VP National Security Market



The VP Market Owner’s primary role is to maintain, grow, and evolve engagements or portfolios of engagements through high quality services and solutions, and high performing delivery teams. Excella’s clients expect the highest standards of technical talent, capabilities, and service offerings.

Excella’s growth and success requires a leader with the following capabilities:

  • Demonstrate senior-level oversight and management of all aspects of account management within the National Security market.
  • Identify and capture strategic wins and expansion of Excella’s existing footprint, leveraging keen understanding of Excella’s capabilities, technical talent, and service offerings.
  • Engage in, and contribute to, senior level Excella-wide strategic planning, goal setting, and strategic initiative rollouts.
  • Lead and develop senior delivery leaders to engage in highest quality delivery, client service, and employee engagement.
  • Establish and maintain strategic relationships with integrity and trust with our clients and partners.


The VP Market Owner, National Security directly reports to the Chief Operating Officer and works closely with the VP, Strategic Growth for business development tasks. As a senior organizational leader, they will support and embody Excella’s values (i.e., Results, Flexibility, Initiative) and culture (i.e., exceptional careers, collaborative engagement, identification of improvement areas, constructive conflict resolution).



All leaders are expected to demonstrate proficiency in Excella’s Leadership Competencies.


Business Development:

  • Identifies, pursues, and wins new business for Excella including leading development of green field markets as well as optimizing expansion of existing client engagements.
  • Develops a pipeline of 5-7x annual revenue that allows them to vet opportunities within target accounts to produce double-digit growth.
  • Coordinate marketing and business development efforts to win business with target accounts.
  • Establishes and maintains strategic relationships with clients, contracting officers, and partners (existing and prospective)

 Senior Delivery Leadership and Portfolio Management:

  • Coordinates their leaders and teams to ensure high quality profitable delivery. Delegates key quality control decisions and responsibilities to the most able members of their teams.
  • Manage multiple, complex accounts that may have different mission priorities.
  • Leverage and develop Senior Engagement Managers to build strong relationships and ensure delivery excellence for each engagement within their portfolio.
  • Establish and maintain a common purpose across the National Security market engagements cross-team integration for learning and improved performance.
  • Maintain successful performance of all National Security engagements measured by client retention, revenue retention, revenue growth, and gross margins.
  • Ensure client satisfaction and delivery excellence as measured by client GPA, CPAR ratings, retention, and growth.

Strategic Planning and Goal Setting:

  • Create, implement, and adjust an annual strategic plan for the National Security Market.
  • Develop, implement, and continuously adjust strategic plans, forecasts, and workforce plans for engagements.
  • Identify opportunities where others (i.e., Marketing or Innovation) can support engagements and leverage their services to strengthen engagements.
  • Collaborate with CTIO by identifying innovative practices and solutions within the market and pull CTIO into client engagements to generate demand for new and innovative solutions.
  • Continuously monitor Excellian engagement, plans for succession, and rotations in coordination with People Services.
  • Support the COO and VP, Strategic Growth in strategic planning and forecasting efforts. Report progress on the strategic plan, Market & Account Plans regularly.

 People Leader:

  • Drive Excellian engagement and support the Exceptional Career through people leadership, performance management, and career development.
  • Maintain a workforce plan for their market that includes recruitment, talent, and succession plans for National Security engagements.
  • Identify and staff vacancies on National Security engagements through coordination with CTIO and People Services.
  • Evaluate direct reports and develop leaders to support the engagement and development of their teams. Develop existing talent within the team to create future succession opportunities.
  • Assess talent and provide coaching and guidance to support the growth and development of future leaders.
  • Provide development opportunities and regular feedback. Hold next-level leaders accountable for their development plans.
  • Work with People Services, quickly address non- or under-achievement among personnel. 

Business Management:

  • Based on Excella’s overall strategy and firmwide OKRs, establish functional objectives and key results (OKRs) and key performance indicators to drive accountability at all levels within the COO function.
  • Coach direct reports to align National Security teams to firmwide OKRs.


  • Large Market/Sector-level strategic visioning, planning and leadership within the National Security Market for Federal Technology Programs
  • Demonstrated ability to successfully manage multiple projects and programs and meet scope, schedule, and budget requirements.
  • Experience leading business development efforts in client facing meetings, presentations, and written responses for government procurements
  • Record of engagement leadership with high customer satisfaction and delivery excellence.
  • Experience selecting, developing, retaining top talent that can be successful in the National Security market
  • Experience with one or more IT project management methodologies (e.g. waterfall or Agile methodologies)
  • Exceptional interpersonal and communication skills (verbal, written, and presentation)
  • Excellent organizational skills and detail orientation
  • Strong analytical aptitude, and ability to structure and quantify complex or undefined business problems
  • Ability to interact with senior level clients
  • Financial management experience
  • Federal contract management experience
  • Customer satisfaction and delivery excellence 
  • Experience with people leadership and development 
  • Experience demonstrating business acumen 
  • Strong business development experience

About Excella

Excella is a leading provider of Agile software development and data and analytics solutions to clients in the federal, commercial and non-profit sectors. We believe that great work leads to great things –- our experts measure success by the positive impact we make on our clients, community, and colleagues. 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:

  • Workplace sites look different for everyone – whether it’s your home or the office, we believe in a flexible work/life balance that supports you regardless of your location. We offer a home office allowance that can be used for home office furniture/equipment, a daily pass for a coworking space, etc. Our commute reimbursement plan has you covered for whether you bike, Metro, or drive to work.
  • We offer top of industry medical, dental, and vision benefits with multiple options to choose from such as an employer-contributed health savings account, infertility coverage, and orthodontia so you can select the plan that works best for you.
  • Regardless of what stage of life you’re in, Excella wants to support you. We provide 8 weeks of Parental Leave, discounted pet insurance, and a Care.com membership with 3 back-up emergency child or elder care days annually – all available to you on your first day.
  • Starting day one, every employee is bonus eligible and receives 15 days of paid vacation, 6 federal holidays, and 4 floating holidays.
  • Diversity and inclusion matter. Excella created and continues to support employee led-affinity groups and the Inclusion Diversity Equity Ambassador (IDEA) team, a cross-functional employee-led initiative to continually foster innovation and increase inclusion within Excella.
  • 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.
  • We encourage mindfulness and overall well-being through employee wellness events, a HeadSpace membership, as well as access to TalkSpace and mental health coverage through our medical plans.


Excella is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law.


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