The Role
The Client Executive manages relationships with New Jersey government clients, analyzes market trends, develops strategic plans, and leads cross-functional teams for successful client solutions.
Summary Generated by Built In
About Nava
Nava is a consultancy and public benefit corporation working to make government services simple and effective. Since 2015, federal, state, and local agencies have trusted Nava to help solve highly scrutinized technology modernization challenges.
As a client services company, we guide agencies constrained by legacy systems to a future with sharp user experiences built on secure, reliable, fault-tolerant cloud infrastructure. We bill for our time, offering our expertise and problem-solving approach to help our government partners enhance their digital products and services. People are at the heart of our work, from members of the public who rely on benefit programs to government agency staff. Through human-centered design and modern engineering best practices, we help our government partners understand user needs and deliver on their missions more effectively. This focus gives everyone at Nava the opportunity to do work that is meaningful, impactful, and deeply connected to public good.
Position summary
The Client Executive is responsible for overseeing and managing relationships between Nava and its clients in the New Jersey State and Local Government. The incumbent analyzes market trends, identifies opportunities for growth, and develops plans to capitalize on the opportunities identified. They lead cross functional teams in delivering client solutions, providing training as needed on business development processes, and use tracking metrics to monitor and report on pipeline health and market position. In addition, the Client Executive collaborates with peers and the leadership team to develop and deliver presentations to clients that communicate the value of Nava’s products and services.
What you'll do
- Building strategic pipelines and capture plans for targeted opportunities in the State of New Jersey
- Gather preliminary non-public client/program intelligence
- Develop overall capture strategy (solution, past performance, pricing, client insight, teaming strategy)
- Identify competitive pricing range, and drive pricing approach until competitive
- Finalize teaming and prime/sub business deal terms including who the team is, what role they play, acceptable rates, and workshare
- Working closely with the Proposal Manager and cross-functional teams to develop compliant, compelling, and competitive proposals
- Conducting competitive assessments of competitor's bids and pricing
- Reviewing and analyzing proposal sections to ensure win themes, discriminators, and customer requirements are effectively addressed
- Identifying teaming partners and developing a pricing framework for the bid that align with technical approaches and customer expectations
- Attending one on one meetings with the contracts department to ensure language and contractual documents are correct
- Collaborating with internal teams and leadership to identify SME participants for bid activities
- Managing internal activities around bids, being flexible in consideration of various time zones of others contributing to the work
- Participating in demonstrations and sourcing valuable tools to streamline business development operationsIdentifying through government forecasts, websites, and databases upcoming opportunities that fit Nava’s mission and goals
- Developing call plans and landing meetings with stakeholders
- Gathering pricing information on existing contracts to use for current proposals
- Contributing to pre solutioning to gain full understanding of the client, creating daily, weekly and monthly schedules to track action items and achieve critical milestones in the overall capture plan
- Building strategic pipelines and capture plans for targeted agencies and departments
- Identifying and researching forecasted, expiring, and re-competed opportunities that fit Nava’s mission, developing strategic research and intel packages for specific agencies and opportunities that help shape Nava’s solution
- Aligning past performance and qualifications toward technical solutions that advocate what the government is looking for and implementing government mandates or requirements to ensure compliance with proposals
- Building and maintaining positive, long-term relationships with clients and stakeholders to drive business growth and success
- Being proactive in identifying opportunities for growth and expansion with existing and potential clients.
