VP and Account Manager, Aviation

By Light Professional IT Services LLC readies warfighters and federal agencies with technology and systems engineered to connect, protect, and prepare individuals and teams for whatever comes next. Headquartered in McLean, VA, By Light supports defense, civilian, and commercial IT customers worldwide.

Position Overview

By Light is growing our team to extend our value more broadly across the Army, and in this case with extensive focus on Aviation.

The VP and Account Manager, Aviation is responsible for the strategic leadership of assigned opportunities in the Aviation market growth strategy. The qualified candidate must thrive in an environment where they are responsible for the management and execution of the full business development and capture life-cycle across multiple simultaneous pursuits and proposals. We are looking for a highly motivated, detail-oriented, self-directed individual to assist in leading responses of statement of works/objectives and competitive RFP/RFQ/RFI requests. This individual will be expected to collaborate with other team members from business development, operational leadership, and Subject Matter Experts (SMEs) to build and execute call plans to position ByLight for successful pursuits and the submission of competitive proposals. This person will also directly gather, assess, and validate customer requirements, and direct the activities of the extended capture team to develop a winning solution.

Responsibilities

• Understand market trends and technical direction of Aviation in the Army, Marine Corps and other services communicating By Light's value proposition to those customers
• Establish and maintain strong relationships with key aviation customers, with emphasis on Army, Marine Corps, and Special Operations.
• Maintain and execute customer call plans
• Translate customer intelligence into compelling solutions
• Gather, assess, and validation of customer requirements, issues, and risks
• Develop value propositions and identify/develop early win strategies
• Develop and execute capture plans
• Drive all aspects of an opportunity from Identified to Proposal phases
• Collaborate with Account Leads, Project Managers, and SMEs from across the company to bring the full company depth and breadth forward to win
• Plan and participate in opportunity activities, to include white papers, RFIs, sources sought, workshops, industry events, opportunity gate reviews, black hat sessions, collaboration sessions, and proposal color team reviews
• Leadership skills to develop, organize and execute significant account planning, capture, and opportunity execution activities, including building industry teams, assessing win probability, ensuring execution of customer call plans to shape acquisitions in order to respond to and win business with new and existing customers
• Demonstrable understanding of the Government Acquisition process and typical contract types

Required Experience/Qualifications

• Must have been a US military aviator, preferably in rotary aircraft
• Four or more years in Business Development and/or Federal Capture
• Extensive existing relationships with US Military aviation customers, including Army
• Proven track record in developing, capturing and winning large federal opportunities
• Experience moving an opportunity through standard Gate Reviews and leading information gathering to mature opportunities
• An understanding of Information Technologies being deployed in the Federal Space to include Cloud migration and operations, Agile Development, Infrastructure modernization, and Cyber Security
• A thorough understanding of aviation doctrine, direction, and strategies

Special Requirements/Security Clearance

• Ability to obtain and maintain a Secret clearance