Federal Business Development Manager – Smart Buildings

Position Overview

We are searching for an entrepreneurial self-starter with a hunter mentality who enjoys working in a fast-paced environment with a complex customer – the Federal Government. This role will report directly to the Head of Federal Government Business in Siemens Smart Infrastructure Federal Vertical.

This individual will lead Federal Business Development activities within the Federal Vertical. This role will work in in full collaboration with Sales Executives, Sales Leadership and Executive Management. They will generate new customer acquisition, uncover and qualify opportunities by driving early decision-maker engagement. This individual will develop and establish strong ongoing relationships with critical engineering stakeholders, program offices, contracting personnel, A/E design firms, small businesses, strategic teaming partnerships and industry stakeholders. This individual must be experienced in building automation, fire and/or security products and services as well as have a passion for Smart Buildings, Digitalization, AI and IoT.

Responsibilities

• Develop account penetration strategies for new customer acquisition, strategic Federal priorities, revenue forecasting and execution of strategic account plans

• Understand and utilize Federal market trends, Federal mission priorities, and Federal Government customer requirements

• Command and manage all aspects of new early opportunity identification with end-users while partnering with sales executives as opportunities develop and approach a more tactical closing phase

• Proven experience identifying and capturing new federal civilian and defense business, including leveraging and/or creating relationships, developing effective teaming and win strategies

• Provide expertise of Federal Government knowledge to improve win strategy and reduce risk

• Support the sales executives on Sources Sought, Request for Information (RFIs), and Request for Proposal or Quote (RFP/RFQ) as a subject matter expert

• Represents Siemens in Federal industry associations, professional organization, and affiliations through thought leadership and speaking engagements

• Voice of Customer; Business Development Manager is responsible for long term strategic and tactical planning, relaying the customers vison for increased order intake and Federal specific requirements
• Responsible for developing and maintaining strong relationships with Federal agency end-users, Federal prime contractors, Federal A/E design firms and Small/Disadvantaged contractors

Knowledge/Skills, Education, and Experience

• This position supports a Siemens customer who requires all employees and vendors to be fully vaccinated against COVID-19 where permitted by applicable law and in accordance with an accommodation based on legally protected reasons
• BA/BS or equivalent educational background, MBA preferred
• 10+ years’ experience in Federal Government Sales or Leadership positions
• Unrestricted access to U.S. military bases is a plus
• Knowledge of Federal procurement, Federal Government contract vehicles, FAR/DFAR
• Knowledge of Systems Integration, IT/OT, IoT, AI, FedRAMP, RMF ATO, cybersecurity, CMMC
• Understanding of Federal Small Business/Disadvantaged Business requirements – SDVOSB, WOB, 8A, socioeconomic classifications, etc.
• Entrepreneurial mindset with experience driving Leadership positions
• Ability to build effective relationships and influence to drive results in matrix environment
• Strong customer focus: ability to develop customer specific value propositions
• Individual must possess a valid Driver’s license in good standing
• Individual must be at least 21 years of age in order to participate in the required Siemens vehicle plan
• Applicants must be legally authorized for employment in the United States without need for current or future employer-sponsored work authorization