- Confirming partnerships to fill capability gaps in potential opportunities
- Establishing trust with clients by being reliable, transparent, and responsive
- Maintaining regular contact with clients, understanding their needs and providing solutions that meet their requirements
- Being available for ad hoc requests and client meetings with various departments to address client needs
- Attending industry marketing events virtually and in person with the objective of meeting government stakeholders and new potential partners
- Providing timely and accurate information to stakeholders, and working to resolve any concerns or issues that may arise
- Following Nava’s capture and proposal processes
- Bid operations: coordination with BD team members to set up internal organization tools for setting up internal organizational tools for bids like a bid calendar, a Slack channel, time code, and Google Drive
- Developing and facilitating training for client solutions managers to develop their skills and knowledge base
- Developing and facilitating business development training for all Nava departments
- Assisting with onboarding and being accessible as a learning resource for teammates
Required skills
- Experience leading subject matter experts through end-to-end government contracting, from developing client insight to long lead preparation to supporting strategic opportunities, to galvanizing a bid team, to proposal writing and management, to pricing strategy to post-award protest and analysis
- 10+ years developing solutions for the State of New Jersey, including organizing and developing proposal responses and pricing strategy
- A deep understanding of New Jersey government and how they buy services and technology, including state budgets / funding and upcoming new or re-competed work
- Proven ability to reach and influence decision makers in the state government, including external consultants
- Experience with agile software development on large government programs and complex transformation/modernization efforts
- Experience helping shape proposal solutions
- Proven track record of winning contract bids
- Ability to guide a multi-vendor team to a winning bid by providing structure while being flexible to new information and gathering input and feedback from across the team
- Ability to build and form strong personal relationships internally and externally; Able to bring others into the business development phase, build consensus and build understanding around needs and practices
- A proven ability to establish order, calm, and accountability in the business development practice while managing multiple threads in rapidly-evolving environments
- An adaptive, empathetic, collaborative, and positive mindset
- Highly resourceful, reliable, and detail-oriented
Other requirements
All roles at Nava require the following:
Legal authorization to work in the United States
Ability to meet any other requirements for government contracts for which candidates are hired
Work authorization that doesn’t require visa sponsorship, now or in the future
May be subject to a government background check or security clearance, depending on the contract
Perks working with Nava
Health coverage — comprehensive medical, dental, and vision plans to support your overall health needs
Insurance coverage — Nava provides disability, life, and accidental death insurance at no cost
Time off — vacation, holidays (including Juneteenth), and floating holidays to rest and recharge
Company holidays — enjoy 12 paid federal holidays each year on top of your regular PTO
Annual bonus — when Nava meets its goals, eligible employees receive a performance-based annual bonus
Parental leave — paid time off for new parents, plus weekly meals delivered to your home
Wellness program — full platform offering physical, mental, & emotional health resources & support tools
Virtual care — see doctors online with no copay through UnitedHealthcare’s virtual visit program
Sabbatical leave — earn extended unpaid leave after continuous service for personal growth or rest
401(k) match — Nava matches 4% of your salary to support your retirement savings plan
Flexible work — remote-first environment with flexibility built around your schedule and responsibilities
Home office setup — company laptop & setup assistance provided via Staples for remote work needs
Utility support — monthly reimbursement to help offset eligible home office utility expenses
Learning opportunities — internal training programs and resources to help grow your professional skills
Development opportunities — LinkedIn Learning access & an annual allowance for courses, tuition, & certs
Referral bonus — get rewarded when you refer great people who join the Nava team
Commuter benefits — pre-tax commuter programs to support in-office travel when applicable
Supportive culture — A collaborative and remote-friendly team environment where people genuinely care
Location
We have fully remote options if you reside in one of the following states:
Alabama, Arizona, California, Colorado, DC, Florida, Georgia, Illinois, Louisiana, Maine, Maryland, Massachusetts, Michigan, Minnesota, Missouri, Nevada, North Carolina, New Jersey, New York, Ohio, Oklahoma, Oregon, Pennsylvania, Rhode Island, South Carolina, Texas, Tennessee, Utah, Virginia, Washington, Wisconsin
*If you are not living in one of the states listed above, unfortunately, you will not be considered for a position at this time.
Stay in touch
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Please contact the recruiting team at [email protected] if you would like to request reasonable accommodation during the application or interviewing process.
We participate in E-Verify. Upon hire, we will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S. This role requires you to work from the contiguous United States.
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The Company
What We Do
Nava is a public benefit corporation working to radically improve how government serves people. Formed as a team of designers and engineers in the effort to fix HealthCare.gov in 2013, Nava now works with Medicare and the Department of Veterans Affairs. With a strong research practice and a depth of experience scaling digital services, Nava helps more than sixty million people access critical government services.
We’re thinkers and designers of civic technology. We work holistically across engineering, research, design, and operations to proactively envision the services of a better future. We build with empathy and inclusion, and as we come from many backgrounds and countries ourselves, we seek and value different perspectives. We’d love for you to come join us.
