Senior Manager, Business Development (State and Local)

Peraton is seeking a proven Business Development Senior Manager to lead the growth with the State of Florida as part of our State & Local BD Team. Peraton is a rapidly growing IT services provider focused on the Public Sector.  Our company works closely with our customers to solve their most daunting challenges and create novel solutions to support their most vital missions. 

This role will report to the Director of Business Development for the State & Local Team.  A successful candidate will operate as an integral member of the State & Local growth team, partnering with operational and functional leaders across the company.  The selected candidate is responsible for developing broad knowledge of customers and competitors while maintaining awareness of market dynamics. He/she will evaluate market trends and develop business cases that align customer’s requirements with Peraton’s capabilities and discriminators.

*The position is based in the Tallahassee, FL area. The individual will spend a majority of their time meeting with customers local to the Tallahassee area. In addition, there will be some travel to meet with clients outside the Tallahassee area, meet with teaming partners and attend conferences.

A qualified candidate will have:

• Demonstrated a successful track record of identifying, shaping and closing contracts within the State of Florida or other Public Sector customers on a regular basis.
• Demonstrated a successful track record of identifying new opportunities and building pipeline.
• Demonstrated track record of developing and growing new relationships with potential customers (via conferences, LinkedIn, cold calling/emailing); building out and executing a monthly call plan, tracking next steps / opportunities / progress/results; prepare for and execute customer meetings that include technical resources and Peraton executives.
• The ability to engaged in initial technical conversations with customers, understand their needs, and position to bring in Technical SMEs to expand into deeper technical discussions.
• The ability to think strategically and operate independently.

Responsibilities

• Manages resources to create, identify, develop, and qualify opportunities that align to the company’s strategic campaigns that result in meaningful and measurable revenue growth.
• Achieve acquisition and sales goals through winning new business, contract recompetes, teaming, and organic program growth.
• Develop and maintain an active strategic growth plan, and the associated pipeline, in alignment and consistent with corporate campaign strategy and goals.
• Primary interface with customer community for assigned opportunities.
• Builds customer relationships through effective communications.
• Develop strategies to "shape" requirements and acquisition strategy.
• Identify and target new business markets, adjacencies, and partnerships.
• Embrace the Peraton Business Acquisition Process in daily activities, and effectively manage and communicate all the opportunities and plans for management and technical teams.
• Assist in guiding potential customers by demonstrating technology solutions, architectures, capabilities, and potential acquisition paths for early stage opportunities, working with internal technical and program management teams to develop responses for requests for information (RFI), market survey’s, white papers, presentations, briefings, and major event demonstrations.

Required

• Bachelor’s degree or additional equivalent military or work experience.
• 12+ years related work experience with a minimum of 3+ yrs related to business development, capture, or IT services solutions with Public Sector customers.
• Must have a demonstrated track record of successful pursuits in excess of $10M.
• Must be able to travel up to 25% for non-local customer/partner meetings and conferences.

Desired

• Highly effective communicator to all levels within the company and with clients.
• Knowledgeable in technical areas such as Infrastructure, Cloud, Application Support, Application Modernization, Data & Analytics, Service Desk, AI and Cybersecurity.
• Experience delivering/executing projects is a plus.
• Existing customer relationships with State of Florida or other Public Sector customers and proven experience building relationships with strategic teaming partners (prime and sub).
• Deep and current understanding of customer’s activities and needs to leverage Peraton strengths and core values.
• High energy, integrity, strong business acumen, professionalism, and commitment.