Vice President, Senior Client Account and Engagement Manager

Description & Requirements

Maximus is currently seeking a Vice President, Senior Client Account and Engagement Manager (Air Force & Space Force) to support the Defense and National Security market. As a member of the Maximus Federal Sales team, this position will be responsible for identifying, qualifying, capturing, proposing and closing new business opportunities for the company. This individual will initiate new business ideas and concepts to meet their targeted customers' business needs. Upon successful sales, this individual may shift to managing the team through implementation. It is paramount that this individual has a deep understanding of Air Force and Space Force Technology (IT) programs, market trends, acquisition strategies, and issues.

Essential Duties and Responsibilities:

- Build and maintain an active pipeline of business opportunities across the market by leveraging their existing relationships, developing new relationships, attending government/industry events, working with business partners, and providing solution presentations

- Work as part of an integrated team with sales, operations, and solution teams to drive the development of detailed and updated capture strategies for each opportunity to ensure Maximus' solution is differentiated and competitive

- Aggressively add to the pipeline to consistently meet or exceed quarterly and annual signings targets

- Develop winning sales strategies and work in a team-oriented selling environment to include members of the team from our delivery organization, our solution organization, our contracts organization, hired business consultants, industry partners, and subject matter experts

- Design and drive customer call plans that engage clients up, down and around an opportunity's sphere of influence to ensure a full, well-rounded understanding of the Agency' objectives are being met with Maximus' proposed solution

- Design and drive the preparation for all customer meetings on opportunities. Ensure successful client meetings on opportunities by pre-determining the objective of the meeting and determine the criteria to use to determine success

- Develop and contribute to Maximus Account Plans for targeted Agencies that demonstrate a roadmap to winning new business year-over-year and an understanding of both the client and industry ecosystems

- Contribute to the development of proposals, oral presentations, demonstrations, or other key selling tools

- Establish and maintain long-term relationships with customers in your targeted Agencies at the working level and up to "C" level government executives

- Effectively present to Maximus executives on your opportunities to ensure there is corporate understanding of what is needed to win, what resources must be allocated and what technical or other gaps must be closed in order to ensure a win/award to Maximus

- Actively participate in industry organizations where targeted agencies participate. Represent Maximus' capabilities to government clients.

Minimum Requirements:

- 15 years of broad-based Defense, sales, business development or operations experience in the Air Force market

- In-depth understanding of the Federal Government contracting market

- In-depth understanding of the Department of Defense

- Demonstrated experience pursuing recent DoD technology modernization programs

through customer interaction, solution design, technical demonstrations, and identifying high performing teaming partners.

- Demonstrated success in shaping and winning opportunities in several of the following technical areas: Digital Transformation, Cybersecurity, IT Modernization and Application Development, Agile Methodologies, Software Development/Engineering, Infrastructure Management, Cloud Services, Supply Chain, Data Science and Advanced Analytics, Operations and Maintenance, Help Desk / Service Desk.

- Proven knowledge of U.S. Government procurement process

- Experience interfacing with multi-divisional, inter-agency teams, and "C" level buyers (Commanders, CIO, CFO, Department Directors, etc.)

- Proven competency and demonstrated understanding of Federal government operations and contacts and developing "best value" solutions for Federal government

- Experience with effective management of large-scale contract bids, negotiations, and client relations


- Ability to identify new markets and new business opportunities

- Ability to function well in a fast-paced environment and apply critical thinking to address client challenges

- Excellent written and verbal communication skills

- Unquestioned personal integrity and ethical behaviors

- Ability to travel up to 10% of the time

Desired Skills Experience:

- Secret / Top Secret Clearance a HUGE plus, but not required

- Ability to partner, collaborate and influence others in a highly matrixed organization on a cross-functional team to achieve goals

- Excellent business strategy instincts - able to function well in a competitive, changing environment

- Effective problem-solving skills, one who anticipates issues and seeks out and analyzes information collaboratively to propose solutions

- Excellent organizational and leadership skills

- A personal style which encompasses a consultative approach to customer relationship management

- Intellectual curiosity, a strong work ethic and commitment to a superior work product

- Demonstrated ability to collaborate and build win-win partnerships within a firm/corporation, with a focus on understanding how to leverage technology differentiators

- Excellent verbal and written communication skills

- With full accountability for results, this person must be willing to exert themselves over sustained periods of time to accomplish their professional and personal goals while maintaining a strong level of mutual respect for peers, colleagues, and direct reports. They must set the standard for personal integrity, honesty, teamwork, and public accountability to motivate the entire team to the highest levels of commitment and personal effort.

- The successful candidate will possess an established professional reputation for excellence in services rendered, and the highest levels of personal integrity.

Job Specific Essential Duties and Responsibilities:

- Build and maintain an active pipeline of business opportunities across the market by leveraging their existing relationships, developing new relationships, attending government/industry events, working with business partners, and providing solution presentations.

