Director of Strategic Growth

As the Director of Strategic Growth, you will be responsible for developing and executing comprehensive business development and strategic growth strategies within the federal government segment, achieving corporate sales goals and driving profitable expansion. You will establish and maintain relationships with key federal executives and strategic alliance partners, while working collaboratively with all areas within the company to ensure that sales goals are met. This position requires an entrepreneurial mindset, deep federal sector expertise, demonstrated thought leadership, and a proven track record in selling professional services and advisory solutions to federal agencies.

Position is based on the East Coast, preferably within commutable distance to Washington DC metropolitan area (DMV region)

Build and maintain trusted relationships across federal agencies through strategic, content-driven discussions aligned to the client’s clinical transformation, benefits modernization, population health and technology priorities

Navigate complex federal organizational structures to identify, access, and influence key decision-makers and budget holders at all levels

Develop executive relationship maps and engagement strategies

Develop and execute comprehensive account-based sales strategies to achieve sales goals within federal agencies

Lead the complete sales cycle from whitespace opportunity identification, through solution design, storyboarding, teaming strategy, identifying optimal contract vehicles (IDIQ, GSA Schedule, BPA, OTA, CTA), coordinating prime/sub arrangements, price-to-win strategy development, and seamless transition to delivery teams

Own pipeline development, relationship mapping and maintenance of sales prospects and opportunities in CRM with rigorous qualification and forecasting discipline

Develop and execute strategic account penetration plans for target areas within federal agencies aligned to Telligen’s mission, including but not limited to emerging federal health programs

Lead direct pricing strategy development (price to win analysis), support capture planning activities, teaming arrangements, and contract vehicle selection, making strategic decisions consistent with federal market dynamics and operational capabilities

Understand federal evaluation criteria and source selection processes

Establish and maintain strategic presence and relationships within the federal ecosystem, including prime contractors, consulting firms, small business partners (8(a), SDVOSB, VOSB, etc.), technology vendors, and system integrators to drive teaming opportunities

Represent Telligen at federal health conferences, industry days, and business coalitions/associations

Develop deep expertise across Telligen’s full portfolio of capabilities, effectively orchestrating internal resources to address client needs

Prepare and deliver compelling presentations demonstrating valuable industry/sector perspective, competitive intelligence, and mission alignment

Maintain current knowledge of federal healthcare industry trends, legislative/regulatory changes, federal budget priorities, concepts and emerging best practices

Conduct ongoing market intelligence gathering and competitive analyses of federal agencies and adjust strategies to maximize profitable sales

Lead strategic account planning and opportunity pursuit decisions based on the client's organizational history, budget cycles, political environment, and procurement patterns

Drive innovation by identifying creative ideas for new service offerings, solution sets, and delivery models for federal clients

Lead ideation sessions with delivery teams to identify refinements to solutions, evaluate strategic partnerships and acquisitions, and make recommendations for expansion of corporate capabilities within the federal sector

Contribute to Telligen’s federal growth strategy and capture planning processes

 

Education:

Four-year degree in business, healthcare administration, public policy, health informatics, or related field required

Experience:

7+ years of progressive experience in selling professional services, advisory services, or managed services to federal agencies, preferably within healthcare, health IT, or health management sectors

Sales Performance:

Proven track record of meeting or exceeding federal sales quotas and building strategic relationships with federal agency executives at the SES/GS-15/O-6+ levels

Federal Marketplace Expertise:

Understanding of federal healthcare marketplace dynamics, federal procurement processes (FAR/DFARS), contract vehicles (IDIQ, GSA Schedule 70/Mission Oriented Business Integrated Services, BPA, OTA, MAC), federal agency missions, appropriations processes, and federal agency organizational structures

Relationship & Influence Skills:

Demonstrated ability to navigate complex federal organizational structures and influence decision-makers at multiple levels

Experience developing and maintaining relationships with federal agency executives, contracting officers, and technical evaluation committees.

Proposal & Capture Management:

Experience leading proposal development processes, capture planning, gate reviews, color team reviews, and opportunity qualification

Understanding of federal evaluation criteria and source selection processes

Federal Health Domain Knowledge:

Understanding of Medicare/Medicaid programs, TRICARE, VHA operations, quality measurement (HEDIS, Stars, CAHPS), value-based care, health equity initiatives, social determinants of health, and federal healthcare regulations

Communication & Executive Presence:

Exceptional oral and written communication skills with demonstrated ability to serve as trusted advisor to C-suite executives

Ability to develop thought leadership content, white papers, and executive briefings

Collaboration:

Proven ability to lead and collaborate with diverse, cross-functional teams including delivery/operations, finance, legal, contracts, and technical staff

Experience managing teaming partner relationships

Strategic & Analytical Thinking:

Strong business acumen with ability to analyze market trends, competitive positioning, and financial implications of opportunities

Strategic thinker with entrepreneurial mindset and comfort with ambiguity

Technology Proficiency:

Advanced proficiency with Salesforce.com or similar CRM platforms, Microsoft Office Suite, and virtual presentation tools

Ability to obtain and maintain Public Trust or Secret clearance preferred