Wednesday, September 25, 2013

Principal: Business Developer


CSC is currently seeking an addition to our active and growing North America Public Sector - Defense Navy and Marine Corps Division Business Development team. We are searching for a Business Development professional who will work within the Navy Marine Corps Division's SPAWAR HQ and Pacific Region Account in San Diego, California, by identifying new business prospects and initiating opportunity engagement with both customers and DOD Industry peers. Candidate must be thoroughly knowledgeable of SPAWAR, with specific emphasis on the SPAWAR Headquarters, PEO C4I, PEO EIS and SSC Pacific Competency Based Alignment organizational model. Broad experience with U.S. Navy C4ISR, Cyber, IT, Information Operations, Information Assurance, Business IT, Enterprise Information Services experience Specific technical expertise in one or more of the following portfolios, Battle Space Awareness, Integrated Cyber Ops, Business and Force Support, Transport and Computing and Expeditionary.

The successful candidate for this position will have 10 plus years of Business Development experience. Experience pursuing and executing multiple Task Orders simultaneously in an active IDIQ market space.

Working with other members of the Navy Marine Corps Business Development, Account General Manager and Division Support teams, the successful candidate will draw upon their comprehensive understanding of US Navy SPAWAR; their mission, leadership, priorities, initiatives and programs in order to maximize results. The Business Developer we are seeking will possess the knowledge and experience to identify and qualify new business opportunities that align with the objectives of the Navy Marine Corps' SPAWAR HQ and Pacific Account Plan and prepare, present and defend a business case for pursuing recommended opportunities.

They will support the capture and proposal process by informing the development of win strategies with customer insights and competitive analysis; price to win target and teaming recommendations; develop, mature and maintain a familiarity with the client's business needs; and orchestrate CSC's development of innovative, compelling best-value solutions.

Demonstrated ability to work collaboratively in a team environment. Strong analytical and problem solving skills. Strong organization skills to balance and prioritize work. Communicates with all relevant parties to establish new business relationships and maintain existing relationships during the entire sales cycle.

Researches market and leads the process of generating new business opportunities with existing and new Federal Agency clients for all product families to enhance company revenues and profits.

Participates with upper management in all negotiations, contract developments, due diligence, and other business or alliance development activities. In coordination with representatives of the Navy Marine Corps Division, contracts, finance and administration, represents CSC's position to the customer in larger negotiations and contracts to assist company business development activities.

Develops strategic business relationships with key decision makers within SPAWAR and the Navy throughout the Pacific Region. Essential Job Functions

  • Researches market, generates new business and qualifies relationships for highly complex products or product families to enhance company revenues and profits.

  • Coordinates in conjuction with other members of the pursuit team including the capture and proposal staff, the entire sales cycle from initiation to completion for delivery of customized business solutions to clients on highly complex projects. Crafts approach that meet customer needs and supports company direction.

  • Identifies and oversees the implementation of innovative business development and sales strategies by leveraging product and service offerings in company's horizontal and vertical markets. Crafts solutions to meet customer needs while positioning company for future prospects.

  • PProvides support to senior management in negotiations, contract development, due diligence and other business or alliance development needs. May conduct smaller scale negotiations and negotiation of contracts to assist company business development activities.

  • Develops and validates viable business models for business partnerships and acquisitions. Implements appropriate model for opportunities.

  • Develops strategic business relationships with key decision makers including customer senior management.

  • Interfaces with internal department senior management and external partners to develop and implement strategies, plans and business models.

  • Determines new business courses of action; creates programs to support actions.

  • Provides leadership and work guidance to less experienced personnel.


Basic Qualifications

  • Bachelor's degree or equivalent combination of education and experience

  • Bachelor's degree in business administration or related field preferred

  • Ten or more years of business development or sales experience

  • Experience working with the technology industry

  • Experience working with company products, services, competencies, solutions, and offerings

  • Experience working with standard company sales methodologies and supporting tools and applications

  • Experience working with finance and accounting

Other Qualifications

  • Strong interpersonal and presentation skills for interacting with team members and prospective clients up to the Board level

  • Strong sales skills

  • Strong communication skills to listen to the client and articulate back for solutioning

  • Leadership skills to guide and mentor the work of less experienced personnel

  • Ability to lead and work in a team environment

  • Ability to create and maintain formal and informal networks

  • Ability to work in a team environment

  • Willingness to travel

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