DigitalGlobe Senior Manager - U.S. Government Business Development in Herndon, Virginia
Please review the job details below.
* This position requires an ACTIVE TS/SCI clearance to be eligible for the role*
The Sr. Manager – Business Development USG is responsible for revenue generation and business development/sales activity in support of DigitalGlobe’s U.S. Government (USG) line of business. Duties include the development and execution of business strategy for key USG accounts and associated support contractors, including NGA, NRO, USSOCOM, US Army, US Air Force, and US Navy (specific accounts will be assigned based on the hired person’s contacts and familiarity with various accounts); identification and shaping of new business opportunities to maximize DigitalGlobe competitiveness; execution of whitepaper and proposal efforts for qualified opportunities within the accounts; development and management of key partner relationships; communication of DigitalGlobe products, services, and emerging capabilities with prospective customers in a compelling fashion; and communicating customer feedback with USG product developers to shape future products and roadmaps. This position reports to the Senior Director, Government Solutions.
Sales and Revenue Generation: This position leads sales and business development efforts for selected USG accounts supporting the USG line of business within DigitalGlobe.
Directly responsible for identification and capture of new revenue, working closely with program management, solution architects and other members of the team to craft and implement effective account strategies, and leading proposal efforts that emerge from the accounts.
Success in this position will be measured through achievement of annual revenue goals, pipeline development, account penetration, and customer adoption of new products and services.
Strategic Planning: Work closely with the team in planning and implementing account and teaming strategies to maximize revenue and grow DigitalGlobe support of selected USG accounts.
Develop key customer relationships to embed solutions into the customer environment.
Help develop business cases, positioning documents and white papers. Communicate account direction(s) to senior management.
Coordinate with customer relationship touch points across agencies and within Maxar.
Prepare senior level presentations and work with solution architects to develop implementation plans for customers.
Work with marketing to create Marketing Plans, Success Stories, White Papers and Competitive Analysis that will help generate revenue.
Customer Requirements: Understand and anticipate customer needs regarding product development and execution. Develop relationships with key influencers, decision makers, and executive leadership.
Product Pricing: Support the development of pricing for new and existing solutions. Evaluate strategic customer offerings and determine appropriate customer targeting.
Customer proposal, contract, and pricing management: Directly support and lead response to customer RFPs and RFIs and develop unsolicited proposals. Lead the development of responses to major strategic opportunities. Identify and develop maintain 3rd party relationships and generate new business opportunities based on market need.
Minimum BS/BA degree
Understanding of geospatial terminology, technology and applications
10+ years proven sales/business development/account management experience and success in the technology services sector, including specific experience working with key IC and DoD segments.
Active TS/SCI clearance required.
Ability to travel as needed and directed.
Proactive work ethic requiring little-to-no day-to-day direction to accomplish business development goals within assigned customer accounts.
Ability to understand the customer’s mission, their challenges, limitations, procurement and bids process.
Ability to quickly develop an in-depth understanding of DigitalGlobe products / solutions and how they apply to the customer’s needs.
Strong verbal and written communication skills as well as presentation skills.
Strong organizational and forecasting skills.
Able to set strategy and coordinate across multiple business units to accomplishing mutual goals.
Understanding of remote sensing sciences.
Intelligence Community / Defense Industry and Combatant Command background.
Experience forging new business relationships and developing opportunities from concept/shaping through to priced proposal delivery strongly desired.
DigitalGlobe and Radiant solutions offer a generous compensation package including a competitive salary; choice of medical plan; dental, life, and disability insurance; a 401(K) plan with competitive company match; paid holidays and paid time off.
DigitalGlobe is a leading provider of commercial high-resolution earth observation and advanced geospatial solutions that help decision makers better understand our changing planet in order to save lives, resources and time. Sourced from the world’s leading constellation, our imagery solutions deliver unmatched coverage and capacity to meet our customers’ most demanding mission requirements. Each day customers in defense and intelligence, public safety, civil agencies, map making and analysis, environmental monitoring, oil and gas exploration, infrastructure management, navigation technology, and providers of location-based services depend on DigitalGlobe data, information, technology and expertise to gain actionable insight.
DigitalGlobe is an equal opportunity employer and considers qualified applicants for employment without regard to race, color, creed, religion, national origin, gender identity and expression, age, disability, veteran status, or any other protected factor.