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Business Development Manager, Federal Systems job in Alexandria

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Job Ref:  1619452
Employer:  Tyco
Country:  United States
County/State:  Virginia
City:  Alexandria
14/10/2016 22:06

Responsible for leading business development activites targeting a specific federal agency or new business segment at an executive level within the Federal and Homeland Security/Homeland Defense markets. Identify and monitor market opportunities. Under direction of Director Capture Management Federal Systems Division, develop and execute the strategic business plan/campaign and operational plan that defines how TYCOIS will capture new market share within the agency or DHS and DOD market segment(s). Incumbent focuses on critical, large, complex high visibility, strategic or tactical accounts. Work with National Account Managers, TYCOIS Product Managers, and field organization to effectively sell and execute delivery of TYCOIS product and service offerings.

Duties and Responsibilities:
Utilizing expertise, consultative selling skills, strong relationships, structured marketing and sales plans and internal TYCOIS resources, further develop existing and establish new business relationships with senior level executives at target agencies or Homeland Security/Homeland Defense segments. Identify, position and win large single award or multiple award Federal agency or market specific contracting vehicles and programs to be managed by the FSD Program Management Office and utilized by Federal Systems Division sales force to sell projects.

Develop and maintains marketing and account penetration plans to identify and monitor opportunities. Plans Include but are not limited to competition within the target; funding sources; issues/pain points within the segment; current solutions; overall security budget, opportunity size and potential for a specific agency or market segment. Plans will also include: TYCOIS/Tyco capabilities; recommendations for strategic alliances with consultants, contractors, suppliers, TYCOIS National Accounts, Corporate, and field organization to identify opportunities and maximize business potential.

Coaches National Account Managers in one or more locations to achieve sales volume, margin growth, on company/one team philosophy, outstanding customer value, and increased networking and resource sharing with all company business units and teaming alliance partners. Works with field organization to share information regarding project funding status, decision tree/decision makers, contacts, products,and technical skill requirements..

Provide senior leadership and the sales team with information relating to regulations, business issues and industry information for utilization in development of market specific action plans and sales strategy. Works with corporate marketing to develop support materials and programs for designated Federal and Homeland Security/Homeland Defense markets. As agency or market subject matter expert (SME) maintains technical competence in company’s products, applications, services, and where applicable, certifications. Sustains current knowledge of regulatory changes, laws and financing options specific to market focus. Take lead role in the preparation and delivery of customer presentations, public service activities and communications. Assists management in developing cross division business strategies. Supports management in forecasting, negotiating and financial planing in designated market.

Create implement and maintain strategic campaigns for designated agency or marketsales pipeline with detailed information as to appropriations, existing and new programs/contract vehicles and partnerships, number of potential and qualified prospects/opportunities to meet defined, time bound growth objectives for designated agency or market. Identify key target executives within target agency or business segment within the Federal and Homeland Security/Homeland Defense markets by position and by name with the goal of a specified number of face-to-face meetings with various levels of the target organization to include key decision makers by specific dates.

Represent TYCOIS and maintains active participation in industry associations, professional organizations and affiliations. Participate in key market associations, trade shows and events.


College degree in Sales/Marketing, Business, Engineering. MBA preferred.


  • Seven (7) to ten (10) demonstrated success working in a business development or sales role in the federal market.
  • Five (5) years experience selling within the federal procurement process through a variety of contracts vehicles, including GSA, 8(a) SBA; experience with and solid knowledge of FAR, DFAR and other regulations.
  • Diversity of contract experience to include Firm-Fixed Price, Cost-Plus -Award-Fee, Cost-Plus-Fixed Fee, R&D, Indefinite Delivery, Time & Materials, and Maintenance & Repair.
  • Proven ability to interact effectively with executive level federal contacts and industry/segment professional organizations.

  • Ability to comprehend and make significant contributions to development and execution of business plans, including marketing strategies and tactics.
  • Entrepreneurial attitude, demonstrated leadership ability and ability to be a team player at all levels.
  • Excellent oral, written and presentation skills with ability to present to senior level executives as well as represent the company at public service or industry forums.
  • Ability to interact with high level internal and external personnel.
  • Business acumen and solid understanding of commercial businesses contracting with federal agencies/entities.
  • Ability to travel 30%.
  • DOD Security Clearance or Ability to obtain clearance
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