Modern Technology Solutions, Inc. (MTSI)
Director of Business Development (National Security Division)
Modern Technology Solutions, Inc. (MTSI), Alexandria, Virginia, us, 22350
Responsibilities
Defining and executing long‑term market and business development strategies that consistently deliver at or above target contract backlog results, deliver at or above target bid volume results, and build a robust multi‑year pipeline of qualified opportunities
Assisting division and business unit (BU) leadership with the shaping, capture, and execution of re‑compete and new business development opportunities and proposals
Growth of high‑margin and diversified engineering services and technical solution business lines that directly leverage company exceptional past performance, differentiated capabilities and innovation investments
Providing expert coaching, mentoring, and development of division personnel in BD skills and best practices (capture planning and execution, strength‑based solutioning, teaming strategies, proposal writing/review, competitive assessment/price‑to‑win, OCI assessments)
Collaborating with counterparts across MTSI on shared cross‑company and cross‑division BD initiatives and/or stand‑alone division initiatives always guided by company‑first thinking
Maturing division and company adoption and usage of advanced tools (business systems and embedded technologies) and processes that increase efficiency, improve decision‑making, and ultimately help achieve company growth goals
NSD Director of Business Development
Defining and executing long‑term market and business development strategies that consistently deliver at or above target contract backlog results, deliver at or above target bid volume results, and build a robust multi‑year pipeline of qualified opportunities
Assisting division and business unit (BU) leadership with the shaping, capture, and execution of re‑compete and new business development opportunities and proposals
Growth of high‑margin and diversified engineering services and technical solution business lines that directly leverage company exceptional past performance, differentiated capabilities and innovation investments
Providing expert coaching, mentoring, and development of division personnel in BD skills and best practices (capture planning and execution, strength‑based solutioning, teaming strategies, proposal writing/review, competitive assessment/price‑to‑win, OCI assessments)
Collaborating with counterparts across MTSI on shared cross‑company and cross‑division BD initiatives and/or stand‑alone division initiatives always guided by company‑first thinking
Maturing division and company adoption and usage of advanced tools (business systems and embedded technologies) and processes that increase efficiency, improve decision‑making, and ultimately help achieve company growth goals
Objectives The NSD Director of Business Development is a primary executive contributor to meeting corporate and division strategic and financial objectives. Key company financial objectives include organically growing consistently per year while maintaining overall contract profit margins in price‑competitive markets and delivering double‑digit returns to our employee owners. Other success criteria include shaping and winning new single award, high‑ceiling, flexible‑scope contracts enabling rapid response to the needs of new customers, expanded needs of existing customers, and expanding high‑margin service/solution business lines enabled by our differentiated capabilities in digital engineering/acquisition; mission engineering; rapid acquisition; modeling, simulation and analysis; cyber security; data and AI; autonomous systems; agile software/DevSecOps; and multi‑level secure cloud. The National Security Division assigned markets are primarily the US Space Force, IC, OSD/DARPA, Federal Civil, and commercial technology companies.
