Head of New Market Development
Excella, Inc, Arlington, VA, United States
Excella is a transformative technology firm that helps organizations unlock new possibilities. We believe the key to helping clients challenge the status quo and reach new heights lies in our talented people. That's why we're committed to developing talent and providing opportunities for career growth at every stage. Join our collaborative team dedicated to solving complex problems with sustainable solutions while building your future as a leader. At Excella, you're empowered to make lasting impact, turning today's challenges into tomorrow's mission successes.
Benefits
Workplace locations look different for everyone. Excellians are a distributed workforce and whether you're working from your home office or a client site, we support a flexible work/life integration regardless of your location.
Top of industry medical, dental, and vision benefits with multiple options to choose from such as an employer-contributed health savings account, infertility coverage, and orthodontia.
Parental Leave, pet insurance discounts, and a Care.com membership with 3 back-up emergency child or elder care days annually — all available on your first day.
Starting day one, every employee is bonus eligible and receives 15 days of paid vacation, 6 federal holidays, and 4 floating holidays.
TechEleX program provides options to suit technology needs, with a 3-year refresh cycle and a personal-use device option.
Annual Internet Reimbursement of $25 per month to offset internet costs.
3 days of paid professional development per year, including an allowance for registration fees for classes, conferences, or certifications.
Mindfulness and well-being programs, HeadSpace membership, access to TalkSpace, and mental health coverage through medical plans.
Overview The Head of New Market Development drives Excella's growth into untapped and emerging markets focusing on National Security (DHS, CISA, TSA, FEMA, etc.) by identifying, cultivating, and converting new client relationships. This role is responsible for door-opening and early opportunity engagement—positioning Excella's solutions and capabilities in new agencies and market segments to generate qualified leads and expand Excella's federal and adjacent market footprint.
Responsibilities Target Account Development & Growth Strategy
Conduct market, competitor, and partner ecosystem analyses to uncover mission needs, entry points, and teaming opportunities within assigned account targets.
Assess the brand value and market reputation of competitors to inform Excella's positioning and messaging.
Develop market-entry plans and targeted campaigns that expand Excella's footprint in high-potential areas, including detailed, actionable account plans.
Develops and manages the pipeline of qualified prospects in line with Excella's overall sales and growth strategy for target accounts to drive demand and meet annual growth targets.
Actively engage in the decision-making process to select and prioritize new and emerging federal and adjacent market segments aligned with Excella's strategic growth priorities.
Engage and leverage the full Excella team to drive business development.
Client Relationship Building & Opportunity Cultivation
Serve as Excella's first point of contact for new market outreach and relationship initiation within assigned target accounts.
Build and nurture trusted relationships with new market departments and agency executives, program managers, and contracting officers across new accounts so that Excella is viewed as a long-term strategic partner and trusted advisor.
Maintain active engagement through follow-up, industry events, and tailored communication to sustain momentum and credibility.
Lead introductory meetings and briefings focusing on client challenges and pain points.
Develop a deep understanding of the client's business issues and tap Excella's organizational talent as required to serve the customer(s).
Utilize knowledge of Excella's offerings and understanding of the customer's business to develop customized proposals that present creative solutions.
Ensure solution value drivers are reflected in the client value proposition of proposals.
Partnership Development & Ecosystem Awareness
Identify and cultivate relationships with potential teaming partners, including large primes, small businesses, and specialized firms.
Collaborate with internal teams to assess strategic fit, partner capabilities, and potential win themes.
Monitor competitor activities and market shifts to keep Excella's leadership informed.
Collaboration & Internal Alignment
Partner with Strategic Solutions teammates to align outreach efforts with Excella's solutions and demonstrations/proof-of-concepts.
Provide early insights and market intelligence to inform capture, proposal, and marketing strategies.
Collaborate with Marketing on campaigns, events, and thought leadership to elevate Excella's visibility in new markets.
Lead capture for opportunities in new markets and ensure smooth handoffs into the capture pipeline with visibility through pursuit progression.
Operational Excellence & Reporting
Track outreach, contacts, and opportunities within Excella's CRM (Salesforce).
Measure and report activity, lead conversion, and pipeline performance to SSG leadership.
Share market and partner insights to refine BD processes and go-to-market strategies.
Qualifications
7+ years of experience in federal business development, consulting, or market strategy with success entering and expanding new markets within National Security (DHS, CISA, TSA, FEMA, etc.).
Proven record of generating qualified leads, building new client relationships, and contributing to successful contract wins in complex federal environments.
Experience across the full BD lifecycle, including identification, qualification, account penetration, pursuit strategy, capture, and proposal support.
Solid understanding of federal procurement processes, including the FAR, acquisition lifecycles, and key federal contract vehicles.
Strong communication, presentation, and relationship management skills for engaging at senior levels both internally and externally.
Demonstrated ability to meet or exceed sales or growth targets.
Entrepreneurial and proactive mindset with ability to operate independently while collaborating across delivery, capture, and proposal teams.
Experience leading capture efforts for small to mid-size federal deals.
Experience partnering with alliance/channel or teaming partners to shape and pursue solutions.
Knowledge of the competitive landscape within Excella's target markets.
Experience contributing to proposal content (technical inputs, win themes, or value propositions).
Ability to craft and communicate compelling value propositions that connect Excella's offerings to federal mission needs.
Advanced influencing, negotiation, and strategic networking skills.
