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Job Title Business Development Account Director
Location MD, Towson
Relocation No
Security Clearance Level None
Security Clearance Basis None
Security Clearance Polygraph None
Job ID Number 161985
Job Function Business Development
Potential for Deployment No
Job Description General Dynamics Information Technology is a top-tier IT integrator that provides information technology, systems engineering and professional services to customers in the defense, intelligence, homeland security, federal civil and commercial sectors. With 16,000 professionals worldwide, the company has the customer knowledge, domain expertise and proven performance to manage large-scale, mission-critical IT programs.

The Director will position and sell IT consulting solutions, built on core company assets, to enterprise-level clients in commercial healthcare markets. The desired candidate must be results-focused, while demonstrating teamwork, leadership, professionalism, and excellent client service and account management skills.

Our ideal candidate:

The ideal candidate will have a minimum of 7 years business-to-business sales experience, have very strong technical aptitude, an excellent understanding of the structured sales process, and demonstrable experience selling technology solutions in a highly consultative manner with minimal supervision. Structured sales training would also be beneficial. Must be passionate about making a difference to clients business and must "get" how business stakeholders think. Act as a transformation agent for clients; overcome the gatekeepers; demonstrate a track record of building a pipeline of meaningful and qualified deals based on highly differentiated value propositions. Candidate must be able to qualify opportunities and work with the business solutions team to close them, expanding our business within target accounts and beyond. The position requires candidate to be highly articulate and present oneself in a highly professional manner. Candidate must be as comfortable presenting to C-Level audiences as well as direct line managers.

Requirements:


• Ability to create personal opportunity plans and strategies to effectively identify, prospect, and successfully negotiate contracts to secure services in the enterprise consulting space in the target market.
• Identify and cultivate relationships and partnerships within Idea's partner channel community.
• Successful marketing and selling of IT services/solutions in one or more of the following Healthcare market (health payer required, others a plus) areas: Fraud, Waste and Abuse detection and investigation solutions, Value of Care Measurement solutions, Business Intelligence, Data Warehousing, IT Security & Infrastructure, CRM, Custom Applications.
• Build and maintain sales pipeline, from identification of prospective clients to contact close
• Working with Product Sales and Business Solutions team, close high dollar deals and build revenue through market initiatives.
• Manage the request for proposal process, develop value propositions for each solution, create and maintain all presentation material, and effectively manage customer and partner meetings.
• Maintain accurate and up-to-date sales forecast; communicate account and opportunity status to executive management on regular basis.
• Maintain frequent and personal contact at all levels including C-level executives of target customer accounts.
• Grow and maintain active involvement in the business community through various organizations and associations.
• Work with executive management and sales teams in helping shape company position in marketplace and provide competitive market intelligence by identifying and monitoring competitor and client trends.
Qualifications:

• Twelve+ years experience "solution selling" enterprise level IT Consulting services to C level executives at leading Healthcare companies with quota attainment. Health Payer experience is a significant plus.
• Proven track record of selling IT solutions in excessive of $2M annually with consistent attainment or overachievement of goals.
• Can successfully identified and established new accounts generating new revenue within the target geography
• Proven track record of identifying new market spaces where company core competency can be brought to bear.
• Proven experience in cold-calling techniques and the ability to overcome objections.
• Able to research target markets, industries and companies to identify prospects
• Able to Identify create, and initiate focused calling campaigns for services to targeted prospects
• Able to develop key contacts, from relationships with decision makers and understands the purchasing process of the customer.
• Proven ability to develop funnel of prospective client and rolodex of contacts.
• Understanding of IT technology landscape and how it can be leveraged to solve business challenges.
• Quick to understand new products and technologies.
• Able to develop solutions sales strategy and Sales Process and ability to execute.
• Strong account management skills.

Requires BA/BS degree.

Requires 12-15 years experience.

General Dynamics Information Technology is an Equal Employment Opportunity Employer.
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