Key Responsibilities
Shape and win new contracts in line with MTSI growth strategy that protects employee owner benefits and returns and strengthens MTSI’s long‑term competitive position in existing and new markets
Develop and maintain the division’s multi‑year BD strategy and 5‑year pipeline
Increase corporate and division backlog sufficient to enable objective, multi‑year, annual growth
Achieve the division’s goals related to new business and recompete win rate
Advise and support Business Unit Senior Directors on business development and capture activities in alignment with our company’s business unit‑centric growth strategy. Advise and support Business Unit Senior Directors’ utilization of growth‑oriented investments/resources available in the company (VPs of Strategic Development, Technical Fellows, IRADs, Capability Focus Areas, Communities of Practice, Chief Engineers) and Corporate Infrastructure (BD, Contracts, Security, Finance & Accounting, CIO, and Legal)
Collaborate with the company BD enterprise to foster an efficient, effective, and integrated BD team that delivers high win rates for selective opportunity pursuits
Work with the Corporate Proposal Team and opportunity Capture Managers to ensure disciplined capture and proposal execution in line with tailored MTSI strength‑based solutioning and principals of Miller‑Heiman and Shipley processes, tailored to different opportunity types
Conduct external engagement with prospective customers and industry partners to assist with successful capture, team building, and awards on prioritized opportunities
Utilize and build upon significant MTSI BD capability foundation: Miller Heiman strategic and conceptual selling methodology, Deltek/GovWin, SalesForce CRM, and Strength‑Based Solutioning as integral components of MTSI’s overall BD execution system; support corporate BD process and tool enhancements
Assist in strategic proposal development, writing of key proposal sections, and proposal color team reviews in support of the Senior Director of Proposals
Support strategic division growth planning, including short‑ and long‑term business unit and division strategic planning processes
Qualifications
15 or more years of relevant and progressive experience in the DoD or IC with preferred recent emphasis on US Space Force, Service and National Intelligence agencies, OSD, and Federal Civil organizations
8 or more years of experience and proven track record developing high‑impact BD strategies, roadmaps, and pipelines that resulted in significant business expansion for companies like MTSI, focused on solving very complex problems of global importance in critical mission areas
8 or more years of experience collaborating with executives to prioritize resources, manage budgets, and make go/no‑go decisions on gated pursuits, achieving significant organic growth. Proven track record of exceptional capture and BD performance in high‑end government engineering services (A&AS and SETA) and advanced technology solutions supporting missions of global importance, including intelligence operations, rapid acquisition, missile defense, mission and systems engineering, autonomous systems, cybersecurity, advanced aviation/weapons, space systems, and software development
Extensive experience in Special Access Programs (SAP) and TS/SCI portfolio development, driving growth within government services through innovative solutions tailored to complex mission requirements
Demonstrated ability to lead complex $100M+ opportunity captures from prospecting, qualification, and through proposal submittal
Experience working in a team of geographically distributed team across the BD lifecycle that demonstrate the ability to lead growth initiatives in business lines of $250M or greater
Exceptional communication, collaboration, and leadership skills. Proven ability to interface internally and externally at executive levels; ability to gain support and buy‑in from all levels of leadership and staff. Excels at leading through influence with cross‑functional teams
Highly qualified solutions architect that possesses ability to comprehensively understand and clearly communicate to customers how company differentiated capabilities (SE&I, MS&A, T&E, Cyber, Software Development, Digital Engineering/Acquisition, Mission Engineering, etc.) can solve their complex problems in a manner that is clearly discriminated from the competition
Experience integrating dedicated BD professionals, technical leadership, operational staff, outside consultants/vendors, and leadership to maximize success
Experience and familiarity with BD tools and methods, and a thorough understanding of how 3rd‑party tools are best integrated into a corporate BD program
Experience establishing, expanding, and optimizing an efficient BD capability to meet the demands of a growing business within the constraints of overhead and net income pressures
Required Behavioral Traits, Competencies, & Compatibility Profile
Commitment to MTSI’s Core Values and employee‑centric company culture
Earns the respect, collaboration, and loyalty of company’s employees at all levels. An inspirational, accessible, influential, and consistent leader
Embraces open, honest, and respectful communication and works well with varying personalities
Sustained and credible leadership. High integrity
Willingness and ability to embrace and drive change in a manner aligned with MTSI core values and culture
Entrepreneurial and driven leader with proven ability to manage and grow business
Strong desire to win in the marketplace and to grow the business
Dedication to quality, ethical, and profitable business growth
Decisive yet collaborative decision making and problem solving