- Work as part of an integrated team with sales, operations, and solution teams to drive the development of detailed and updated capture strategies for each opportunity to ensure Maximus' solution is differentiated and competitive.

- Aggressively add to the pipeline to consistently meet or exceed quarterly and annual signings targets.

- Develop winning sales strategies and work in a team-oriented selling environment to include members of the team from our delivery organization, our solution organization, our contracts organization, hired business consultants, industry partners, and subject matter experts.

- Design and drive customer call plans that engage clients up, down and around an opportunity's sphere of influence to ensure a full, well-rounded understanding of the Agency' objectives are being met with Maximus' proposed solution.

- Design and drive the preparation for all customer meetings on opportunities. Ensure successful client meetings on opportunities by pre-determining the objective of the meeting and determine the criteria to use to determine success.

- Develop and contribute to Maximus Account Plans for targeted Agencies that demonstrate a roadmap to winning new business year-over-year and an understanding of both the client and industry ecosystems.

- Contribute to the development of proposals, oral presentations, demonstrations, or other key selling tools.

- Establish and maintain long-term relationships with customers in your targeted Agencies at the working level and up to "C" level government executives

- Effectively present to Maximus executives on your opportunities to ensure there is corporate understanding of what is needed to win, what resources must be allocated and what technical or other gaps must be closed in order to ensure a win/award to Maximus.

- Actively participate in industry organizations where targeted agencies participate. Represent Maximus' capabilities to government clients.

Job Specific Minimum Requirements:

- 15 years of broad-based Defense, sales, business development or operations experience in the Air Force market.

- In-depth understanding of the Federal Government contracting market.

- In-depth understanding of the Department of Defense.

- Demonstrated experience pursuing recent DoD technology modernization programs.

through customer interaction, solution design, technical demonstrations, and identifying high performing team partners.

- Demonstrated success in shaping and winning opportunities in several of the following technical areas: Digital Transformation, Cybersecurity, IT Modernization and Application Development, Agile Methodologies, Software Development/Engineering, Infrastructure Management, Cloud Services, Supply Chain, Data Science and Advanced Analytics, Operations and Maintenance, Help Desk / Service Desk.

- Proven knowledge of U.S. Government procurement process.

- Experience interfacing with multi-divisional, inter-agency teams, and "C" level buyers (Commanders, CIO, CFO, Department Directors, etc.)

- Proven competency and demonstrated understanding of Federal government operations and contacts and developing "best value" solutions for Federal government.

- Experience with effective management of large-scale contract bids, negotiations, and client relations.

- Ability to identify new markets and new business opportunities.

- Ability to function well in a fast-paced environment and apply critical thinking to address client challenges.

- Excellent written and verbal communication skills.

- Unquestioned personal integrity and ethical behaviors.

- Ability to travel up to 10% of the time.

Preferred Skills and Qualifications:

- Secret / Top Secret Clearance a HUGE plus, but not required.

- Ability to partner, collaborate and influence others in a highly matrixed organization on a cross-functional team to achieve goals.

- Excellent business strategy instincts - able to function well in a competitive, changing environment.

- Effective problem-solving skills, one who anticipates issues and seeks out and analyzes information collaboratively to propose solutions.

- Excellent organizational and leadership skills.

- A personal style which encompasses a consultative approach to customer relationship management.

- Intellectual curiosity, a strong work ethic and commitment to a superior work product.

- Demonstrated ability to collaborate and build win-win partnerships within a firm/corporation, with a focus on understanding how to leverage technology differentiators.

- Excellent verbal and written communication skills.

- With full accountability for results, this person must be willing to exert themselves over sustained periods of time to accomplish their professional and personal goals while maintaining a strong level of mutual respect for peers, colleagues, and direct reports. They must set the standard for personal integrity, honesty, teamwork, and public accountability to motivate the entire team to the highest levels of commitment and personal effort.

- The successful candidate will possess an established professional reputation for excellence in services rendered, and the highest levels of personal integrity.

#techjobs

#LI-PN1

EEO Statement


Maximus is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, age, national origin, disability, veteran status, genetic information and other legally protected characteristics.

Pay Transparency

Maximus compensation is based on various factors including but not limited to job location, a candidate's education, training, experience, expected quality and quantity of work, required travel (if any), external market and internal value analysis including seniority and merit systems, as well as internal pay alignment. Annual salary is just one component of Maximus's total compensation package. Other rewards may include short- and long-term incentives as well as program-specific awards. Additionally, Maximus provides a variety of benefits to employees, including health insurance coverage, life and disability insurance, a retirement savings plan, paid holidays and paid time off. Compensation ranges may differ based on contract value but will be commensurate with job duties and relevant work experience. An applicant's salary history will not be used in determining compensation. Maximus will comply with regulatory minimum wage rates and exempt salary thresholds in all instances.

Minimum Salary


$

200,000.00

Maximum Salary


$

240,000.00