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Director of Federal Strategic Partnerships

Job ID: 211827
Location: RESTON, VA, United States
Date Posted: Feb 12, 2021
Category: Business Development
Subcategory: Strategic Plng
Schedule: Full-time
Shift: Day Job
Travel: Yes, 25 % of the Time
Minimum Clearance Required: None
Clearance Level Must Be Able to Obtain: None
Potential for Remote Work: No
Benefits: Click here

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Job Description

Description

SAIC is looking for a Director of Federal Strategic Partnerships.  This person will be a key member of the leadership team within our Strategic Business Development team.  The Director of Strategic Alliances will be responsible for developing and managing SAIC’s alliance and partner program focused on driving growth and leadership in areas of market and technology focus.  The successful candidate will work with leaders across the strategy, corporate development, solution teams, and market-facing parts of the company to cultivate and scale industry relationships that successfully create mutually beneficial growth. This position will report to our VP of Strategic Business Development. 

Roles & Responsibilities

  • Design and develop a strategic federal partnership program that identifies and cultivates corporate commitment with industry leaders in a portfolio of relationships spanning go-to-market agreements, co-development endeavors, and potential corporate development investments

  • Lead alliance strategy and governance with an evolved business development and growth mindset, defining an overarching alliance approach (framework, alignment to company ‘gameboard’) that enables scalable solution development and increased market capture

  • Drive analysis of “build vs. partner” opportunities in coordination with business development and capability-focused leaders, ensuring prioritization and alignment to corporate strategy

  • Identify, design, and manage co-development opportunities – including performing the analysis of emerging technologies and delivery models – to drive internal investment focus and external market positioning

  • Engage externally with industry to both represent SAIC’s strategy and to assess new trends that can inform strategic priorities   

  • Define and manage alliance success milestones and metrics, working with account teams, business development, and corporate teams to drive success

  • Facilitate marketing, brand, and PR positioning among alliance and SAIC marketing departments

  • Aggressively manage alliance pricing, to include negotiations, incentives, and reseller agreements; collaborate with procurement to review and align buying strategy across the enterprise

  • Work with the Market and Competitive Intelligence team to help shape market analyses and recommendations for enterprise and business development decisions

 

Qualifications

  • Bachelor's degree or higher in relevant business, technical, or professional field of study
  • More than 12 years of experience leading corporate strategic partnerships with focus on strategic, technology-focused companies pursuing government opportunities
  • Proven track record of success in identifying and cultivating industry relationships that lead to capturing and growing new and diversified business; familiar with best practices in these named areas
  • 10+ years of relevant experience working with federal and/or commercial technology market entry, growth, and partnership strategy
  • Proven ability to apply organizational design/development experience to support transforming organizational approaches to technology partnerships, ranging from bolstering reseller arrangements to establishing unique go-to-market and cross-investment programs
  • Demonstrated ability to identify, establish, and transition corporate relationships among industry
  • Proven ability to manage executive relationships responsible for large and complex deals that often incorporate new offerings, emerging technologies, and/or new delivery models
  • Proven ability to set guidelines, criteria, and best-in-class competencies for alliance success in customer engagement, business development, and delivery
  • Proven ability to engage with and successfully influence customers, corporate leadership, and industry peers
  • Excels at identifying, shaping, and cultivating growth opportunities in early stage maturation from problem identification through solutioning, competitive positioning, and business partnership development
  • Knowledge of Federal business acquisition process and the Federal Acquisition Regulation (FAR)
  • Proficient with the use of business software, including Microsoft Office Suite and at least one Customer Relations Management tool
  • Ability to travel up to 20%
    • Personal Characteristics 
  • Strong demonstrated leadership abilities and experience in technology- and customer-focused businesses
  • Capability to execute on vision, drive business results, and strategic growth in a highly competitive environment
  • Demonstrated capability to lead organizations focused on execution and growth, and build and sustain customer and partner intimacy at the highest levels
  • A personal style which encompasses a consultative approach to developing culture, colleague and industry networks, and customer relationship management
  • Strong executive presence and communication skills
  • Demonstrated ability to collaborate with peers, other functions, and across internal business organizations; strong industry network
  • Sound business judgment and strong operational acumen
  • Possess ability and skills necessary to motivate at all levels of the organization. He/she will have a personal style that generates high levels of confidence and inspires teamwork and customer focus. In addition, he/she must have a style that fosters a "can-do" attitude and a sense of trust and integrity. Must demonstrate a natural tendency to treat people with respect and adherence to a high standard of strong personal integrity. Must be direct and transparent
  • High sense of urgency, positive outlook
  • Ability to identify, attract, and retain high quality people of diverse backgrounds who bring along other high-quality people to build an exceptional organization
  • Strong interpersonal skills including ability to actively listen, read audiences, and quickly identify key issues and areas of need
  • Excellent writing and public speaking skills, including strong presentation and proposal writing capabilities, and ability to actively assist capture and proposal teams in the completion of compliant and compelling proposals that perfectly address the needs of the business
  • This key individual will be hands-on, action-oriented, and business-focused to drive results and deliver on new business growth goals
  • Able to thrive in multi-functional interactive team environments
  • Able to work well under pressure, multi-task, and deliver on multiple priorities
  • Driven, astute, attentive to detail, credible and dedicated to strategizing and producing work of the highest caliber
  • Confidence and experience dealing with senior executives; ability to work effectively in fast-paced, time sensitive, and often multi-tasking environment
    •  Preferred Qualifications

  • Advanced degree preferred: MBA, or relevant Master’s Degree
  • Prior experience as a Growth Executive, with annual partnership portfolio growth metrics (revenue, market share, margin, investment)
  • Knowledge and/or experience in corporate development to include venturing, equity investments, and M&A



Overview

SAIC is a premier technology integrator solving our nation's modernization and readiness challenges. Our offerings across defense, space, civilian, and intelligence markets include high-end solutions in engineering, IT, and mission outcomes. We integrate the best components from our portfolio with our partner's ecosystem to deliver innovative and effective solutions. We are 25,500 strong; driven by mission, united by purpose, and inspired by opportunities. Headquartered in Reston, VA, SAIC has annual revenues of nearly $7.1 billion. For information, visit saic.com or Working at SAIC for benefits details. SAIC is an Equal Opportunity Employer empowering people no matter their race, color, religion, sex, gender identity, sexual orientation, national origin, disability, or veteran status. We strive to create a diverse, inclusive and respectful work culture that values all.

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