Services Growth Lead

Rockville, MD, United States

Our vision at Bravium is to be recognized as a prestigious brand. We want businesses to demand us when they seek quality, integrity, and talent. We want talent to pursue us because of our culture. The Director of Growth is responsible for increasing company revenue, identifying and developing new business opportunities and building and expanding the Bravium footprint. The director also leads marketing, communications, and client-relationship management. The candidate must thrive in an environment where they are responsible for the management and execution of the full Business Development (BD) life-cycle process across multiple simultaneous pursuits and proposals. The Director of Growth will drive a culture of innovation and capture excellence. Successful candidates will have the ability to conceptualize a vision for winning, to develop strategy and BD capture plans that implement the vision, and, to translate the strategy into win themes. Proven managerial skills will help the candidate lead and mentor the BD team and efficiently manage investments in marketing and Bids and Proposals (B&P). The candidate is expected to be a critical partner with the technology team and coalesce the BD strategy along with the technology strategy. RESPONSIBILITIES Strategy

Bring focus, energy and go-to-market skills to help Bravium win more business, close cycle times and improve our overall win rate; demonstrate excellence in applying Bravium’s sales methodology

Develop and revise company’s growth strategy, sales goals, as well as creative and innovative marketing and capture strategies and plans

Sales & Capture

Coordinate capture efforts with the proposal team, pricing, human resources, contracting and other company organizations to deliver successful capture activities

Grow the opportunity pipeline through diligent and timely identification/qualification of new strategic business opportunities

Direct capture activities, to include opportunity gate reviews, black hat sessions, collaboration and workshop sessions, bid/no-bid decision processes, proposal reviews, business case development, pricing, resource management, and contract management

Build trust and long-term relationships with clients/customers

Develop, maintain and advance client and potential partner relationships through contacts and frequent interactions to promote the company, including networking events, industry conferences, and client meetings

Seek and utilize market intelligence and competitor data to position Bravium for ensuring success

Conduct customer meetings/visits and present sales pitches to articulate current and emerging customer needs and how Bravium can help

Drive the development and submission of white papers and RFI responses to proactively shape strategic opportunities

Proposal Development

Conduct proposal kick off and post award kick off meetings

Lead the proposal development process including gate reviews, overall strategy and layout, schedules, staffing and interviews, pricing strategies, past performance, resumes, themes, solutions, writing, research and other important proposal actions

Drive collaboration across the organization to bring best-in-class solutions to the customer and maximize win probability

Analyze draft and final solicitations, conduct market analysis, competitive landscape assessment, and research

Conduct after-action reviews to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions

Lead the transition and transfer of capture responsibility knowledge to the Solutions Delivery team upon contract award

Marketing & Communications

Coordinate digital marketing activities to boost brand recognition

Oversee internal communications sent to Bravium employees, subcontractors, and partners to improve engagement within the company

General Management

Develop department budgets and execute department plans within those approved budgets

Own and conduct monthly detailed pipeline reviews with Senior leadership

Maintain an accurate and current CRM database of contacts and opportunities

Maintain Unanet so that it contains accurate people plans for resource needs and necessary contract information to manage the work post-award

Company Culture is of utmost importance so the director will need to be fully aware of employee engagement, develop strong relationships with each employee and maintain high employee engagement scores. In order to promote engagement:

Inspire and grow team members through mentorship, empowerment, and by challenging them to do their best work. Give our team members enough ownership and latitude that they are happy and fulfilled in driving solutions forward. Know how to motivate people by understanding different character types and how they can thrive and be successful.

Develop our talent - plan and support career development (training, certifications) for the members of your team.

Critically evaluate the team to ensure it has the right talent to achieve all objectives. Provide timely performance feedback for individuals, giving praise and developmental feedback when appropriate

Resource Management

Recruit and retain best-in-class talent who exemplify Bravium Core Values and are A players. At Bravium, we pride ourselves on hiring top quality talent and we need all our hiring managers to have a critical eye for talent.

Time Reporting: Approve resources’ time. Ensure resources are reporting time daily and working the appropriate number of hours on assigned tasks

Dismiss (layoff/fire) resources, when appropriate

QUALIFICATIONS Bachelor's degree in Business Administration, Marketing, Finance, or related field from an accredited college/university

10 + years of Growth and Business Development leadership experience within the federal government sector

Managed a qualified pipeline of opportunities with a value of $500M+

Exceptional consultative and interpersonal skills that have resulted in business relationships of impeccable trust, confidence, and results

Demonstrated superior ability to develop and lead relationship building activities with C-Level executives, including CEO, CFO, COO, CIO, CISO

Demonstrated successes in leading $50M+ opportunities from identification through proposal submissions

Long tenure at prior companies throughout entire career history along with excellent recommendations from direct supervisors who can confirm a proven track record in delivering features and functionality on time with high quality

Entrepreneurial mindset – Exudes great energy and passion. Finds excitement in growing a business and willing to take the challenges that come along with it head-on with a positive and team player attitude. Must be comfortable in a dynamic & high growth environment.

Serving leader - Can put titles aside and jump in to help wherever help is needed on the team. A motivated leader who can inspire others, respect commitments and able to obtain optimal results from the team through respect and development. Must have high ethical standards and value diversity of team, thought, and perspectives.

Trustworthy - In a small business, there is no time for micromanagement, so our leaders need to be trusted to make important decisions for the company, our people, and our clients. They also need to be able to operate independently with minimal direction from the Senior Executives (CEO, COO).

Outstanding interpersonal communication with excellent written and verbal communication skills. Able to work effectively with people at all levels of the organization and with our clients.

Friendly & Fun - We spend as much time at work as we do at home, so we want to like the people we work with. We also believe in the Work Hard, Play Hard mantra. Our leaders should be willing to put in extra hours if necessary, to get the job done but at the same time, able to relax and enjoy the rewards of a job well done.

About Bravium Consulting Bravium Consulting provides technology and management consulting services for the public and private sectors. Our team is comprised of skilled, certified consultants that help clients achieve success with effective, created, and rapidly-executed solutions. We were recently awarded NMSDC Top 100 and Washington Technology fast 50. We were also named the 2022 ServiceNow Creator Workflow Partner of the Year. Bravium Consulting is rapidly growing and we are always looking for intelligent and motivated people to join our team. We are committed to excellence so training, supporting, and empowering our team is a top priority for us. We offer competitive salaries and a comprehensive benefits package which includes: 15 PTO days

11 paid holidays

Medical Insurance with 80% employee premium support, 25% family premium support

Dental Insurance with 80% employee premium support, 25% family premium support

Vision Insurance with 80% employee premium support, 25% family premium support

Short Term and Long Term Disability coverage with 100% premium support

401k Program with Bravium matching 100% of up to 4% of salary

Training Program

Employee Assistance Program

Maternity Leave

Eligibility for quarterly performance bonuses

Referral bonus

Flexible work arrangements

Bravium Consulting is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.

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