Director of Federal Business Development

CRI Advantage is seeking a dynamic and results-driven Director of Business Development to lead our efforts in selling company solutions to the U.S. Federal Government. The ideal candidate will have experience in the federal marketplace, success in engaging with multiple cabinet-level agencies, experience leading and mentoring sales and proposal staff, and a proven track record of driving sales with Software as a Service platforms, preferably, ServiceNow. CRI is a growing small business with mature IT service and solution offerings. We were named ServiceNow 2014 Partner of the Year. The position will lead a Sales Executive and Proposal Manager.

Key Responsibilities

• Sales Strategy and Execution:
  
  
  
  • Develop and execute a comprehensive sales strategy for selling ServiceNow solutions to U.S. Federal Government agencies, focusing on cabinet-level organizations.
  • Identify, qualify, and pursue new business opportunities within the federal space, ensuring alignment with company goals.
  • Achieve and exceed sales quotas by effectively managing a robust pipeline of opportunities.
  
  
  
  
• Team Management:
  
  
  
  • Establish relationships and mentor existing sales team and proposal team members.
  • Set annual targets for sales team members.
  • Lead and Manage a Proposal Manager and Sales Account Executive.
  
  
  
  
• Relationship Management:
  
  
  
  • Establish and nurture relationships with key decision-makers, stakeholders, and influencers within federal agencies.
  • Act as a trusted advisor to clients, demonstrating a deep understanding of their challenges and aligning solutions to their needs.
  • Collaborate with partners to deliver comprehensive, value-driven solutions.
  
  
  
  
• Solution Expertise:
  
  
  
  • Leverage in-depth knowledge of the ServiceNow platform and its applications, including ITSM, ITOM, CSM, ITAM, SecOps, HRSD, and more, to address federal government requirements.
  • Stay updated on ServiceNow product offerings and advancements to position solutions effectively in the federal marketplace.
  
  
  
  
• Federal Expertise:
  
  
  
  • Navigate federal procurement processes, including RFIs, RFPs, and IDIQ contracts, to successfully close deals.
  • Maintain awareness of federal compliance and regulatory requirements to guide solution development and positioning.
  • Utilize existing relationships to drive engagement and secure contracts.
  
  
  
  
• Collaboration:
  
  
  
  • Work closely with internal teams, including pre-sales, delivery, and proposal, to develop compelling proposals and presentations.
  
  
  
  
• Reporting and Forecasting:
  
  
  
  • Maintain accurate and up-to-date records of all sales activities, opportunities, and forecasts in the CRM system.
  • Provide regular updates to leadership on pipeline status, sales performance, and market trends.
  
  
  
  

Qualifications:

• Experience:
  
  
  
  • 5+ years of successful sales experience in the federal government space.
  • Proven track record of selling ServiceNow solutions to cabinet-level federal agencies.
  • Demonstrated ability to navigate complex sales cycles and close high-value deals within the federal market.
  
  
  
  
• Skills:
  
  
  
  • Understanding of the ServiceNow ecosystem and its applications for federal government use cases.
  • Expertise in federal procurement processes and contract vehicles.
  • Strong relationship-building and negotiation skills.
  • Excellent communication and presentation abilities, with the capacity to articulate technical solutions to non-technical stakeholders.
  
  
  
  
• Education:
  
  
  
  • Bachelor's degree in Business, Information Technology, or a related field (or equivalent experience).
  
  
  
  
• Preferred Attributes:
  
  
  
  • Existing relationships with federal government agencies and ServiceNow partners.
  • Familiarity with key challenges and priorities in the federal space, including digital transformation, cybersecurity, and IT modernization.
  • Experience working with large integrators and federal contractors.