Excella is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law. Excella is committed to providing access, equal opportunity, and reasonable accommodation for individuals with disabilities in employment, its services, programs, and activities. To request reasonable accommodation to participate in the job application or interview process, contact Recruiting@excella.com or 703-840-8600.
KNOW YOUR RIGHTS
#J-18808-Ljbffr
Benefits
Workplace locations look different for everyone. Excellians are a distributed workforce and whether you're working from your home office or a client site, we support a flexible work/life integration regardless of your location.
Top of industry medical, dental, and vision benefits with multiple options to choose from such as an employer-contributed health savings account, infertility coverage, and orthodontia.
Parental Leave, pet insurance discounts, and a Care.com membership with 3 back-up emergency child or elder care days annually — all available on your first day.
Starting day one, every employee is bonus eligible and receives 15 days of paid vacation, 6 federal holidays, and 4 floating holidays.
TechEleX program provides options to suit technology needs, with a 3-year refresh cycle and a personal-use device option.
Annual Internet Reimbursement of $25 per month to offset internet costs.
3 days of paid professional development per year, including an allowance for registration fees for classes, conferences, or certifications.
Mindfulness and well-being programs, HeadSpace membership, access to TalkSpace, and mental health coverage through medical plans.
Overview The Head of New Market Development drives Excella's growth into untapped and emerging markets focusing on National Security (DHS, CISA, TSA, FEMA, etc.) by identifying, cultivating, and converting new client relationships. This role is responsible for door-opening and early opportunity engagement—positioning Excella's solutions and capabilities in new agencies and market segments to generate qualified leads and expand Excella's federal and adjacent market footprint.
Responsibilities Target Account Development & Growth Strategy
Conduct market, competitor, and partner ecosystem analyses to uncover mission needs, entry points, and teaming opportunities within assigned account targets.
Assess the brand value and market reputation of competitors to inform Excella's positioning and messaging.
Develop market-entry plans and targeted campaigns that expand Excella's footprint in high-potential areas, including detailed, actionable account plans.
Develops and manages the pipeline of qualified prospects in line with Excella's overall sales and growth strategy for target accounts to drive demand and meet annual growth targets.
Actively engage in the decision-making process to select and prioritize new and emerging federal and adjacent market segments aligned with Excella's strategic growth priorities.
Engage and leverage the full Excella team to drive business development.
Client Relationship Building & Opportunity Cultivation
Serve as Excella's first point of contact for new market outreach and relationship initiation within assigned target accounts.
Build and nurture trusted relationships with new market departments and agency executives, program managers, and contracting officers across new accounts so that Excella is viewed as a long-term strategic partner and trusted advisor.
Maintain active engagement through follow-up, industry events, and tailored communication to sustain momentum and credibility.
Lead introductory meetings and briefings focusing on client challenges and pain points.
Develop a deep understanding of the client's business issues and tap Excella's organizational talent as required to serve the customer(s).
Utilize knowledge of Excella's offerings and understanding of the customer's business to develop customized proposals that present creative solutions.
Ensure solution value drivers are reflected in the client value proposition of proposals.
Partnership Development & Ecosystem Awareness
Identify and cultivate relationships with potential teaming partners, including large primes, small businesses, and specialized firms.
Collaborate with internal teams to assess strategic fit, partner capabilities, and potential win themes.
Monitor competitor activities and market shifts to keep Excella's leadership informed.
Collaboration & Internal Alignment
Partner with Strategic Solutions teammates to align outreach efforts with Excella's solutions and demonstrations/proof-of-concepts.
Provide early insights and market intelligence to inform capture, proposal, and marketing strategies.
Collaborate with Marketing on campaigns, events, and thought leadership to elevate Excella's visibility in new markets.
Lead capture for opportunities in new markets and ensure smooth handoffs into the capture pipeline with visibility through pursuit progression.
Operational Excellence & Reporting
Track outreach, contacts, and opportunities within Excella's CRM (Salesforce).
Measure and report activity, lead conversion, and pipeline performance to SSG leadership.
Share market and partner insights to refine BD processes and go-to-market strategies.
Qualifications
7+ years of experience in federal business development, consulting, or market strategy with success entering and expanding new markets within National Security (DHS, CISA, TSA, FEMA, etc.).
Proven record of generating qualified leads, building new client relationships, and contributing to successful contract wins in complex federal environments.
Experience across the full BD lifecycle, including identification, qualification, account penetration, pursuit strategy, capture, and proposal support.
Solid understanding of federal procurement processes, including the FAR, acquisition lifecycles, and key federal contract vehicles.
Strong communication, presentation, and relationship management skills for engaging at senior levels both internally and externally.
Demonstrated ability to meet or exceed sales or growth targets.
Entrepreneurial and proactive mindset with ability to operate independently while collaborating across delivery, capture, and proposal teams.
Experience leading capture efforts for small to mid-size federal deals.
Experience partnering with alliance/channel or teaming partners to shape and pursue solutions.
Knowledge of the competitive landscape within Excella's target markets.
Experience contributing to proposal content (technical inputs, win themes, or value propositions).
Ability to craft and communicate compelling value propositions that connect Excella's offerings to federal mission needs.
Advanced influencing, negotiation, and strategic networking skills.
Excella is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law. Excella is committed to providing access, equal opportunity, and reasonable accommodation for individuals with disabilities in employment, its services, programs, and activities. To request reasonable accommodation to participate in the job application or interview process, contact Recruiting@excella.com or 703-840-8600.
KNOW YOUR RIGHTS
#J-18808-Ljbffr