Embraces the ownership and responsibility for the future success of the company
Ability to resolve conflict, identify and manage risk
Skilled in strategic visioning, thinking and planning
Has a strong leadership presence
Education Required
Bachelor’s degree
Bachelor’s degree in engineering or another related technical field (Desired)
Advanced degree (MBA or related field) (Desired)
Security Clearance
Active Top‑Secret clearance is required
SCI‑eligibility and SAP experience desired
TRAVEL The position requires travel (20%-25%) to MTSI customer and office locations across the United States
PERFORMANCE MEASURES
Company and division revenue, contract profit margins, and adjusted EBITDA
Weighted pipeline size, health, and diversity
Contract backlog generation
Bid Volume and win‑rates
Growth of high margin engineering services and technical solutions business lines
BD resource allocation return on investment (efficient use of resources)
Co‑worker feedback on adherence to core values and modeling desired behavioral and leadership traits
#J-18808-Ljbffr
Defining and executing long‑term market and business development strategies that consistently deliver at or above target contract backlog results, deliver at or above target bid volume results, and build a robust multi‑year pipeline of qualified opportunities
Assisting division and business unit (BU) leadership with the shaping, capture, and execution of re‑compete and new business development opportunities and proposals
Growth of high‑margin and diversified engineering services and technical solution business lines that directly leverage company exceptional past performance, differentiated capabilities and innovation investments
Providing expert coaching, mentoring, and development of division personnel in BD skills and best practices (capture planning and execution, strength‑based solutioning, teaming strategies, proposal writing/review, competitive assessment/price‑to‑win, OCI assessments)
Collaborating with counterparts across MTSI on shared cross‑company and cross‑division BD initiatives and/or stand‑alone division initiatives always guided by company‑first thinking
Maturing division and company adoption and usage of advanced tools (business systems and embedded technologies) and processes that increase efficiency, improve decision‑making, and ultimately help achieve company growth goals
NSD Director of Business Development
Defining and executing long‑term market and business development strategies that consistently deliver at or above target contract backlog results, deliver at or above target bid volume results, and build a robust multi‑year pipeline of qualified opportunities
Assisting division and business unit (BU) leadership with the shaping, capture, and execution of re‑compete and new business development opportunities and proposals
Growth of high‑margin and diversified engineering services and technical solution business lines that directly leverage company exceptional past performance, differentiated capabilities and innovation investments
Providing expert coaching, mentoring, and development of division personnel in BD skills and best practices (capture planning and execution, strength‑based solutioning, teaming strategies, proposal writing/review, competitive assessment/price‑to‑win, OCI assessments)
Collaborating with counterparts across MTSI on shared cross‑company and cross‑division BD initiatives and/or stand‑alone division initiatives always guided by company‑first thinking
Maturing division and company adoption and usage of advanced tools (business systems and embedded technologies) and processes that increase efficiency, improve decision‑making, and ultimately help achieve company growth goals
Objectives The NSD Director of Business Development is a primary executive contributor to meeting corporate and division strategic and financial objectives. Key company financial objectives include organically growing consistently per year while maintaining overall contract profit margins in price‑competitive markets and delivering double‑digit returns to our employee owners. Other success criteria include shaping and winning new single award, high‑ceiling, flexible‑scope contracts enabling rapid response to the needs of new customers, expanded needs of existing customers, and expanding high‑margin service/solution business lines enabled by our differentiated capabilities in digital engineering/acquisition; mission engineering; rapid acquisition; modeling, simulation and analysis; cyber security; data and AI; autonomous systems; agile software/DevSecOps; and multi‑level secure cloud. The National Security Division assigned markets are primarily the US Space Force, IC, OSD/DARPA, Federal Civil, and commercial technology companies.
Key Responsibilities
Shape and win new contracts in line with MTSI growth strategy that protects employee owner benefits and returns and strengthens MTSI’s long‑term competitive position in existing and new markets
Develop and maintain the division’s multi‑year BD strategy and 5‑year pipeline
Increase corporate and division backlog sufficient to enable objective, multi‑year, annual growth
Achieve the division’s goals related to new business and recompete win rate
Advise and support Business Unit Senior Directors on business development and capture activities in alignment with our company’s business unit‑centric growth strategy. Advise and support Business Unit Senior Directors’ utilization of growth‑oriented investments/resources available in the company (VPs of Strategic Development, Technical Fellows, IRADs, Capability Focus Areas, Communities of Practice, Chief Engineers) and Corporate Infrastructure (BD, Contracts, Security, Finance & Accounting, CIO, and Legal)
