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Telos is searching for a Business Development (BD) Account Executive (AE) to manage growth of Telos’ Department of Defense (DoD) business portfolio. This position will be hybrid/remote, with a home base at Telos’ headquarters in Ashburn, VA.  The candidate will be responsible for formulating and executing strategy, developing the pipeline to support the pursuit of new business, and qualifying opportunities via gate reviews. The primary focus is on the U.S. Army (Cyber) and U.S Navy (Intelligence), with a secondary focus on DISA, Department of the Air Force (DAF) to include U.S. Space Force (USSF), and varied other DoD agencies (I.e., Defense Health Agency (DHA)). The ideal candidate reflects the company’s entrepreneurial “start-up” mentality and acts as a utility player; he/she is able to remain flexible and agnostic to their “swim lanes” and add value in varying phases of the BD lifecycle when called upon. The candidate must have demonstrable experience generating new business opportunities and forming new business relationships, knowledge of contractual requirements used throughout the industry, and a track record of winning new work. Responsibilities include full opportunity lifecycle management to include the development and maintenance of direct customer relationships; identification and qualification of highest PWIN opportunities; development and maintenance of the opportunity pipeline; co-development of customer-focused solutions; and working with executive staff to obtain opportunity pursuit approvals. Additional responsibilities include supporting the development of customer-focused, well-written meeting materials and opportunity proposals, as well as driving revenues that maximize growth margins.

 

This position will be based in our HQ located in Ashburn, VA on a Hybrid/Remote schedule

 

Responsibilities:

Gain strong understanding of company capabilities and create customer and/or market-specific marketing strategies and narratives. Develop and execute an account strategy and associated pipeline. Treat account strategy as a living document and recommend modifications as necessary. Lead opportunity pipeline reviews and coordinate across business stakeholders (i.e., BD Operations) within the company. Oversee management of the Telos opportunity management environment (i.e., SalesForce) and ensure that all customer and opportunity information is accurate and up-to-date. Identify opportunities able to obtain a high PWIN potential, qualify opportunities and work with Telos Capture and Delivery teams to develop our best competitive stance. Develop and deliver a pipeline of opportunities that align with Telos’ services and offerings, including Telos IP and managed professional service capabilities. Identify, influence, and develop strategies to promote Telos’ offerings with clients through varying mechanisms (i.e., Market Research, RFIs, White Papers, etc). Support shaping acquisition strategies by leveraging client relationships, company capabilities and experience, partnerships, and extensive knowledge of available contracting vehicles. Facilitate early gate reviews and develop business cases for executive staff with a comprehensive and informative brief for advancing opportunities. Co-author and manage responses to government market research inquiries (i.e., RFIs, White Papers, etc), attend industry events, and participate in internal/external thought leadership initiatives. Build and maintain a network of strategic partners across target markets. Work as a liaison and facilitator between internal groups and teaming partners. Must be able to manage and act as a lead on subcontractor opportunities as a main POC with teaming partners. Develop and maintain lasting relationships with government customers through routine, meaningful interactions across all target segments to gain valuable intelligence and insights and subsequently position Telos as a trusted partner to customers. Position Telos as a key partner across markets (identified above), and build a favorable brand for Telos in the eyes of both the customer and teaming partners. Be able to lead opportunity Pursuit and support Capture and Solution development in creating solutions-to-win. Ensure that customer and market intelligence is woven into developing a realistic and technically sound solutions that will resonate with customers through delivering a winning proposal while minimizing company risk. Aid in the negotiation of teaming agreements, proposal development and contracts. Deliver and participate in presentations and communications to internal and external audiences. Serve as a Capture Manager for (<$10M TCV) or support assigned Capture Manager for large strategic bids (>$25M in TCV or GWACs) including the development of solutions and win strategies; developing and executing capture plans based on established internal processes and tools; and advancement of proposal readiness.