Vp, Business Development

Description & Requirements
This position will work exclusively to drive revenue by selling specifically to Agencies within the Federal Government. As a member of the Maximus Federal Sales team, this position will be responsible for identifying, qualifying, capturing, proposing and closing new business opportunities for the company. This individual will initiate new business ideas and concepts to meet their targeted customers' business needs.
As a key leader of the Maximus Federal Sales and Business Development team, this position reports to the Vice President, Business Development & Sales for IT and Consulting Services. This position is responsible for generating, qualifying, and closing new business for the company in our target business areas. It is paramount this individual has a deep understanding of Department of Veterans Affairs, Defense Health Agency, and Health and Human Services. This is an individual contributor role within a team dynamic.
Since 1975, Maximus has operated under its founding mission of Helping Government Serve the People®, enabling citizens around the globe to successfully engage with their governments at all levels. In the Washington Technology 2020 Top 100 list, Maximus was ranked as a Top 5 Federal Contractor for Systems Integration; Maximus is the leading provider of integrated citizen engagement center services to government agencies; and is a market leader in innovative business process management (BPM) services and technology solutions. With more than 35,000 employees worldwide, Maximus is a proud partner to government agencies in the United States and throughout the world.
Essential Duties and Responsibilities:
- Build and maintain an active pipeline of qualified leads in the state and local government through existing relationships, cold calling, attending industry trade shows, working with business partners, and providing product demonstrations.
- Develop and maintain detailed and updated capture strategies for each target account to ensure that the appropriate resources and assist in the preparation of accurate and timely sales forecasts.
- Aggressively work the pipeline to consistently meet or exceed quarterly and annual revenue and/or sales (order- based) quotas.
- Develop winning sales strategies and work in a team-oriented selling environment that includes delivery, business consultants, subject matter experts, and management.
- Develop and deliver client-facing presentations.
- Write effectively and work as a key part of the proposal development team, including anticipating how market and competitive factors will influence the selling of Maximus offerings and services.
- Structure and implement sales close plans within the context of established opportunities.
- Initiate new or revised sales procedures, programs and initiatives as required.
- Establish and maintain long-term relationship with each prospect and customer so as to maximize future revenue opportunities.
•Build and maintain an active pipeline of business opportunities at Federal Health components listed above, by leveraging their existing relationships, developing new relationships, attending government/industry events, working with business partners, and providing solution presentations
•Work as part of an integrated team with operations and capture organizations to drive the development of detailed and updated capture strategies for each opportunity to ensure Maximus' solution is differentiated and competitive
•Aggressively add to the pipeline to consistently meet or exceed quarterly and annual signings targets
•Develop winning sales strategies and work in a team-oriented selling environment to include members of the team from our delivery organization, our solution organization, our contracts organization, hired business consultants and subject matter experts
•Design and drive customer call plans that engage clients up, down and around an opportunity's sphere of influence to ensure a full, well rounded understanding of the Agency' objectives are being met with Maximus' proposed solution
•Design and drive the preparation for all customer meetings on opportunities. Ensure successful client meetings on opportunities by pre-determining the objective of the meeting and determine the criteria to use to determine success
•Develop and contribute to Maximus Account Plans for targeted Agencies that demonstrate a roadmap to winning new business year-over-year
•Contribute to the development of proposals, oral presentations, demonstrations, or other key selling tools
•Establish and maintain long-term relationships with customers in your targeted Agencies at the working level and up to "C" level government executives
•Effectively present to Maximus executives on your opportunities to ensure there is corporate understanding of what is needed to win, what resources must be allocated and what technical or other gaps must be closed in order to ensure a win/award to Maximus
•Actively participate in industry organizations where targeted agencies participate. Represent Maximus' capabilities to government clients.
Minimum Requirements
Minimum Requirements:
- Bachelor's degree required, Master's degree preferred.
- Ten (10) years of people management experience, fifteen (15) years of experience in the related field.
- Excellent organizational, interpersonal, written, and verbal communication skills.
- Ability to perform comfortably in a fast-paced, deadline-oriented work environment.
- The ability to successfully execute many complex tasks simultaneously.
- Ability to work as a team member, as well as independently.
- Excellent people management.
- Demonstrated ability to manage large scale projects.
The ideal candidate will possess many of the following specific qualifications and experiences:
•Minimum 15 years of broad-based, progressive executive sales and business development experience
•In-depth understanding of the Federal Government contracting market and procurement process
•In-depth understanding of the Department of Veterans Affairs, Defense Health Agency, and Health and Human Services
•Demonstrated success in shaping and winning opportunities in several of the following technical areas: Care Coordination, Enrollment and Eligibility, Customer Experience, Health and Benefit Services, DevSecOps, Agile Methodologies, Software Development/Engineering, Cyber Security, Application Development, Infrastructure Management, Cloud Services
•Demonstrated experience pursuing recent technology modernization programs through customer interaction, solution design, technical demonstrations, and identifying high performing teaming partners.
•Extensive experience interfacing with multi-divisional, inter-agency teams, and "C" level buyers (CEO, CIO, CFO, Department Directors, etc.)
•Proven competency and demonstrated understanding of Federal government operations and contacts and developing "best value" solutions for Federal government
•Experience with effective management of large scale contract bids, negotiations, and client relations
•Ability to identify new markets and new business opportunities
•Ability to function well in a fast-paced environment
•Excellent written and verbal communication skills
•Unquestioned personal integrity and ethical behaviors
•Ability to travel up to 25% of the time
Desired Characteristics:
•Ability to partner, collaborate and influence others in a highly matrixed organization on a cross-functional team to achieve goals
•Excellent business strategy instincts - able to function well in a competitive, changing environment
EEO Statement
Active military service members, their spouses, and veteran candidates often embody the core competencies Maximus deems essential, and bring a resiliency and dependability that greatly enhances our workforce. We recognize your unique skills and experiences, and want to provide you with a career path that allows you to continue making a difference for our country. We're proud of our connections to organizations dedicated to serving veterans and their families. If you are transitioning from military to civilian life, have prior service, are a retired veteran or a member of the National Guard or Reserves, or a spouse of an active military service member, we have challenging and rewarding career opportunities available for you. A committed and diverse workforce is our most important resource. Maximus is an Affirmative Action/Equal Opportunity Employer. Maximus provides equal employment opportunities to all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status or disabled status.
Pay Transparency
Maximus compensation is based on various factors including but not limited to job location, a candidate's education, training, experience, expected quality and quantity of work, required travel (if any), external market and internal value analysis including seniority and merit systems, as well as internal pay alignment. Annual salary is just one component of Maximus's total compensation package. Other rewards may include short- and long-term incentives as well as program-specific awards. Additionally, Maximus provides a variety of benefits to employees, including health insurance coverage, life and disability insurance, a retirement savings plan, paid holidays and paid time off. Compensation ranges may differ based on contract value but will be commensurate with job duties and relevant work experience. An applicant's salary history will not be used in determining compensation. Maximus will comply with regulatory minimum wage rates and exempt salary thresholds in all instances.