Commercial Ai/It Business Development

Summary

Join DEFCON AI, a leading MS&A company, as their Business Development Manager! This US-remote position, with 15% travel, involves building a sustainable commercial software business pipeline. You will collaborate with the VP of Growth and CRO, executing business development strategies, conducting market analysis, and identifying new opportunities across various sectors. Leveraging your experience in business development and software sales, you will drive strategic alignment with partners, manage relationships, and lead contract negotiations. This role demands a self-starter with strong organizational skills and a proven track record of success in large competitive captures. DEFCON AI offers a comprehensive benefits package including 100% employer-paid healthcare, paid parental leave, unlimited PTO, and opportunities for professional development.

Requirements

• At least 8 years of experience in business development related to key markets and solutions identified above
• Solution-driven technical acumen, demonstrated by understanding and driving technical solutions which suit customer strategy and acquisition plans
• Must have led and won large competitive captures

Responsibilities

• Assist the vice president of growth, and chief revenue officer with creating a sustainable commercial software business pipeline
• Execute business development strategies
• Perform total addressable market analysis
• Research competitors and new opportunities across supply chain, logistics, transportation, government, and other markets
• Drive strategic alignment with some of our top tier and preferred ISV partners
• Establish and maintain a joint GTM plan and execute against agreed upon metrics for market success in collaboration with Marketing
• Act as primary relationship manager for all assigned partners. Ensure strong product and sales/marketing alignment with respective counterparts in the partner organization
• Thrive in an environment where they are responsible for the management and execution of the full BD life-cycle process across multiple simultaneous pursuits
• Daily, review business development websites and opportunities lists
• Weekly, update business development call log and engagement plan
• Monthly, work with VP of Growth and CRO to update client pursuit strategy and approach, facilitate monthly detailed pipeline reviews with Senior leadership
• Support the establishment of applicable budgets and forecasts based on opportunity identification and market activity
• Lead partner strategies and contract negotiations to include teaming agreements and price to win strategies

Preferred Qualifications

• MBA
• Strong entrepreneurial spirit to seek out new opportunities and bring them to the company

Benefits

• 100% employer paid, comprehensive health care including medical, dental, and vision for you and your family
• Paid maternity and paternity for 14 weeks at employees' normal pay
• Unlimited PTO, with management approval
• A fully remote, results-based work environment
• Opportunities for professional development and continued learning
• Occasional travel to our offices in Washington D.C or alternative locations to collaborate with your team in person
• Optional 401K, FSA, and equity incentives available