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Job Category

Customer Success

Job Details

About Salesforce

We’re Salesforce, the Customer Company, inspiring the future of business with AI+ Data +CRM. Leading with our core values, we help companies across every industry blaze new trails and connect with customers in a whole new way. And, we empower you to be a Trailblazer, too — driving your performance and career growth, charting new paths, and improving the state of the world. If you believe in business as the greatest platform for change and in companies doing well and doing good – you’ve come to the right place.

In this leadership role supporting our National Security Professional Services market, you will collaborate with our Professional Services Sales and Delivery leadership to work directly with senior National Security customers, Salesforce partners, and acquisition personnel on how to craft services engagements that enable customers to achieve mission success on the Salesforce platform and extended family of products. In highly collaborative, multi-disciplinary teams, you will provide the leadership, coordination, prioritization, strategy, and management needed to develop winning bids for multiple capture efforts.

The ideal candidate will bring:

• Capture and go to market strategies from the perspective of a Professional Services organization. 
• In-depth knowledge of the National Security IT and software market “cloud marketplace”, Defense acquisition processes, and experience with the methods, pricing strategies, and partnering/teaming strategies that deeply impact win percentages and positive customer outcomes.
• Strong executive presence and presentation skills who can collaborate with internal and external teammates to align diverse customers on a common path forward,
• A creative and innovative “let’s build it” spirit to help develop repeatable approaches, sales plays, and other re-usable assets that can be demonstrated across the Salesforce professional services  public sector Operating Unit,

We believe the best capture managers are strategists who obsess over the creation of customer and business value and who will go above and beyond to ensure customer success!

Responsibilities:

• Identify and win new business in the federal National Security market through applying expertise across the business development life cycle, from opportunity qualification through strategic capture and proposal development
• Lead capture for ground-breaking and enterprise-scale bids, including identifying and comprehending clients’ requirements and buying patterns, developing enterprise solutions, and building a differentiated solution that can deliver client impact through a winning bid
• Drive market-based competitive intelligence, market assessments, client assessments, and strategic planning efforts in support of growing specific client-based opportunity portfolios and pipeline
• Support RFx, Market Survey, Sources Sought responses
• Supervise procurement websites for procurement updates and engage with government procurement and government business owners to provide intel on an acquisition and craft it.
• Manage key partner relationships (with customers, acquisition personnel, teaming partners, and cross-functional internal teams), keeping the business leadership team advised, and advancing strategic partnerships with clients and industry partners
• Coordinate and collaborate closely with internal product and services seller and delivery teams, and operational support teams such as pricing, proposal, and contracts to refine strategies and capture activities
• Recommend new processes, tools and approaches to capture National Security Business.

Located in the Metro DC area
 

Qualifications:

• 10+ years of experience in leading and supporting very large deal capture and developing winning solutions for national security customers in highly regulated technology environments, ranging in size from $10m-$250m+ multi-year contracts and contract vehicles
• 5+ years of experience with the direct management of enterprise cloud solutions and development capture efforts for U.S. Government clients
• Experience leading, constructing, and winning compliant and compelling captures in the national security  marketplace.  Experience navigating federal acquisition processes and rules, and working with cross-functional teams.
• Experience with the successful execution of all phases of a large and multi-year capture effort, including strategic planning, market analysis, crafting efforts, teaming/partnership building, proposal development, and recommending  price-to-win approaches.
• Experience and executive presence in briefing senior executives and Government clients
• Experience with developing and maintaining effective long-term business relationships with clients and industry partners. Existing relationships with National Security Contracting Officers preferred.
• Demonstrated expertise in the business development life cycle and solution-selling methodologies
• Demonstrated working knowledge of the Federal Acquisition Regulations (FAR/DFAR)
• Experience with Public Sector cloud environments,  Software-as-a-Service (SaaS), Platform-as-a-Service (PaaS), and Infrastructure-as-a-Service (IaaS) is strongly preferred
• Understanding of Prime and Subcontracting strategies desired
• Bachelor’s degree or equivalent experience
• Ability to acquire/maintain a federal “public trust” security clearance or higher
• Metro DC area, occasional travel outside of the area (average less than 25%), variable

Must be a U.S. Citizen operating on U.S. Soil with ability to meet customer and government screening standards applicable to this role, including a Criminal Justice Information Services screening with fingerprint scan. Due to the citizenship requirement for this role, which supports U.S. federal, state, and/or local government customers, citizenship will be verified.

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Salesforce welcomes all.

For Washington D.C based roles, the base salary hiring range for this position is $185,500 to $268,900.