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Job Description:
Parsons is looking for an amazingly talented Sr. Director, Cyber Warfare Business Development to join our team! They will have primary responsibility for overall business development of qualified pipeline opportunities, supporting the Cyber Warfare business within the Cyber and National Operations sector.
Remote with preference for location: Northern Virginia or Central Maryland area preferred, remote locations near major Parsons offices and/or customers as required.
The successful candidate will develop and nurture key customer and industry contacts; identify and qualify opportunities; lead capture management activities throughout the opportunity life cycle; analyze draft and final solicitations, develop and implement the capture plan, and orchestrate all capture activities; lead final win strategies, value propositions, and differentiators development; ensure price to win (PTW) analysis is conducted and the PTW target is established; perform analysis of competitor strengths, weakness, opportunities, and threats (SWOT); and conduct team gap analysis.
What You'll Be Doing:
Business Development & Capture execution and maturity for assigned opportunities supporting the Cyber Warfare business to include the Joint Cyber Warfighting Architecture (JCWA) components and broadly USCYBERCOM, Service Cyber Components, cyber-relevant service Program Executive Offices, and DARPA growth focus area. Help meet/exceed business plan metrics associated with sales/awards plan. Develop booking strategies that align with corporate policy and risk tolerance levels of each capture opportunity.
Pipeline development and maturity, to include supporting the qualification of new opportunities, capture and engagement strategies, proposal preparation, and overall conversion of both tactical (on-contract, TDLs) and strategic sales. Pipeline metrics will include volume (qualified opportunities aligned to growth focus areas), velocity (pace of opportunities from qualification through pursuit), and quality (continuous improvement of pWin through engagements, positioning, solutioning, and key capture activities).
Maintain Salesforce with accurate and detailed data to ensure that reporting is aligned with forecast and actuals. Accountable for data integrity and continuous oversight, as this data will be the authoritative source for all pipeline associated reporting.
Detailed capture strategies, to include marketing campaigns to establish and cultivate key customer relationships, staffing/recruiting strategies, IR&D and technology investments, government relations, HR/people considerations.
Identify and cultivate partners that will provide value to the company position for both market and individual benefit.
Relationships:
Reports to: Vice President Cyber Business Development
Key Relationships:
Internal
Cyber Warfare business operations and technical leadership
Enterprise-wide Business Development & Capture Teams
Functional Leaders (i.e. Contracts, Procurement, Finance, etc.)
External
USCYBERCOM
Cyber National Mission Force
Service Cyber Components
Program Executive Offices
DARPA
Success in this role will be measured by the following:
Experience successfully leading the business development & capture of Joint Cyber Warfighting Architecture (JCWA) components and broadly USCYBERCOM, Service Cyber Components, cyber-relevant service Program Executive Offices, and DARPA and similar markets.
Leadership skills to develop, organize and execute significant capture activities, including building industry teams, assessing win probability, and executing customer call plans to shape acquisitions.
Extensive success, knowledge, and experience in leading and winning captures greater than $100M.
Leverages a strong network of customer and industry contacts and familiarity with our customers' major programs and upcoming initiatives. Keeps abreast of the current business climate and overall industry trends. Ability to engage with key decision-makers and industry partners.
Works closely with our Defense & Intelligence (D&I) Account Executive teams to conduct comprehensive market research to identify growth opportunities, emerging trends, and the competitive landscape. Utilize data analytics and performance metrics to make informed decisions and optimize capture strategies
Develop and strengthen strategic partnerships and alliances that enhance Parsons' capture position and offer competitive advantages in key areas.
Lead the adoption of cutting-edge technologies and innovative practices in capture strategies, positioning Parsons as a leader in the industry.
Experience in analyzing and selecting teaming partners and successfully negotiating teaming agreements
Experience in proposal development, pricing strategies, and cost proposals
Internally, his/her ability to:
Establish credibility and serve as a trusted advisor to the SVP BD, D&I, HCM senior leadership team.
Serve as a highly visible leader with a -people-first- approach; in doing this, s/he will: Be a servant leader.
What Required Skills You'll Bring:
15 years of diversified experience, primarily business development and capture management, with ability to understand and support business goals and objectives.
Proven track record in business capture and proposal process for large-scale government programs. Demonstrated ability to identify and capture opportunities >100M.
Superior EQ and interpersonal skills, adept at building relationships and consensus across diverse stakeholder groups.
Strategic vision and innovative thinking, with a hands-on approach to capture advancement.
Extensive knowledge of relevant Joint Cyber Warfighting Architecture (JCWA) components and broadly USCYBERCOM, Service Cyber Components, cyber-relevant service Program Executive Offices, and DARPA markets, customers, and overall business landscape.
Deep understanding of the DoD acquisition lifecycle.
4-year degree in technical or business discipline; Technical/Engineering degree preferred.
US Citizenship is required.
Must have an active Top Secret clearance with SCI eligibility.
Must be willing and able to travel, as required, typically 10-20% with occasional surges >30%
Additional Personal Attributes:
A continuous learner
Self-Awareness
Excellent verbal and written communication skills
Drive and desire for advancement
Executing for Results:
The ability to set clear and challenging goals while committing the organization to improved performance; tenacious and accountable in driving results.
Comfortable with ambiguity and uncertainty; the ability to adapt nimbly and lead others through complex situations.
A risk-taker who seeks data and input from others to foresee possible threats or unintended circumstances from decisions; someone who takes smart risks.
Minimum Clearance Required to Start:
Top Secret
This position is part of our Federal Solutions team.
Our Federal Solutions segment delivers resources to our US government customers that ensure the success of missions around the globe. Our diverse, intelligent employees drive the state of the art as they provide services and solutions in the areas of defense, security, intelligence, infrastructure, and environmental. We promote a culture of excellence and close-knit teams that take pride in delivering, protecting, and sustaining our nation's most critical assets, from Earth to cyberspace. Throughout the company, our people are anticipating what's next to deliver the solutions our customers need now.
Salary Range:
$165,000.00 - $310,000.00
This position is eligible for incentive compensation.
We value our employees and want our employees to take care of their overall wellbeing, which is why we offer best-in-class benefits such as medical, dental, vision, paid time off, Employee Stock Ownership Plan (ESOP), 401(k), life insurance, flexible work schedules, and holidays to fit your busy lifestyle!
This position will be posted for a minimum of 3 days and will continue to be posted for an average of 30 days until a qualified applicant is selected or the position has been cancelled.
Parsons is an equal opportunity employer committed to diversity, equity, inclusion, and accessibility in the workplace. Diversity is ingrained in who we are, how we do business, and is one of our company's core values. Parsons equally employs representation at all job levels for minority, female, disabled, protected veteran and LGBTQ+.
We truly invest and care about our employee's wellbeing and provide endless growth opportunities as the sky is the limit, so aim for the stars! Imagine next and join the Parsons quest-APPLY TODAY!About Us
Parsons is a digitally enabled solutions provider focused on the defense, security, and infrastructure markets. With nearly 75 years of experience, Parsons is uniquely qualified to deliver cyber/converged security, technology-based intellectual property, and other innovative services to federal, regional, and local government agencies, as well as to private industrial customers worldwide.
Parsons is an equal opportunity, drug-free employer committed to diversity in the workplace. Minority/Female/Disabled/Protected Veteran/LGBTQ+.
For more about Parsons, visit parsons.com and follow us on Facebook, Twitter, LinkedIn, and YouTube.
