Senior Manager, Business Development (Cybersecurity)

Title:
Senior Manager, Business Development (Cybersecurity)
KBR is seeking a Senior Manager of Business Development - Cybersecurity to join the Government Solutions US - Defense Systems Engineering, Cyber Security Solutions Division in Columbia, MD. This position is responsible for creating a cybersecurity focused Business Development pipeline strategy that identifies, qualifies, and develops win themes, strategies and value propositions for pursuit of new opportunities. This process consists of identifying the need and benefits of teaming partners including shaping of the RFP with the customer, creating customer intimacy and identifying strengths and weaknesses of the organization. This individual is also responsible for developing competitive intelligence, gap analysis and bid team structuring; development of the value proposition, win strategy; business case presentation; contributions to proposal product development, color reviews, submission, final proposal revisions, hand-off for implementation, lessons learned continuous improvement, new business budgeting and pipeline reviews in pursuit of cyber opportunities. An ability to provide clear and compelling writing, strategic thinking and project management skills is also desired.
The successful candidate will need to bring existing cybersecurity customer and partner relationships while developing and maintaining strong business relationships with key decision makers in the cybersecurity business and industry. The capability areas include: Operational cyber support, defensive cyber services and solutions, cyber test and evaluation services and solutions, Cyber Range technologies and solutions, cyber security support and services for Operational Technologies, Zero Trust and other emerging cyber market trends.
This position requires the ability to work closely with other Business Development Managers, Operations Directors, and the proposal center to understand customer requirements, lead development of preliminary solutions, and for positioning solutions with the customer. Candidates must demonstrate the capability to manage multiple capture efforts in varying stages of development/execution and possess an in-depth understanding of the capture and proposal processes. The candidate must have at least four years of demonstrated success as a Capture Manager with responsibility for winning DoD single awards, with a minimum value of $30M, and Multiple Award Contracts Indefinite Delivery/Indefinite Quantity task orders with a minimum value of $100M.
This position reports to the Director of Business Development for the Defense Systems Engineering Business Unit KBR. Travel anticipated to be 25% of the successful candidate's schedule.
Specific tasks may include but are not limited to the following:
Develops, coordinates and implements plans and strategies designed to identify and capture new customers and opportunities.
KBR facing (internal) responsibilities include:

• Devise thoughtful targeting by customer type, scope of work and customer requirements
• Develop messaging, positioning, and value propositions specific to customer and proposal efforts
• Champions, coaches and motivates teams and/or team members;
• Manages the group's policies and procedures and continuously identifies opportunities for improvement;
• Serves as an advisor on projects/tasks assigned to the group;
• Oversees staff of professionals engaged in Business Development activities to include proposal development;
• Provides guidance and direction on technical/operation issues;
• Develops and trains subordinates.

Principal customer-facing (external) responsibilities includes:

• Collaborating with Business Development counterparts and Operations team members in engaging customers relating to key opportunities;
• Presenting at and/or participating in trade conferences to increase awareness of KBR and keep informed on business opportunities and trends;
• Cultivating strategic partnerships to strengthen KBR's win probability;
• Collaborating with customers and partners to win new business;
• Working across KBR business units to develop cross-organizational opportunities.
• Meeting and exceeding revenue targets and other key objectives, developing account strategies, pipeline, negotiating pricing, discussing sales planning, managing processes, maintaining sales reports, developing market and competitor knowledge, delivering presentations to customers, and creating sales proposals.
• Work with the BD team to define long-term organizational strategic goals, builds key customer relationships, identifies business opportunities, negotiate and closes value exchange based deals.

POTENTIAL FOR REMOTE WORK EXISTS
MINIMUM QUALIFICATIONS/EXPERIENCE:

• Bachelor's degree in relevant technical field and 18 years experience that include 12 years of industry experience and 6 years of experience in Business Development.
• Master's degree in relevant technical field desired.
• In lieu of a degree, 4-6 years additional work experience required.

SKILL/ABILITIES QUALIFICATIONS:

• Extensive government sales/marketing experience.
• Existing network of contacts in cybersecurity with government and industry.
• Demonstrated managerial competence.
• Strong interpersonal skills.
• Excellent communication & presentation skills.
• Strong analytical ability.
• Ability to counsel, coach, develop and motivate staff of professionals.
• Strong team building and facilitation skills.

SECURITY CLEARANCE:

• Ability to obtain and maintain a security clearance is required.

KBR offers a selection of competitive lifestyle benefits, which could include a 401K plan with company match, medical, dental, vision, life insurance, AD&D, flexible spending account, disability, paid time off, or flexible work schedule. We support career advancement through professional training and development.
#LI-ML2
KBR is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, disability, sex, sexual orientation, gender identity or expression, age, national origin, veteran status, genetic information, union status and/or beliefs, or any other characteristic protected by federal, state, or local law.