Business Development Director, Defense Services Division (DSD)

Modern Technology Solutions, Inc. (MTSI) is seeking a Business Development Director supporting the Defense Services Division (DSD) to join our team.  You will be responsible for providing leadership and integration of the full lifecycle business development (BD) function(s) with a primary focus on:

• Assisting DSD leadership team with opportunity shaping, capture, team formation, solutioning and proposal development to enable high new business and re-compete win rates.
• Defining and executing long term market and business development strategies that consistently deliver at or above-target contract backlog results with a robust multi-year pipeline of qualified opportunities.
• Growth of high margin and diversified service and solution business lines that directly leverage company past performance, differentiated capabilities and innovation investments.
• Providing expert coaching, mentoring, and development of DSD business unit personnel in BD skills and best practices.

The Director of DSD BD is responsible for proactively aligning DSD leaders and BD contributors with company BD processes, procedures, and training, with an emphasis on continuous process improvement. The Director of DSD BD reports to the DSD VP of BD and is an active member of the DSD Leadership Team. The Director of DSD BD works closely with Corporate BD, other Division BD, and Functional leadership across the company to efficiently execute all BD functions with exceptional communications, teamwork, and collaboration.

Why is MTSI known as a Great Place to Work?

• Interesting Work:  Our co-workers support some of the most important and critical programs to our national defense and security.  
• Values: Our first core value is that employees come first.  We challenge our co-workers to provide the highest level of support and service, and reward them with some of the best benefits in the industry. 
• 100% Employee Ownership: we have a stake in each other's success, and the success of our customers.  It's also nice to know what's going on across the company; we have company wide town-hall meetings three times a year.  
• Great Benefits - Most Full-Time Staff Are Eligible for: 
• Starting PTO accrual of 20 days PTO/year + 10 holidays/year
• Flexible schedules
• 6% 401k match with immediate vesting
• Semi-annual bonus eligibility (July and December)
• Company funded Employee Stock Ownership Plan (ESOP) - a separate qualified retirement account
• Up to $10,000 in annual tuition reimbursement
• Other company funded benefits, like life and disability insurance
• Optional zero deductible Blue Cross/Blue Shield health insurance plan
• Track Record of Success:  We have grown every year since our founding in 1993

Modern Technology Solutions, Inc. (MTSI) is a 100% employee-owned engineering services and solutions company that provides high-demand technical expertise in Digital Transformation, Modeling and Simulation, Rapid Capability Development, Test and Evaluation, Artificial Intelligence, Autonomy, Cybersecurity and Mission Assurance.

MTSI delivers capabilities to solve problems of global importance. Founded in 1993, MTSI today has employees at over 20 offices and field sites worldwide.

For more information about MTSI, please visit www.mtsi-va.com.

As the Business Development Director, Defense Services Division (DSD) you will be a key contributor to meeting the Division’s growth and financial objectives. Other success criteria include diversifying within and outside the DoD (with specific focus on Air Force and Navy accounts) and expanding high margin service and solution business lines enabled by company differentiated capabilities.

Your Primary Duties and Responsibilities will include:

• Lead Opportunity Capture across a diverse set of Air Force, Navy and commercial markets and customers.
• Build and expand relationships with key customers and industry partners.
• Support the development of Division strategic growth strategy and supporting Business Unit growth strategies.
• Identify and analyze market trends/opportunities and develop strategies to capture new business in coordination with the broader BD enterprise.
• Proactively collaborate and communicate with DSD leaders and the Enterprise BD team to foster efficient, effective, and integrated teamwork throughout the company, taking full advantage of corporate-wide talent and capabilities.
• Conduct extensive external engagement with prospective customers and industry partners facilitating new opportunity identification, qualification, and capture.
• Leverage subject matter experts from across the company to support new customer pursuits.
• Work with the Corporate Director of Proposals, Corporate Director of Business Development, and opportunity capture managers to ensure disciplined capture and proposal execution tailored to each opportunity.
• Proactively develop, coach, and train the Division workforce in company BD principles and best practices (capture, strength-based solutioning, price to win, and proposal writing).
• Monitor Division BD execution and adherence to established company BD processes and individual BD roles, responsibilities, and authorities (RR&A).
• Leverage previous experiences to contribute to continuously improving and updating BD processes and individual RR&A based on lessons learned.
• Assist developing and maintaining the Division 5-year revenue forecast and Salesforce pipeline.
• Assist in proposal development, writing of key proposal sections, and serve as lead for proposal color team reviews.

• 15+ years of related and progressive experience in or directly supporting the US Air Force or Navy
• 5+ years’ experience developing BD strategies, roadmaps, and pipelines that resulted in significant business expansion.
• Demonstrated ability to lead $100M+ opportunity capture.
• Proven ability to proactively engage and lead geographically dispersed teams resulting in an efficient BD workforce that consistently delivers wins for the organization.
• Exceptional record of capture, sales, and proposal performance in Government engineering services
• Excellent communication and leadership skills. Proven ability to interface internally and externally at executive levels; ability to gain support and buy-in from customers, all levels of leadership, coworkers, and industry partners.
• Experience integrating the capabilities of dedicated BD professionals, outside consultants/vendors, operational staff, and leadership to maximize success.
• Proven ability in establishing, expanding, and optimizing a BD capability to meet the demands of a growing business within the constraints of allocated overhead and B&P.

Desired Behavioral Traits, Competencies, & Compatibility Profile:

• Commitment to Company Core Values.
• Exceptional critical and creative thinking abilities.
• Excels in Enterprise-wide teamwork, collaboration, and cooperation.
• Exercises sound judgement regarding business pursuits, including teaming decisions and B&P expenditures balancing corporate priorities, risk, probability of win and cost.
• Takes the initiative to identify new business opportunities.
• Willingness and ability to embrace and drive change aligned with values and culture.
• Entrepreneurial and driven leader with proven ability to manage and grow business.
• Decisive yet collaborative decision making and problem solving. Embraces the ownership and responsibility for the future success of the company.
• Ability to resolve conflict, identify and manage risk.

Education Requirements:

• Bachelor’s degree in engineering or another related technical field.
• Advanced degree (MBA or another related field), (DESIRED).

Clearance Requirements:

• Active TS Clearance with SCI eligibility (Desired)
• SAP experience (Desired).

Travel Requirements: 

• The position requires travel (~25%-35%) to customer and office locations across the United States.

For additional company information, please visit: www.mtsi-va.com

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