Must possess a deep institutional understanding of and technical direction of the United States Army, while communicating By Light’s value proposition to those customers
Establish and maintain strong relationships with key Army customers, with emphasis on PAE C2/CC2 at APG.
Maintain and execute customer call plans
Translate customer intelligence into compelling solutions
Gather, assess, and validate customer requirements, issues, and risks
Develop value propositions and identify/develop early win strategies
Develop and execute capture plans
Drive all aspects of an opportunity from Identified to Proposal phases
Collaborate with Account Leads, Project Managers, and SMEs from across the company to bring the full company depth and breadth forward to win
Plan and participate in opportunity activities, to include white papers, RFIs, sources sought, workshops, industry events, opportunity gate reviews, black hat sessions, collaboration sessions, and proposal color team reviews
Leadership skills to develop, organize and execute significant account planning, capture, and opportunity execution activities, including building industry teams, assessing win probability, ensuring execution of customer call plans to shape acquisitions in order to respond to and win business with new and existing customers
Demonstrable understanding of the Government Acquisition process and typical contract types

Must possess strong existing relationships with the Army
Prior service with the Army is highly desirable
Must interact effectively with General Officers and members of the Senior Executive Service
Four or more years in Business Development and/or Federal Capture desired
Proven track record in developing, capturing and winning large federal opportunities
Experience moving an opportunity through standard Gate Reviews and leading information gathering to mature opportunities
Working knowledge of Modeling, Simulation & Training as well as Information Technologies being deployed in the Army to include Soldier Training and Readiness, Cloud migration and operations, Agile Development, Infrastructure modernization, and Cyber Security
A thorough understanding of Army doctrine, direction, and strategies

VP, Army Programs Development

Key skills