Business Development Principal

Summary

Join Resultant as a Business Development Principal - Labor & Economic Development and lead our strategy, business development, and offering development. You will shape and execute business development efforts, define market offerings, and expand our presence in the government sector. This role involves collaborating with experts and stakeholders to create go-to-market strategies and position Resultant as a trusted advisor. You will cultivate key client relationships, manage a book of business, and meet revenue goals. The position requires strategic thinking, strong client engagement skills, and a deep understanding of the labor and economic development industry. Success in this role will involve long-term strategic planning and collaboration with internal teams.

Requirements

• Be a dynamic and experienced leader
• Shape and execute business development efforts
• Define workforce and economic development market offerings
• Expand Resultant's presence in the government sector
• Produce go-to-market strategies through collaboration with subject-matter experts, technical consultants, and external stakeholders
• Position Resultant as a trusted advisor and innovator in existing public sector clients
• Support Resultant's expansion into new markets by shaping public sector offerings and services

Responsibilities

• 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 and anticipate emerging trends and external factors affecting the client, staying deeply immersed in the industry with the ability to articulate project impacts to a broad audience
• 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
• Maintain a book of business and cultivate relationships with key decision-makers; responsible for meeting revenue goals
• 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
• 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
• 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
• 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
• Accountable for client satisfaction surveys (Check-In, Relationship, Closeout), ensuring that client feedback informs continuous improvement
• Define the means of measuring outcome achievement (Intended Outcomes) to demonstrate the impact of our work
• Promote Resultant's brand at conferences by speaking at industry events, participating in panels, and fostering national industry involvement through collaborative content like point of view articles, white papers, podcasts, and events
• Collaborate internally with Brand and Marketing to actively promote Resultant’s brand and marketing strategies for Workforce and Economic Development offerings
• Fully understand the client's mission, including their evolving short and long-term goals, to ensure alignment with our services

Preferred Qualifications

• Experience in the state government market
• Experience in federal and local markets