Highlight Technologies

BD Pursuit Manager

Job Locations US-VA-Fairfax
ID
2020-1439
Type
Full-Time

About Highlight

Know Way. Know How.

For over ten years, Highlight has provided Development and Modernization, Secure IT and Mission Solutions for our federal government customers. We know the technology; we understand the way our customers and their stakeholders work; and we know how to implement industry best practices for development and services, delivering end-to-end solutions that minimize risk and maximize results.

Overview

Highlight is seeking a BD Pursuit Manager to lead the business development and opportunity pursuit activities across our portfolio which includes HHS (NIH, HRSA), DHS (USCIS), SBA, DOS, DoD and others. This position location is in the Fairfax, VA area (currently working remotely with potential for full-time remote) with occasional travel possible up to 10% of the time. The position is focused on identifying, qualifying, and helping win opportunities within the portfolio agencies, continuing to build the Highlight reputation and business pipeline, executing the BD process, maintaining a high win probability, and growing business within the domain.

 

This key team member has the opportunity to make immediate impact in expanding Highlight’s footprint across the Federal IT and Mission Support markets. The candidate will serve as BD and opportunity pursuit leader and will work with program and capture teams to win new work leveraging Highlight’s powerful portfolio of programs and services delivered across the federal market.

Responsibilities

  • Proactively identify new business opportunities. Perform market research to qualify new business opportunities, including analysis of customer budgets, capabilities required, current customer preferences, competitive environment assessments, and incumbent strengths and weaknesses.
  • Coordinate and conduct meetings with customers, competitors, clients, and teammates to develop market insight on requirements, acquisition strategy, acquisition timing, and contract vehicle choices.
  • Work with program and management team in call plan development and execution, and provide detailed reports on follow up activities after plan execution.
  • Serve as Opportunity Pursuit lead for selected opportunities, either all the way to award or in the early capture phase. These responsibilities include:
    • Refine understanding of procurement requirements and customer points
    • Develop solution strategy / win strategy / value propositions
    • Develop and execute on call plans.
    • Identify corporate past performance references based on RFP requirements
    • Help develop pricing strategy and deal Financial model
  • Participate as required in the Highlight business development process, including pipeline reviews, opportunity gate reviews, black hat sessions, and proposal reviews.
  • Collaborate with Highlight Account Managers, IDIQ PMs, other BD personnel, capture, and line management to support cross enterprise objectives and customer engagement.
  • Support overall strategic planning and linking pursuits/capture activities which support the business development metrics for awards, submits, and pipeline.
  • Interact routinely with various levels of management, functional leads, other staff, and customers.
  • Brief business development status to senior management when material changes occur and as required by the Highlight business development process.

Qualifications

  • Must be a U.S. Citizen and be eligible to obtain a security clearance.
  • Bachelor’s degree preferred
  • 5-10 years of prior relevant experience.
  • Proven track record of successful business development at a variety of acquisition sizes.
  • Demonstrated access to and relationships with potential customers and industry partners.
  • Excellent written and verbal communication skills are essential.
  • Leadership skills to develop, organize and execute significant BD activities, including building industry teams, assessing win probability, and executing customer call plans.
  • Prior experience supporting business development and capture efforts.
  • Ability to gain internal support, operate independently with limited supervision and feedback, and establish a solid working relationship with technical staff, division managers, and peers in the Group and across Highlight.
  • Self-starter and ability to manage time independently without direct supervision.
  • Ability to operate at the senior level and influence, negotiate and close.

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