Director of Strategic Growth

Job description

What you'll do:
• Build and maintain trusted relationships across federal agencies through strategic, content-driven discussions aligned to the client’s clinical transformation, benefits modernization, population health and technology priorities

• Navigate complex federal organizational structures to identify, access, and influence key decision-makers and budget holders at all levels

• Develop executive relationship maps and engagement strategies

• Develop and execute comprehensive account-based sales strategies to achieve sales goals within federal agencies

• Lead the complete sales cycle from whitespace opportunity identification, through solution design, storyboarding, teaming strategy, identifying optimal contract vehicles (IDIQ, GSA Schedule, BPA, OTA, CTA), coordinating prime/sub arrangements, price-to-win strategy development, and seamless transition to delivery teams

• Own pipeline development, relationship mapping and maintenance of sales prospects and opportunities in CRM with rigorous qualification and forecasting discipline

• Develop and execute strategic account penetration plans for target areas within federal agencies aligned to Telligen’s mission, including but not limited to emerging federal health programs

• Lead direct pricing strategy development (price to win analysis), support capture planning activities, teaming arrangements, and contract vehicle selection, making strategic decisions consistent with federal market dynamics and operational capabilities

• Understand federal evaluation criteria and source selection processes

• Establish and maintain strategic presence and relationships within the federal ecosystem, including prime contractors, consulting firms, small business partners (8(a), SDVOSB, VOSB, etc.), technology vendors, and system integrators to drive teaming opportunities

• Represent Telligen at federal health conferences, industry days, and business coalitions/associations

• Develop deep expertise across Telligen’s full portfolio of capabilities, effectively orchestrating internal resources to address client needs

• Prepare and deliver compelling presentations demonstrating valuable industry/sector perspective, competitive intelligence, and mission alignment

• Maintain current knowledge of federal healthcare industry trends, legislative/regulatory changes, federal budget priorities, concepts and emerging best practices

• Conduct ongoing market intelligence gathering and competitive analyses of federal agencies and adjust strategies to maximize profitable sales

• Lead strategic account planning and opportunity pursuit decisions based on the client's organizational history, budget cycles, political environment, and procurement patterns

• Drive innovation by identifying creative ideas for new service offerings, solution sets, and delivery models for federal clients

• Lead ideation sessions with delivery teams to identify refinements to solutions, evaluate strategic partnerships and acquisitions, and make recommendations for expansion of corporate capabilities within the federal sector

• Contribute to Telligen’s federal growth strategy and capture planning processes

Required Skills and Experience:
Education:

• Four-year degree in business, healthcare administration, public policy, health informatics, or related field required

Experience:

• 7+ years of progressive experience in selling professional services, advisory services, or managed services to federal agencies, preferably within healthcare, health IT, or health management sectors

Sales Performance:

• Proven track record of meeting or exceeding federal sales quotas and building strategic relationships with federal agency executives at the SES/GS-15/O-6+ levels

Federal Marketplace Expertise:

• Understanding of federal healthcare marketplace dynamics, federal procurement processes (FAR/DFARS), contract vehicles (IDIQ, GSA Schedule 70/Mission Oriented Business Integrated Services, BPA, OTA, MAC), federal agency missions, appropriations processes, and federal agency organizational structures

Relationship & Influence Skills:

• Demonstrated ability to navigate complex federal organizational structures and influence decision-makers at multiple levels

• Experience developing and maintaining relationships with federal agency executives, contracting officers, and technical evaluation committees.

Proposal & Capture Management:

• Experience leading proposal development processes, capture planning, gate reviews, color team reviews, and opportunity qualification

• Understanding of federal evaluation criteria and source selection processes

Federal Health Domain Knowledge:

• Understanding of Medicare/Medicaid programs, TRICARE, VHA operations, quality measurement (HEDIS, Stars, CAHPS), value-based care, health equity initiatives, social determinants of health, and federal healthcare regulations

Communication & Executive Presence:

• Exceptional oral and written communication skills with demonstrated abili

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