Vice President of Federal Government Sales

Granite Background & History

Granite is one of the premier communications services provider to businesses across the United States and Canada. We provide exceptional customized service with an emphasis on reliability and outstanding customer support and our customers include over 85 of the Fortune 100. Granite has over $1.4 billion in revenue with more than 2,000 employees and is headquartered in Quincy, MA just off I-93 and directly next to the North Quincy T Station on the Red Line. Our mission is to be the leading telecommunications company wherever we offer services as well as provide an environment where the value of each individual is recognized and where each person has the opportunity to further their growth and achieve success.

Granite has been recognized by the Boston Business Journal as one of the “Healthiest Companies” in Massachusetts. Our Quincy office has an onsite dining facility and a fully equipped state of the art gym that offers daily Cross Fit, Mixed Martial Arts, and Yoga classes available to employees at zero cost.

Granite’s philanthropy is unparalleled with over $200 million in donations to organizations such as Dana Farber Cancer Institute, The ALS Foundation and the Alzheimer’s Association to name a few.

We have been rated a “Fastest Growing Companies” by Inc. Magazine past ten consecutive years in a row (2007-2016).

If you are a highly motivated individual who wants to grow your career with a fast paced and progressive company, Granite has countless opportunities for you.

EOE/M/F/Vets/Disabled

General Summary of Position:

The Granite Government Team is a dynamic group engaged in a wide variety of projects at many levels of the organization. The Government Sales / Business Development VP position is an integral part of that environment where practicality, communication and collegiality are necessary components.

The Government Sales / Business Development VP will be responsible for pursuing and securing new federal government business opportunities. The position requires a team player with good written and verbal communication, sales management, leadership, and relationship building skills.

Duties and Responsibilities:

This position will oversee and shape Granite’s federal government sector sales and business development, setting strategies and overseeing execution to maximize sales and margins, support and promote the brand(s), and maintain optimal relationships with customers.

Major responsibilities include:

• Manage and lead a team centered on strategic customer relationship development and identification and pursuit of sales opportunities under a variety of contract vehicles, including large, multi-award IDIQ contract vehicles.
• Develop strategy to focus Federal BD efforts on the highest probability win opportunities.
• Demonstrate an excellent understanding of Federal Acquisition Regulations, other applicable regulations, and industry specific telecommunications matters to ensure accurate and effective communication with prospective and current customers.
• Develop and manage a high-quality, detailed sales pipeline for year-over-year growth.
• Develop and maintain strong customer relationships to identify customer objectives, priorities and requirements and to position Granite as a telecommunications industry leader.
• Ensure schedules and performance standards are realistically set and strategic milestones are attained.
• Ensure the team’s conformance to Granite corporate-culture and standards.
• Train and manage a diverse team serving the sales and business development roles for Granite’s government business.
• Manage the business intelligence function focused on government telecommunications industry trends, new product and service demands.
• Identify teaming opportunities with other contractors including small disadvantaged business with complementary products and services.
• Support the proposal development process by providing customer insights and competitive insights.
• Know and assist in driving the top pursuits / deals in the pipeline each month.
• Responsible for each Government Sales / Business Development individual and the reflection or impact they have on the Granite Brand.
• Responsible for adhering to and enthusiastically driving Granite initiatives, including the coaching of a solution sales methodology, the selling of all Granite services on contract vehicles, 100% adoption of SFDC and the positive development of each Federal Sales and Business Development team member.
• Attract, develop and retain talent; create appropriate succession plans

Required Qualifications:

• Bachelor’s degree or higher, preferably in business, marketing, or related field or a technical field such as engineering.
• Minimum of 10 years business development and project/capture experience in government contracting and acquisitions; five or more years of experience in the telecommunications industry.
• Experience in the government proposal process and working knowledge of the Federal Acquisition Regulations and other applicable regulations.
• Experience with the General Services Administration schedules program and multi-award IDIQ contracts.
• Excellent organizational skills and attention to detail, demonstrated management and supervisory skills.
• Ability to work independently, multitask and coordinate activities across a range of functional areas.
• Must be able to thrive in a high pressure, fast paced work environment with strict deadlines.
• Strong communication skills, including comfortable presenting to senior executives.
• Strong computer skills, including Microsoft Office Suite (Excel, PowerPoint, MS Office, Word).
• Professional and confident while striking a balance with humility. Flexible “can do” approach.
• Existing relationships with government entities.
• Working knowledge of the government telecommunications industry.
• Experience leading BD/Capture efforts to secure a contract award.
• Prior experience with telecommunications services.
• Ability to obtain and maintain a security clearance.
• Familiarity with large telecommunications contract vehicles, such as EIS, Networx, WITS.