistently at an organic rate exceeding 10% per year while maintaining overall contract profit margins in price-competitive markets. Other success criteria include shaping and winning new single award, high ceiling, flexible scope contracts enabling rapid response to the needs of new customers, expanded needs of existing customers and expanding high margin service/solution business lines enabled by our differentiated capabilities in digital engineering/acquisition, modeling and simulation, physical system cyber security, AI/ML, autonomous systems, agile software/DevSecOps, multi-level secure cloud, and data analytics. The MTSI addressable customer market includes Missile Defense Agency, OSD, Air Force, US Space Force (USSF), Army, Navy, Marines, Intelligence Community, the Department of Homeland Security (DHS), FAA, NASA, and Commercial Aerospace & Defense companies. The Defense Services Division assigned subset is primarily the US Air Force and US Navy.
Key Responsibilities:
- Increase corporate and division backlog sufficient to enable objective, multi-year, annual growth
- Shape and win effective new contracts
- Maintain the division’s historical new business and recompete win rate and win ratio
- Advise and support Business Unit Senior Directors on business development and capture activities in alignment with our company’s business-unit-centric growth strategy
- Collaborate with the company BD enterprise to foster an efficient, effective, and integrated BD team that delivers high win rates for selective opportunity pursuits.
- Work with the Corporate Senior Director of Proposals and opportunity Capture Leads to ensure disciplined capture and proposal execution tailored to different opportunity types.
- Conduct external engagement with prospective customers and industry partners to assist with successful capture, team building, and sales on prioritized opportunities. Develop and maintain the division’s multi-year BD strategy and 5-year Salesforce pipeline.
- Utilize and build upon significant MTSI BD capability foundation: Miller Heiman strategic and conceptual selling methodology, Deltek/GovWin, SalesForce CRM, and Strength-Based Solutioning as integral components of MTSI’s overall BD execution system; support corporate BD process and tool enhancements.
- Assist in strategic proposal development, writing of key proposal sections, and proposal color team reviews in support of the Senior Director of Proposals.
- Lead division growth planning
- Supervise and optimize use of DSD’s Director of Business Development and Business Development Analyst. Work proactively to establish, monitor, and support annual goals and career development plans.
QUALIFICATIONS:
- Exceptional record of capture and sales performance in high-end Government engineering services (A&AS and SETA), performer, and solutions business lines for missions of global importance (intelligence, missile defense, autonomous systems, cyber security, advanced aviation/weapons, space systems, etc.).
- Exceptional communication, collaboration, and leadership skills. Proven ability to interface internally and externally at executive levels; ability to gain support and buy-in from all levels of leadership and staff. Excels at leading through influence with cross functional teams.
- 15 or more years of related and progressive experience in the DoD (primary) with preferred emphasis on Air Force and Navy.
- 10 years’ experience and proven track record developing high impact BD strategies, roadmaps, and pipelines that resulted in significant business expansion for companies like MTSI, focused on solving very complex problems of global importance in critical mission areas.
- 10 years’ experience collaborating with executives to prioritize, resource, budget, and make go/no-go gated pursuit decisions resulting in a consistent track record of significant organic growth; experience in government services, performer and solutions BD including strong background in special access and TS/SCI portfolio development.
- Highly qualified solutions architect that possesses ability to comprehensively understand and clearly communicate to customers how company differentiated capabilities (SE&I, M&S, T&E, Cyber, Software Development, Digital Engineering/Acquisition, etc.) can solve their complex problems in a manner that is clearly discriminated from the competition.
- Polished briefing skills with the ability to deliver effective and persuasive presentations in team building and negotiating situations.
- 5 or more years of experience leading and mentoring geographically distributed BD professionals across the BD lifecycle for total business lines of $400M or greater (consistent with DSD size/complexity).
- Experience integrating the capabilities of dedicated BD professionals, outside consultants/vendors, operational staff, and infrastructure leadership to maximize success and limit impact on the customer delivery commitments of full-time operational staff.
- 5 or more years of experience in designing, developing, and delivering BD-related infrastructure, training programs, lessons learned, and job aids in an efficient manner to support BD activities division-wide with the ability to coach/mentor others across the BD lifecycle.
- Experience and familiarity with BD tools and methods, and a thorough understanding of how 3rd-party tools are best integrated into a corporate BD program. Experience with SalesForce is essential.
- Demonstrated strong proposal skills with extensive experience in successfully leading capture and proposal for large competitive bids ($100M or greater)
- Proven ability in establishing, expanding, and optimizing an efficient BD capability to meet the demands of a growing business within the constraints of overhead and net income pressures.
- Experience in buy-side M&A and Government Relations (desired)
Desired Behavioral Traits, Competencies, & Compatibility Profile
- Commitment to MTSI’s Core Values and employee-centric company culture.
- Earns the respect, collaboration, and loyalty of company’s employees at all levels. An inspirational, accessible, influential, and consistent leader.
- Embraces open, honest, and respectful communication and works well with varying personalities.
- Sustained and credible leadership. High integrity.
- Willingness and ability to embrace and drive change in a manner aligned with MTSI core values and culture.
- Entrepreneurial and driven leader with proven ability to manage and grow business.
- Has the confidence and courage to make difficult decisions which benefit the company.
- Strong desire to win in the marketplace and to grow the business.
- Dedication to quality, ethical, and profitable, business growth.
- Decisive yet collaborative decision making and problem solving.
- Embraces the ownership and responsibility for the future success of the company.
- Ability to resolve conflict, identify and manage risk.
- Skilled in strategic visioning, thinking and planning.
- Has a strong leadership presence.
EDUCATION REQUIRED:
- ·Bachelor’s degree in engineering or other technical field
- Advanced degree (MBA or related field) is preferred.
SECURITY CLEARANCE:
- Active Top-Secret clearance is required
- SAP experience, TS/SCI clearance desired
TRAVEL: The position requires extensive travel (20%-25%) to MTSI customer and office locations across the United States.
PERFORMANCE MEASURES: DSD VP of Business Development is evaluated using the following metrics:
1) Company and division revenue, contract profit margins, and adjusted EBITDA
2) Weighted pipeline size, health, and diversity
3) Contract backlog generation
4) Growth of high margin performer and service/solution business lines
5) BD resource allocation return on investment (efficient use of resources)
6) Co-worker feedback on adherence to core values and modeling desired behavioral and leadership traits
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