Head of Market Development

Overview

Excella is a transformative technology firm that helps organizations unlock new possibilities. We believe the key to helping clients challenge the status quo and reach new heights lies in our talented people. We are committed to developing talent and providing opportunities for career growth at every stage. Join our collaborative team dedicated to solving complex problems with sustainable solutions while building your future as a leader.

At Excella, you're empowered to make lasting impact, turning today's challenges into tomorrow's mission successes.

• Workplace locations look different for everyone. Excellians are a distributed workforce and whether you're home-based or on a client site, we support a flexible work/life integration regardless of location.
• Top of industry medical, dental, and vision benefits with options such as an employer-contributed health savings account, infertility coverage, and orthodontia.
• 8 weeks of Parental Leave, discounted pet insurance, and a  membership with 3 back-up emergency child or elder care days annually.
• Starting day one, every employee is bonus eligible and receives 15 days of paid vacation, 6 federal holidays, and 4 floating holidays.
• TechEleX program provides multiple options to suit technology needs, with deployment of devices and a three-year refresh cycle.
• Annual Internet Reimbursement benefit of $25 per month to offset internet costs.
• 3 days of paid professional development every year, including an allowance for registration fees for classes, conferences, or certifications.
• Mindfulness and well-being options including Head Space membership, Talk Space access, and mental health coverage.

The Head of New Market Development drives Excella's growth into untapped and emerging markets by identifying, cultivating, and converting new client relationships. This role is responsible for door-opening and early opportunity engagement, positioning Excella's solutions and capabilities in new agencies and market segments to generate qualified leads and expand Excella's federal and adjacent market footprint.

The Head of New Market Development serves as a connector and relationship builder, developing a deep understanding of client missions, problems and opportunities and aligning Excella's offerings and differentiators to those client needs. This role builds understanding of competitor positioning and the teaming ecosystem across target markets. In addition to initiating conversations with decision-makers, this role proactively identifies opportunities, potential teaming partners, differentiators, and summarizes market dynamics.

The Head of New Market Development partners closely with other members of the Strategic Solutions and Growth team, senior leaders across Excella, Engagement leaders, and Marketing to shape Excella's positioning and initiate conversations with decision-makers that create future business opportunities.

Target Account Development & Growth Strategy

• Conduct market, competitor, and partner ecosystem analyses to uncover mission needs, entry points, and teaming opportunities within assigned account targets.
• Assess the brand value and market reputation of competitors to inform Excella's positioning and messaging.
• Develop market-entry plans and targeted campaigns that expand Excella's footprint in high-potential areas, including detailed, actionable account plans.
• Develop and manage the pipeline of qualified prospects in line with Excella's overall sales and growth strategy for target accounts.
• Actively engage in the decision-making process to select and prioritize new federal and adjacent market segments aligned with Excella's growth priorities.
• Engage and leverage the full Excella team to drive business development.

Client Relationship Building & Opportunity Cultivation

• Serve as Excella's first point of contact for new market outreach and relationship initiation within assigned target accounts.
• Build and nurture trusted relationships with new market departments, agency executives, program managers, and contracting officers to position Excella as a long-term strategic partner.
• Maintain active engagement through follow-up, industry events, and tailored communication to sustain momentum and credibility.
• Lead introductory meetings and briefings focusing on client challenges and pain points.
• Develop a deep understanding of the client's business issues and tap Excella's capabilities to serve the customer.
• Develop customized proposals that present creative solutions showcasing Excella's offerings.
• Ensure solution value drivers are reflected in the client value proposition of proposals.

Partnership Development & Ecosystem Awareness

• Identify and cultivate relationships with potential teaming partners, including primes, small businesses, and specialized firms.
• Collaborate with internal teams to assess strategic fit, partner capabilities, and win themes.
• Monitor competitor activities and market shifts to keep Excella's leadership…