• Business Development Manager Prime

    Job Locations US-VA-Herndon
    Posted Date 9 months ago(3/4/2018 6:51 PM)
    Requisition ID
  • Overview

    Tyto Athene (formerly Black Box Government Solutions) is a full service integrator focused on helping clients accelerate their ability to make decisions by providing ubiquitous and secure access to enterprise information throughout their operating environment.  Tyto Athene uses a myriad of technologies, innovative thinking, and proven processes to deliver successful outcomes for its clients worldwide. 

    Purpose: The Business Development Manager Prime responsibility will be focused on expanding and securing new Professional and Managed Services business to new Federal and DOD customers.




    • Ability to Identify Qualified Opportunities in the Managed and Professional Services space
    • Successful candidate will be the Subject Matter Expert in assisting the development of Proposal and Quote response
    • Knowledge and use of successful contract vehicles in this space is required
    • Commitment to continuous sales process improvement (spends significant amount of time with customers; travels to see customers; and participates in events involving customers). Develop short and long-term strategies to grow Black Box brand equity.
    • Build and foster partnerships with manufacturer and integrator team partners;
    • Develop and cultivate strategic relationships with key stakeholders acting as Black Box’s primary contact. Identify major influencers and decision makers to help drive sustainable long-term partnerships
    • Provide Customer inputs regarding market conditions, competitor strategies and industry trends that drive real-time feedback and contributes to the solution by articulating Voice of Customer and User.
    • Fully participate in capture and  proposal management process
    • Utilizes Salesforce.com (CRM) to effectively self-manage activities to insure success with respect to revenue and growth. Responsible for building and managing an active pipeline of new
    • Professionally represent Black Box at all applicable tradeshows, meetings, trainings, industry associations, public events, etc.




    • 8 years recent and relevant work experience in selling professional and managed services with specific concentration on voice and data network solutions with a record of sales success within Federal Government;
    • Knowledge of voice, data, and/or networking solutions/services/ is required
    • In addition, knowledge of Services in the Security Management, Critical Information Protection, Networks and Cyber Mission IT solutions for select Federal/Civil customers is a plus
    • Understanding of industry leading partner offerings from demonstrated experience
    • Proven aptitude for aggressively calling on new customer prospects and building relationships based on trust and integrity;
    • Knowledge of capture management processes and practices within the Federal space
    • Understanding of the methods behind Consultative solutions selling in the Federal Market place and focus on Key Decision Makers


    Special Technical Skills/Knowledge Required:  

    • Knowledge of Government contracting requirements as it relates to selling professional and managed services
    • Ability to develop cost baseline in a competitive environment for customer requests
    • Proficient with written and verbal communication with, and to, internal and external stakeholders;
    • Experience leading capture efforts, developing win themes, evaluating win probability, coordinating internal resources, and writing executive summaries;
    • Excellent interpersonal skills, and the ability to work well within all levels of an organization;
    • Oral Presentation skills; including development using Microsoft related products
    • Ability to effectively interface with senior command and executive civilian personnel;
    • Competitive mindset;
    • Knowledge of Shipley Proposal methods;
    • Excellent written and verbal communications skills;
    • Travel as required – the successful candidate will be in Sales with a broad territory mostly Northern VA/DC based but additional travel will be necessary   
    • Education: BS College or Technical Equivalent/ Years of Service
    • The successful candidate will be required to submit to a background investigation, and may be required to apply and pass a government security clearance investigation.


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