Account Executive

Role Overview

• Join a growing, fast-paced, and high-performance account management team at AMERICAN SYSTEMS.
• Assist with growth for U.S. the Navy account.
• Report directly to the Director of Accounts and serve as a corporate representative to the Navy market specifically in Patuxent River, with a customer focus on NAVAIR.
• Drive strategy and pipeline development to win new business and help ensure AMERICAN SYSTEMS is viewed favorably in the eyes of both the customer and teaming partners.
• Assisting in the development and execution of an account strategy and pipeline in coordination with the delivery leads.
• Shaping acquisition strategies by leveraging client relationships, company capabilities and experience, partners, and contracting vehicles.
• Supporting our operational leadership and internal customer by coordinating relevant communications and meetings, to include strategy development, pipeline discussions, opportunity assessments and reviews.
• Using strong client management skills, including the ability to develop and maintain lasting relationships with government partners to gain valuable intelligence and insights and subsequently position AMERICAN SYSTEMS as a trusted partner to customers.
• Identifying and managing relationships with key partners and teammates that will enhance AMERICAN SYSTEMS’ PWin and growth potential.
• Establishing customer interface and effectively delivering messaging through various means of communications.
• Supporting pipeline development and management, ensuring alignment to AMERICAN SYSTEMS’ Strategic Solutions of Enterprise IT, Test & Evaluation, Acquisition Lifecycle Support, Training, and Engineering & Analysis.
• Identifying, analyzing and qualifying opportunities with a high PWin potential.
• Assisting in responding to government market research inquiries (e.g. RFIs, Sources Sought Notices, etc.), attending industry events, and participating in thought leadership initiatives.
• Overseeing the development of customer stakeholder maps and execution of customer call plans for opportunities, assessing competitive landscape, and applying knowledge of leading competitors to foster the development and implementation of an effective and differentiated win strategy throughout the BD/opportunity lifecycle.
• Understanding acquisition cycles and leveraging long-range forecasts for planning.
• Developing and briefing bid/no bid recommendations for new business opportunities, pursuit and associated business cases for advancing opportunities that will grow the business base.

Requirements

• Bachelor’s degree required with a preference for scientific, engineering or business discipline; advanced degree highly desired.
• Previous operational experience in NAVAIR and understanding of government customers in Patuxent River.
• Specific experience within a NAVAIR/NAWCAD Command preferred.
• Prior experience in one or more key mission areas including systems and lifecycle engineering, cyber, IT, design, test and evaluation, training and modeling and simulation domains.
• 5-10 years of business development and/or capture experience with demonstrated success developing a qualified new business pipeline and winning new business.
• Strong familiarity with federal acquisition regulations, policies and contract vehicles.
• Experience supporting SAP and/or SCI Programs.
• Understanding of Government contracting, federal acquisitions regulations and policies.
• Understanding of current acquisition trends, customer buying behaviors and contract vehicles.
• Knowledge of leading partners and competitors in the market
• Ability to manage customer relationships to maximize business opportunities.
• Demonstrated success in identifying, qualifying and helping organizations win contracts >$50M.
• Ability to identify key growth areas and develop new business aligned with the company's growth strategy and campaigns
• Strong contract management, negotiation & influencing skills.
• Ability to present and communicate effectively at senior levels.
• Ability to manage multiple priorities in a fast-paced environment.
• Ability to leverage technology and tools related to Customer Relationship and Pipeline Management, Market Intelligence, Proposal Management and Business Analytics.
• Working knowledge of how to leverage Artificial Intelligence tools as related to these activities is preferred.
• Experience with NAWC WOLF and customers at Naval Support Facility Dahlgren is a plus.

Benefits

• healthcare benefits
• paid leave
• retirement plans
• insurance programs
• education and training assistance