Responsibilities
Understand market trends and technical direction of Cyber and Cyberspace Operations in the DOW, Army, Navy, Air Force and Marine Corps while communicating By Light’s value proposition to those customers
Establish and maintain strong relationships with key Cyber customers, with emphasis on Army, Navy, Marine Corps, Combatant Commands as well as service Cyber components.
Maintain and execute customer call plans
Translate customer intelligence into compelling solutions
Gather, assess, and validation of customer requirements, issues, and risks
Develop value propositions and identify/develop early win strategies
Develop and execute capture plans
Drive all aspects of an opportunity from Identified to Proposal phases
Collaborate with Account Leads, Project Managers, and SMEs from across the company to bring the full company depth and breadth forward to win
Plan and participate in opportunity activities, to include white papers, RFIs, sources sought, workshops, industry events, opportunity gate reviews, black hat sessions, collaboration sessions, and proposal color team reviews
Leadership skills to develop, organize and execute significant account planning, capture, and opportunity execution activities, including building industry teams, assessing win probability, ensuring execution of customer call plans to shape acquisitions in order to respond to and win business with new and existing customers
Demonstrable understanding of the Government Acquisition process and typical contract types
Required Experience/Qualifications
Must possess strong existing relationships in the US Federal Cyber marketplace
Ten or more years in Business Development and/or Federal Capture
Proven track record in developing, capturing and winning large federal opportunities
Experience moving an opportunity through standard Gate Reviews and leading information gathering to mature opportunities
An understanding of Information Technologies being deployed in the Federal Space to include Cloud migration and operations, Agile Development, Infrastructure modernization, and Cyber Security
A thorough understanding of Cyberspace doctrine, direction, and strategies
Special Requirements/Security Clearance
Ability to obtain and maintain a Secret clearance
