Manager, Strategic Solutions – Army; ITES-Sales & Capture Manager

BACKGROUND

NCS has been providing product-based IT service solutions to Federal, military, and commercial customers since our inception in 1996. These solutions center on a wide range of hardware from end user devices, to rugged mobile computers for field operations, and networking, compute, GPU, and storage equipment for integration into military platforms. Over the years, NCS built up a substantial integration, manufacturing, quality, and logistics infrastructure.

We also developed and refined robust business practices to compete effectively in the markets that we focus on; e.g., Federal civilian agencies, all three branches of the military, the Federal System Integrator community serving them, and private enterprises.

We have recently received a U.S. Army ITES-4H contract award. Together with ADMC-3 and a CHS-6 sub-contract, we now have a portfolio of contracts to pursue different types of business with the Army including reselling end user devices and enterprise equipment, providing multi-OEM system integration services, and modifying/adapting COTS IT hardware for tactical deployment. We thus are now seeking a strong, capable and enthusiastic individual to fill the position of Manager, Strategic Solutions to pursue business with the Army under this contract and in alignment with our Go To Market Strategy.

The Manager will be a member of the DoD Strategic Solutions sales team and will report to its Director. The team itself is a part of the Client and Enterprise Solution Group. The Individual will be responsible for implementing our Go To Market Strategy by promoting product and service solutions that are relevant to the DoD market. This individual will mainly focus on ITES-4H opportunities.

However, if an opportunity leads to ADMC-3 or CHS-6, he/she will also be expected to pursue them vigorously.

• Study the NCS Go To Market Strategy, formulate a plan, define objectives, obtain buy‑ins from leadership and peers, and implement it to search for new opportunities that will eventually emerge on ITES-4H and, in some cases, ADMC-3 or CHS-6 as mentioned above.
• Immerse in and learn about NCS and the uniqueness of our business as much possible in the shortest amount of time by engaging in conversations and interactions with colleagues, OEM & business partners, and customers to be able to develop a keen understanding of each and every element of our value proposition including:
  • Knowledge of the ecosystem of the industry
  • Relationships with key players in the industry
  • Business, financial, technical, engineering, integration, and logistic service capabilities
  • Small business corporate status of NCS as a differentiator
  • Keen understanding of NCS' responsibilities, obligations, and rights under the ITES-4H

• Rely on personal connections, business contacts and methodical research to look across the entire Army to identify and develop new or growth opportunities for NCS to prime or subcontract under teaming agreements as appropriate.
• Prioritize opportunities that require complex solutions to be developed that involve multiple OEMs' hardware, software, and NCS' system integration service.
• Develop, manage, and maintain a pipeline of opportunities that are viable for NCS to pursue from perspective of eligibility, competence, and competitiveness.
• Influence customers' technical and business requirements and how they apply acquisition regulations to create the most favorable conditions for NCS to win; e.g., customer taking certain policies and contracting actions that measurably further differentiate our solutions from those of our competitors.
• Develop and maintain close working relationships with OEM, FSI, and VAR business development and sales teams, contribute to and follow their footprint to learn what programs/projects they are trying to capture, understand their needs and challenges, and rely on NCS' value propositions to help them differentiate their solutions from those of their competitors.
• Develop and maintain relationships with customers (whom the OEMs, FSIs, and VARs may also target) to gain an understanding of what they need. Determine…