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BUSINESS DEVELOPMENT DIRECTOR

Job Location: VA - Arlington

Regional Description: Southeast

Job Number: 00479244

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- Job description

Organization: Accenture Federal Services
Location: Washington, DC
 

The Business Development Director (BDD) role is accountable for achieving pipeline, sales, and business development efficiency results that meet or exceed assigned targets.  The BDD is responsible for identifying and engaging on strategic opportunities, developing new clients, and driving new capabilities into their target accounts.  The BDD is expected to continuously learn and demonstrate a comprehensive understanding of Accenture Federal Services offerings and services, financial drivers and constraints, and develop and maintain both industry and customer relationships that benefit Accenture Federal. The role includes an individual sales contributor target comprising pipeline qualification and sales achievement, as well as cross-organizational development contributions.

 

*This position will directly support the efforts to keep US citizens safe on behalf of Accenture Federal Services*

 

Specific duties include:

  • Identify and qualify specific sales opportunities and coordinate with capture management team to execute winning bids.  Focus is on originating and closing profitable deals that can be successfully won and delivered as sold. Leverage extensive customer and industry relationships to identify the “right deals” based on Accenture capabilities and DHS account financial targets.
  • Work with organic sales team and account delivery leadership to cultivate and close “white space” opportunities that have strategic value for the account plan and longer-term growth goals.
  • Personally develop and sustain Accenture and client executive relationships through market-facing activities (e.g., industry associations, boards, conferences), meetings, presentations, business networking and/or other delivery team collaboration and business or social events
  • Develop client communications strategies/messages, define customer contact strategies and establish/manage customer call plans
  • Support client delivery and business development teams in building relationships with client decision makers and key influencers; shape opportunities within client and Accenture procurement policies and guidelines
  • Drive sales campaigns and ensure involvement of senior Accenture executives to develop winning, compelling and compliant win strategies and proposals
  • Develop capture tactics, win strategies, discriminators, competitive analysis, and teaming strategies that balance program risk and reward with minimal supervision
  • Facilitate corporate reviews; create presentations for and lead Stage Reviews and obtain necessary approvals
  • Maintain opportunity data in SalesForce CRM System
  • Understand and stay current with competitors' strengths and weaknesses in the account and growth platform marketplace; effectively articulate Accenture's competitive advantage
  • Coordinate and participate in proactively integrating portfolio sales and business development with Marketing, Media Relations and Government Relations initiatives
  • Help develop and maintain sales collateral specific to customer mission space and specific opportunities

Basic Qualifications:

  • 10+ years successful sales experience as Business Development Manager in the federal marketplace, preferably within DHS or federal law enforcement domain 
  • 5+ years’ experience using formal sales capture processes 
  • 5+ years’ experience working with or selling to Department of Homeland Security preferable
  • 5+ years’ experience in one or more of the following: Consulting Services, Business Process Outsourcing, or Information Technology solutions, services, and markets including knowledge of competitive offerings 
  • 5+ years’ experience with relevant (i.e., Federal, State/Local Government) acquisition processes, procedures, and laws 
  • 3+ years project management experience
Professional Skill Requirements:
  • High energy level, sense of urgency, decisiveness and ability to work well under pressure
  • Experience managing sales pipeline, forecasting, and closing deals 
  • Strong facilitation and communication skills – both written and verbal 
  • Proven record as a team player 
  • Unquestionable integrity, credibility and character 
  • Previous experience in conceptualizing, planning, and implementing new products or services for a large business entity 
  • Strong leadership, problem solving, and decision making abilities 
  • Ability to interface and negotiate with senior executives 
  • Minimum education – Bachelor’s degree

 

An active security clearance or the ability to obtain one may be required for this role.


Candidates who are currently employed by a client of Accenture or an affiliated Accenture business may not be eligible for consideration. 

 

Applicants for employment in the U.S. must possess work authorization which does not require now or in the future sponsorship by the employer for a visa.


Accenture is a federal contractor, an EEO and Affirmative Action Employer of Females/Minorities/Veterans/Individuals with Disabilities.

 

Equal Employment Opportunity 

All employment decisions shall be made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected by federal, state, or local law.

 

Job candidates will not be obligated to disclose sealed or expunged records of conviction or arrest as part of the hiring process.

 

Accenture is committed to providing veteran employment opportunities to our service men and women.


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