• Strategic Growth Director

    Location
    US-DC Metro Area
  • About Excella

     

    Excella is a technology consulting firm serving commercial, non-profit, and federal clients in the Washington, DC area. Excella builds innovative custom software solutions with a strong focus on Agile engineering practices. We believe that great work leads to great things - for our clients and our employees. We are growing fast and need passionate, innovative people who love working with technology and are ready to make an impact.

     

    Here's what you can expect from us:

    • We care about our employees. In fact, The Washington Post and The Washington Business Journal consistently rank us as a "Best Place to Work."
    • You'll work with great people who love what they do: our team includes published authors, certified trainers, and internationally renowned speakers.
    • We have a "bring your own device" workplace and will share the cost of a new computer of your choice -- Mac or PC. It's up to you.
    • We'll invest in your career by providing 3 days of paid professional development every year, including travel and registration fees to attend classes and conferences, in addition to tuition assistance for degrees and certifications.
    • Starting day one, every employee is bonus eligible and receives 17 days of paid vacation.
    • You can bike, drive, or metro to work -- our commute reimbursement plan has you covered.
    • We cater dinner once a month, and always have healthy snacks available!
    • You'll have fun! We hold monthly happy hours and events all year long, including a summer weekend getaway for you and your family.

    Overview

    Excella Consulting is pursuing a Director of Strategic Growth to lead large, complex business development pursuits and other growth strategies.  We are seeking a highly motivated leader with a track record of driving significant and consistent revenue growth. 

     

    The most critical skills for your success include:

    • Strategic thinking and drive to deliver results in a complex, fast-paced environment
    • Excellent communication skills to enable deep engagement with clients, partner organizations, and internal organizations supporting growth strategies
    • Exceptional planning and organizing skills to drive multiple complex business development and other growth strategies concurrently
    • Experience selling higher-end, higher rate IT services, especially Excella's solutions
    • Exceptional leadership skills that will lift the performance of the organization

    Responsibilities

    • Deliver strong financial results by driving successful capture efforts
    • Shape business development opportunities and other growth strategies
    • Conduct competitive analysis and propose competitive rates for new and significant work
    • Build accurate revenue and sales forecasts based on detailed knowledge of procurement strategies and the competitive landscape
    • Coordinate business development, capture management, and proposal management efforts

    Increase demand for Excella's services by:

    • Building a healthy, diverse, and sustainable business development pipeline of opportunities, each greater than $5M.
    • Establishing capture strategies, partnerships and shaping new business opportunities to match Excella's capabilities and experience
    • Leading efforts to target, pursue, and win new work outside of current client accounts
    • Supporting existing account leadership in the development and execution of account growth plans
    • Leading major capture efforts (especially those greater than $5M) to successful completion
    • Developing capture and win strategies including technical solutions
    • Performing market and economic analyses
    • Designing and executing formal capture plans and gate reviews
    • Developing competitor analysis and determining strengths and weaknesses of Excella and competitors
    • Evaluating potential teammates to ensure complete coverage of all opportunity requirements, and coordinating teaming activities and decisions
    • Identifing resources required to pursue a bid, and guiding bid and proposal activities
    • Developing client network to gain information on needs, initiatives and preferences.
    • Updating BD pipeline and participating in all pipeline reviews
    • Reviewing and evaluating RFP requirements to support Bid/No Bid decisions
    • Updating strategic growth team on capture plan and preparing for customer meetings
    • Ensuring development of solutions that offer competitive distinction and readily executable approaches

    Additional responsibilities include:

    • Collaborating with members of Excella's Leadership Team, functional/technical leads, and Excella Partners to define and execute strategies to achieve growth objectives
    • Supporting the staffing process for new opportunities by working closely with functional/technical leads to create and execute staffing plans
    • Meeting overall gross margin expectations to match Excella's financial goals 
    • Work with other organizations at various levels to identify general capture support needs and establish resources pools for capture efforts
    • Develop pricing and proposal content/ solutions and staffing mixes that lead to a winning Proposal.

    Qualifications

    • 7 + years of extensive experience in business development, capture management and proposal development.
    • A track record of consistently winning competitive IT services procurements with a value above $5M
    • Demonstrated skills in all areas of business development including: targeting, opportunity qualification, capture strategy, customer visits, customer relationship development, and relationship development with partner organizations.
    • Deep familiarity with Federal Acquisition Regulation (FAR)
    • Deep familiarity with federal contracting vehicles including GWACs and agency specific vehicles.
    • Demonstrated performance conducting gate reviews and proposal color reviews successfully.
    • Excellent written and verbal communication skills with outstanding interpersonal and negotiation skills

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