Are you looking for a company where you can work with talented colleagues to contribute to our core purpose - to help government do amazing things? If you like solving challenges and want to work on mission-oriented government programs, you will thrive in our collaborative environment that fosters inclusivity, encourages innovation, and appreciates you and your contributions when you deliver and grow the company.
Corner Alliance is a dynamic, growing consulting firm that devotes itself to providing an enriching employee experience while meeting project deliverables. We are looking to add an energetic, experienced Senior Sales Manager to our Washington DC team that will add to our culture and fully embrace our commitments to deliver, grow, and thrive.
About the Role:
The Director of Sales is responsible for growing the business through business development strategy, sales, capture, proposal management, and coordination with marketing. This includes responsibility for Corner Alliance's relationships with potential clients and existing and potential partners. The Director of Sales reports directly to the Chief Operating Officer (COO). The Director of Sales works in collaboration with the Leadership Team, directs organic growth efforts with the Director of Consulting and Project Managers, builds new business using capture managers, and manages proposal resources.
Functional Responsibilities include:
Management
- Lead a team of four full-time employees focused on capture and proposals including employee performance management
- Direct resources effectively within the Sales team and throughout the company to effectively identify, pursue and obtain business and partnership opportunities
- Manage BD consultants effectively to maximize what is being provided by outside resources
Opportunity Capture
- Manage the company's vehicle strategy coordinating with company executives to plan for the future of the organization and deploying resources effectively
- Lead Q4 research and data analysis including legislation, GAO/OIG reports, FPDS, win/loss information and debriefs, competitor analysis, awards information across major vehicles, and all other available information to help determine the annual strategy
- Assist in the development of annual strategy including target agencies or offices, target subject matter, and tactical growth planning
- Develop organic growth plans with existing contacts and agencies and mentor opportunity owners
- Develop new growth plans including possible entry strategies, call plans, and partnerships and identify capture managers
- Develop and actively manage the opportunity pipeline in our Technomile system as the capture is conducted
- Conduct weekly pipeline meetings and monthly pipeline audits
- Actively improve PWINs over time through monitoring the completion of capture activities including white papers, client meetings, and strategic partnerships
- Coordinate with Marketing to create and manage our sales collateral
- Coordinate attendance by and preparation of the team at key industry events, industry days, and key networking events
- Document and manage the Corner Alliance capture process
- Assist in training company resources on our capture process
Proposal Development and Pricing
- Develop and maintain processes for the effective development of white papers, proposals, Task Order submissions, and RFI responses
- Provide oversight for proposal/Task Order development, strategic pricing, staffing, partnering, and win strategies
- Ensure capture of employee (non-Sales) performance information on BD activities
- Oversee submittal of proposals and other responses to the Government
- Assist in training company resources on our proposal development process
Partner Identification
- Develop and execute a strategic partnering strategy based on the pipeline and including 'partner with us' rules of the road
- Oversee partner introduction to the company
- Manage partner contacts and contract history in Technomile
- Manage partner negotiations in coordination with the Contracts Specialist
- Develop and maintain partner identification and interaction processes
Market and Marketing
- Leverage Marketing to assist in capture effortsProvide ongoing analysis of the market for target customers and company sales performance in those markets
Required Experience:
- Requires a bachelor's degree with at least 10 years of consulting and/or sales experience.
- Trained in advanced Sales/Business Development in the Federal Government
- Demonstrated understanding of key business development terms and Federal contract vehicle
Transferable Skills and Traits:
- Coachable - receptive to feedback and swift on implementing suggestions
- Unflappable - capability to navigate unexpected challenges with grace and come up with thoughtful solutions; you fully embrace a 'we-will-figure-it-out' mindset in chaos
- Resourceful - eager to learn more and develop skills you may not have; and ability to learn new systems quickly and a thirst to learn independently
- Innovative - willing to challenge the status quo, push boundaries, and suggest improvements to existing processes
- Excellent Writing Skills - ability to synthesize, be concise, use the active voice, proofread and edit
- Analytical and Critical Thinking Skills - ability to collect and analyze relevant information, problem-solve, and make rational decisions
- Prioritization Skills - ability to sequence tasks in order of terms of importance; and willingness to pivot if more important tasks arise
- Rapport Builder - having a natural ability to build candid, honest relationships with our clients and colleagues
About Us:
We are a dynamic and growing management consulting firm headquartered in downtown DC focused on creating an experience that feels a bit different for our clients. We have their backs, push them with new ideas, and start every solution with their stakeholders to create high-performing, high-results Federal Government programs. Corner Alliance is serious about our Commitments: to Deliver excellence, Grow the business and Thrive in a vibrant environment.
Our Core Purpose is simple and meaningful: Help government do amazing things.
Corner Alliance offers a comprehensive and competitive benefits package for full time employees including 401k matching (4%), PTO (3 weeks to start, 4 weeks (2-5 years) and 5 weeks (5 years+), health, dental, vision, short- and long-term disability, FSA accounts, 4 weeks of paid parental leave, 10 paid holidays (including your birthday off), fitness & cell phone reimbursements, monthly all hands update meetings, annual in-person all hands team building day and evening out, a semi-annual bonus program with check-ins for professional growth goals, a social team that coordinates monthly events, use of technology like Slack to keep us connected and collaborative, and overall, a company culture dedicated to highly engaged people.
Be a part of our award-winning firm and the great things we are doing - we are a seven time Inc. 5000 Fastest Growing Company and Fastest Growing Company and a past Winner of the Society of Human Resource Management When Work Works award for our amazing workplace culture.
Corner Alliance is an equal opportunity employer and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex (including pregnancy, gender identity and sexual orientation), national origin, disability status, genetics, protected veteran status, or any other basis covered by applicable law.
- Apply today: https://corneralliance.applytojob.com/apply/eajrFtJYDJ/Senior-Sales-Manager-Federal-Government-Sales
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