VP, Defense Business Development and Sales

One Network Enterprises, Inc. (ONE), a Blue Yonder Company, is the pioneer in multi-party supply chain network technology and is changing the way the world’s Defense Organizations make business decisions and provide critical logistics capabilities to the warfighter. To realize our potential, we need highly intelligent, collaborative people who are committed to solving challenging problems in a dynamic environment. Do you love exciting opportunities where you can make a big difference? One Network offers you the chance to fuel our rapid growth and make a true impact while working with the latest advancements in Artificial Intelligence, Machine Learning and Supply Chain Planning and execution technologies. (https://www.onenetwork.com/)

Overview:

One Network is looking for the right person to lead, manage and contribute to the creation of net new business with US Defense organizations.  Each role is an individual contributor as part of a larger team, and will be focused to identify, develop and close opportunities in assigned DoD organizations or solution area. The key objectives for success are developing customer awareness, positioning ONE capabilities in both emerging and known opportunities, building a qualified pipeline, and ultimately bookings and revenue. A strong technical/software background is critical for success. 

Candidates must have demonstrated DoD logistics experience/expertise, with some knowledge of how existing supply chain/logistics systems are utilized.  The successful person will be able to help a potential customer envision success through capabilities currently provided by One Network and solutions from Blue Yonder that can help Defense organizations be successful.

Reports to: EVP/GM, One Network Global Defense

What You Will Do:

Growth Strategy:

• Lead the growth initiatives for the One Network Defense Business, ultimately resulting in measurable market share through strategic planning and execution.

Cross-Functional Leadership:

• In conjunction with existing organizations and experienced personnel, help shape and execute a comprehensive Defense strategy that unites business development, consulting services, and product functions, ensuring alignment and collaboration across teams to achieve success.

Go-to-Market Development:

• Help create and execute go-to-market strategies for ONE solutions aimed at traditional and non-traditional Defense use-cases, expanding market share while expanding the existing customer base.

Customer Relationship Management:

• Build and maintain strong relationships with key stakeholders, including federal contracting officers, program managers, and industry partners, to foster new opportunities

Account Strategy:

• Help develop ideal customer profiles, use-case personas, and an end-to-end roadmap in alignment with the overall account strategy to maximize client engagement and satisfaction.

Channel Management:

• Work closely with partner and alliance personnel, collaborating on mutual strategies to drive overall growth through various channels.

Account Lifecycle Management:

• Lead and manage the account/opportunity lifecycle, overseeing all phases from prospecting and qualification to discovery, solutioning, negotiation, and closure.

Industry Representation:

• Active participation in related Industry Associations and Groups for networking, expanding the awareness of One Network within the Defense community, and early awareness of business opportunities.

Team Leadership:

• Lead a team of Business Development managers responsible for quota and performance attainment, providing training and mentoring.

Capture Management:

• Lead and participate in the capture process for opportunities, including developing capture strategies, win themes, and pricing approaches, and collaborate with internal teams to prepare compliant, high-quality RFI responses and proposals.

• Ensure compliance with Federal Acquisition Regulations (FAR/DFAR) and other regulatory requirements throughout the business development lifecycle, maintaining accurate records in the company’s CRM and reporting progress to leadership regularly

• Partner with technical teams, program managers, and subject matter experts to align proposals with customer needs and requirements, and develop and manage teaming agreements with subcontractors or prime contractors as necessary

Who You Are:

• Bachelors' degree or equivalent experience. Advanced degree preferred in a business or technical discipline.

• Minimum 10 years of experience in Defense related activities with demonstrated domain expertise.

• Demonstrated success in developing and closing software-related opportunities.

• Ability to lead a team of professionals and work in a highly matrixed environment, all focused on mutual success.

• Familiarity with DoD procurement cycles and contract vehicles.

• Ability to obtain and maintain a DoD security clearance. Active SECRET clearance preferred.

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The salary range for this position is: USD $193,198.00 - $250,802.00

The salary range information provided, reflects the anticipated base salary range for this position based on current national data.  Minimums and maximums may vary based on location.  Individual salary will be commensurate with skills, experience, certifications or licenses and other relevant factors.  In addition, this role will be eligible to participate in either the annual performance bonus or commission program, determined by the nature of the position.

At Blue Yonder, we care about the wellbeing of our employees and those most important to them. This is reflected in our robust benefits package and options that includes: 

• Comprehensive Medical, Dental and Vision 

• 401K with Matching 

• Flexible Time Off 

• Corporate Fitness Program 

• A variety of voluntary benefits such as; Legal Plans, Accident and Hospital Indemnity, Pet Insurance and much more

At Blue Yonder, we are committed to a workplace that genuinely fosters inclusion and belonging in which everyone can share their unique voices and talents in a safe space. We continue to be guided by our core values and are proud of our diverse culture as an equal opportunity employer. We understand that your career search may look different than others, and embrace the professional, personal, educational, and volunteer opportunities through which people gain experience.

Our Values

If you want to know the heart of a company, take a look at their values. Ours unite us. They are what drive our success – and the success of our customers. Does your heart beat like ours? Find out here: Core Values

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.