Client Executive

Client Executive

Requirements

• Experience leading subject matter experts through end-to-end government contracting, from developing client insight to long lead preparation to supporting strategic opportunities, to galvanizing a bid team, to proposal writing and management, to pricing strategy to post-award protest and analysis
• 10+ years developing solutions for the State of New Jersey, including organizing and developing proposal responses and pricing strategy
• A deep understanding of New Jersey government and how they buy services and technology, including state budgets / funding and upcoming new or re-competed work
• Proven ability to reach and influence decision makers in the state government, including external consultants
• Experience with agile software development on large government programs and complex transformation/modernization efforts
• Experience helping shape proposal solutions
• Proven track record of winning contract bids
• Ability to guide a multi-vendor team to a winning bid by providing structure while being flexible to new information and gathering input and feedback from across the team
• Ability to build and form strong personal relationships internally and externally; Able to bring others into the business development phase, build consensus and build understanding around needs and practices
• A proven ability to establish order, calm, and accountability in the business development practice while managing multiple threads in rapidly-evolving environments
• An adaptive, empathetic, collaborative, and positive mindset
• Highly resourceful, reliable, and detail-oriented

Responsibilities

• Building strategic pipelines and capture plans for targeted opportunities in the State of New Jersey
• Gather preliminary non-public client/program intelligence
• Develop overall capture strategy (solution, past performance, pricing, client insight, teaming strategy)
• Identify competitive pricing range, and drive pricing approach until competitive
• Finalize teaming and prime/sub business deal terms including who the team is, what role they play, acceptable rates, and workshare
• Working closely with the Proposal Manager and cross-functional teams to develop compliant, compelling, and competitive proposals
• Conducting competitive assessments of competitor’s bids and pricing
• Reviewing and analyzing proposal sections to ensure win themes, discriminators, and customer requirements are effectively addressed
• Identifying teaming partners and developing a pricing framework for the bid that align with technical approaches and customer expectations
• Attending one on one meetings with the contracts department to ensure language and contractual documents are correct
• Collaborating with internal teams and leadership to identify SME participants for bid activities
• Managing internal activities around bids, being flexible in consideration of various time zones of others contributing to the work
• Participating in demonstrations and sourcing valuable tools to streamline business development operations
• Identifying through government forecasts, websites, and databases upcoming opportunities that fit Nava’s mission and goals
• Developing call plans and landing meetings with stakeholders
• Gathering pricing information on existing contracts to use for current proposals
• Contributing to pre solutioning to gain full understanding of the client, creating daily, weekly and monthly schedules to track action items and achieve critical milestones in the overall capture plan
• Building strategic pipelines and capture plans for targeted agencies and departments
• Identifying and researching forecasted, expiring, and re-competed opportunities that fit Nava’s mission, developing strategic research and intel packages for specific agencies and opportunities that help shape Nava’s solution
• Aligning past performance and qualifications toward technical solutions that advocate what the government is looking for and implementing government mandates or requirements to ensure compliance with proposals
• Building and maintaining positive, long-term relationships with clients and stakeholders to drive business growth and success
• Being proactive in identifying opportunities for growth and expansion with existing and potential clients
• Confirming partnerships to fill capability gaps in potential opportunities
• Establishing trust with clients by being reliable, transparent, and responsive
• Maintaining regular contact with clients, understanding their needs and providing solutions that meet their requirements
• Being available for ad hoc requests and client meetings with various departments to address client needs
• Attending industry marketing events virtually and in person with the objective of meeting government stakeholders and new potential partners
• Providing timely and accurate information to stakeholders, and working to resolve any concerns or issues that may arise
• Following Nava’s capture and proposal processes
• Bid operations: coordination with BD team members to set up internal organization tools for setting up internal organizational tools for bids like a bid calendar, a Slack channel, time code, and Google Drive
• Developing and facilitating training for client solutions managers to develop their skills and knowledge base
• Developing and facilitating business development training for all Nava departments
• Assisting with onboarding and being accessible as a learning resource for teammates

Preferred Qualifications

No preferred qualifications provided.