Business Development Principal

Summary

Join Resultant, a rapidly growing consulting firm, as a Business Development Principal specializing in the public sector Health & Human Services (HHS). In this leadership role, you will leverage your HHS expertise to develop and execute business development strategies, serving as a trusted advisor to clients. You will focus on expanding existing client relationships and penetrating new markets by creating innovative public sector offerings. Direct delivery responsibilities are not included; instead, you will collaborate closely with delivery teams. The ideal candidate possesses extensive public sector HHS consulting experience, strong client relationship management skills, and a deep understanding of government procurement and funding mechanisms. Geographic flexibility is offered, with a preference for Indianapolis, IN or Denver, CO, but remote work is possible with regular travel.

Requirements

• Minimum five years’ experience and background in the public sector HHS consulting field and revenue generation
• In-depth knowledge of the government HHS landscape, procurement, public sector funding mechanisms, and the challenges facing government agencies
• Strong track record of building and maintaining executive-level client relationships and a deep understanding of client needs
• Excellent communication and presentation skills, with the ability to articulate complex concepts to both technical and non-technical audiences
• Demonstrated ability to work across internal teams cohesively
• A passion for innovation and a demonstrated ability to plan for and implement cutting-edge solutions
• Bachelor's degree in a relevant field

Responsibilities

• Lead account specific strategies and create expansion opportunities
• Leverage your HHS industry experience and expertise to shape and execute business development efforts
• Position Resultant as a trusted advisor and innovator in existing state and local HHS clients
• Drive expansion into new markets by shaping public sector offerings and services
• Work closely to complement our delivery resources for the client
• Continuously cast a compelling vision of the future for our clients, aligning them with how Resultant's capabilities can help them achieve their mission and goals
• Decide on contract types that best fit the context and be capable of justifying them, facilitating the amendment process internally and with the client
• Maintain a strong understanding of and anticipate emerging trends and external factors affecting the client, staying deeply immersed in the industry with the ability to articulate project impacts to our clients
• Based on a deep understanding of the client's mission and goals, navigate to new types of high-value work (cross-sell), identify opportunities to extend existing project work, and create new offerings based on existing client engagements
• Remain informed of how our current work is progressing and how it connects to the client's mission and goals to find ways to extend and expand that work
• Drive the development and execution of pricing and risk strategies tailored to each client engagement
• Ensure that pricing models align with both client expectations and Resultant’s value proposition, while carefully assessing and mitigating potential risks to protect project viability and long-term client relationships
• Collaborate closely with internal teams to adapt pricing structures based on client-specific needs, ensuring transparency and value in every proposal
• Develop and manage key executive client relationships, acting as a customer advocate and relationship owner, cultivating strong trusted-advisor relationships with clients, and articulating the total value of Resultant as a partner
• Ensure our clients can act as referrals when asked and proactively seek to refer us to peers nationally
• Maintain a long-term outlook on the client relationship, anticipating client needs and managing a backlog of future projects across client buyers, champions, and participants.  Staying ahead of political, policy, and economic trends to maintain a successful client relationship
• Confirm proper hand-off from sales (including client introductions) to delivery teams, partnering with our sales support teams as the go-to person to create account plans and execute sales strategies
• During the sales cycle, define the means of measuring outcome achievement (Intended Outcomes) to demonstrate the impact of our work
• Promote Resultant's brand at conferences by speaking with our clients at industry events, participating in panels, and fostering national industry involvement through collaborative content like point of view articles, white papers, podcasts, and events
• Fully understand the client's mission, including their evolving short and long-term goals, to identify opportunities for growth
• Maintains a book of business and cultivates relationships with key decision-makers; responsible for meeting sales and revenue goals
• Supports an inclusive and collaborative environment by ensuring team members feel they are growing on projects the Client Partner leads
• Actively promotes Resultant's brand and thought leadership in the public sector

Preferred Qualifications

• Familiarity with cloud platforms like AWS, GCP, Azure and associated solutions
• Experience selling large scale data and IT solutions at an enterprise level
• Experience working with or within a state HHS government agency
• Advanced degrees or certifications

Benefits

• Unlimited vacation
• Significant 401k contributions
• Several opportunities to develop yourself