Collaborate with the company BD enterprise to foster an efficient, effective, and integrated BD team that delivers high win rates for selective opportunity pursuits
Work with the Corporate Proposal Team and opportunity Capture Managers to ensure disciplined capture and proposal execution in line with tailored MTSI strength‑based solutioning and principals of Miller‑Heiman and Shipley processes, tailored to different opportunity types
Conduct external engagement with prospective customers and industry partners to assist with successful capture, team building, and awards on prioritized opportunities
Utilize and build upon significant MTSI BD capability foundation: Miller Heiman strategic and conceptual selling methodology, Deltek/GovWin, SalesForce CRM, and Strength‑Based Solutioning as integral components of MTSI’s overall BD execution system; support corporate BD process and tool enhancements
Assist in strategic proposal development, writing of key proposal sections, and proposal color team reviews in support of the Senior Director of Proposals
Support strategic division growth planning, including short‑ and long‑term business unit and division strategic planning processes
Qualifications
15 or more years of relevant and progressive experience in the DoD or IC with preferred recent emphasis on US Space Force, Service and National Intelligence agencies, OSD, and Federal Civil organizations
8 or more years of experience and proven track record developing high‑impact BD strategies, roadmaps, and pipelines that resulted in significant business expansion for companies like MTSI, focused on solving very complex problems of global importance in critical mission areas
8 or more years of experience collaborating with executives to prioritize resources, manage budgets, and make go/no‑go decisions on gated pursuits, achieving significant organic growth. Proven track record of exceptional capture and BD performance in high‑end government engineering services (A&AS and SETA) and advanced technology solutions supporting missions of global importance, including intelligence operations, rapid acquisition, missile defense, mission and systems engineering, autonomous systems, cybersecurity, advanced aviation/weapons, space systems, and software development
Extensive experience in Special Access Programs (SAP) and TS/SCI portfolio development, driving growth within government services through innovative solutions tailored to complex mission requirements
Demonstrated ability to lead complex $100M+ opportunity captures from prospecting, qualification, and through proposal submittal
Experience working in a team of geographically distributed team across the BD lifecycle that demonstrate the ability to lead growth initiatives in business lines of $250M or greater
Exceptional communication, collaboration, and leadership skills. Proven ability to interface internally and externally at executive levels; ability to gain support and buy‑in from all levels of leadership and staff. Excels at leading through influence with cross‑functional teams
Highly qualified solutions architect that possesses ability to comprehensively understand and clearly communicate to customers how company differentiated capabilities (SE&I, MS&A, T&E, Cyber, Software Development, Digital Engineering/Acquisition, Mission Engineering, etc.) can solve their complex problems in a manner that is clearly discriminated from the competition
Experience integrating dedicated BD professionals, technical leadership, operational staff, outside consultants/vendors, and leadership to maximize success
Experience and familiarity with BD tools and methods, and a thorough understanding of how 3rd‑party tools are best integrated into a corporate BD program
Experience establishing, expanding, and optimizing an efficient BD capability to meet the demands of a growing business within the constraints of overhead and net income pressures
Required Behavioral Traits, Competencies, & Compatibility Profile
Commitment to MTSI’s Core Values and employee‑centric company culture
Earns the respect, collaboration, and loyalty of company’s employees at all levels. An inspirational, accessible, influential, and consistent leader
Embraces open, honest, and respectful communication and works well with varying personalities
Sustained and credible leadership. High integrity
Willingness and ability to embrace and drive change in a manner aligned with MTSI core values and culture
Entrepreneurial and driven leader with proven ability to manage and grow business
Strong desire to win in the marketplace and to grow the business
Dedication to quality, ethical, and profitable business growth
Decisive yet collaborative decision making and problem solving
Embraces the ownership and responsibility for the future success of the company
Ability to resolve conflict, identify and manage risk
Skilled in strategic visioning, thinking and planning
Has a strong leadership presence
Education Required
Bachelor’s degree
Bachelor’s degree in engineering or another related technical field (Desired)
Advanced degree (MBA or related field) (Desired)
Security Clearance
Active Top‑Secret clearance is required
SCI‑eligibility and SAP experience desired
TRAVEL The position requires travel (20%-25%) to MTSI customer and office locations across the United States
PERFORMANCE MEASURES
Company and division revenue, contract profit margins, and adjusted EBITDA
Weighted pipeline size, health, and diversity
Contract backlog generation
Bid Volume and win‑rates
Growth of high margin engineering services and technical solutions business lines
BD resource allocation return on investment (efficient use of resources)
Co‑worker feedback on adherence to core values and modeling desired behavioral and leadership traits
#J-18808-Ljbffr