Oneida Technical Solutions
  • Verona, NY, USA
  • Competitive Base + Bonus
  • Base + Commission
  • Full Time

Medical, Dental, Vision, 401K w/matching, Paid Time Off (Sick/Vacation) and Holiday Pay


ABOUT ONEIDA TECHNICAL SOLUTIONS

Oneida Technical Solutions, LLC (OTS) is a tribally-owned IT service company certified by the Small Business Administration (SBA) as an 8(a), Small Disadvantaged Business (SDB) and is an active participant in the SBA's 8(a) Business Development program. Headquartered in Oneida, NY, OTS specializes in providing exceptional service for public and private sector clients across network operations, telecommunications, data security, help desk operations, applications management and hosting, logistics and supply-sourcing, as well as technical and non-technical site support services. OTS is an 8(a)-certified business wholly-owned by the Oneida Indian Nation. Leveraging the expertise of its management, and the past performance of its subsidiary and affiliates, Oneida Technical Solutions can deliver all of your IT and Logistics needs.

Members of OTS' management are responsible for oversight of the Oneida Nation's other business enterprises, which include:

  • The award-winning Turning Stone Resort Casino offers world-class gaming, golf, entertainment, dining, spa and accommodations, including IT and site support for:
    • Casino floor with 2,100 electronic slot machines, 83 table games, a 1,300-seat High Stakes Bingo Hall and 20-table Poker Room;
    • Over 700 hotel rooms across four properties, including the AAA Four-Diamond Lodge at Turning Stone, recipient of Cond Nast's "2010 Most Excellent Golf Resort - USA & Canada;"
    • Five (5) golf courses, three of which are championship courses (including the Tom Fazio-designed Atunyote Golf Club, host site of the PGA TOUR's Turning Stone Resort Championship);
    • Two (2) spas, including the industry-renowned Skana Spa;
    • Over twenty (20) food and beverage outlets, including four (4) nightclubs in the "Exit 33" Entertainment Complex;
    • A 5,000-seat Event Center, which has hosted performing artists Mariah Carey, Tim McGraw, The Black Eyed Peas, Toby Keith, KISS, Stevie Wonder, Gwen Stefani, Santana, and many more;
    • An 800-seat cabaret-style Showroom;
    • The Sportsplex at Turning Stone, an indoor golf driving range with forty (40) hitting stations, four (4) indoor tennis courts and two (2) racquetball courts;
  • Indian Country Today Media Network (ICTMN), the first ever all-inclusive media network for American Indians providing essential news and information from Indian Country, a website that currently attracts upwards of 1.5 million unique visitors each month;
  • Thirteen (13) SvOn Convenience stores; a Car Care automotive service center; and three (3) marinas on Oneida Lake;
  • Oneida Nation Government Programs & Services, including the Oneida Nation's federally-recognized, CALEA-accredited Police Department, and the Oneida Nation's IHS Health Clinic.
  • Four Directions, Inc., an award-winning multimedia and government contracting company. 

We are currently seeking a Business Development & Catpture Manager. 

This position will manage the business development process and contract opportunity pipeline for the Oneida Indian Nation's IT federal contracting businesses, while having the responsibility to develop their own pipeline of customers, prospects and contract opportunities.  This position is responsible for winning new business.  The ideal candidate must be a self-starter, willing to work in a dynamic, small business environment, wear several "hats" when needed, and be able to understand and convey the technical services we provide via direct sales and marketing efforts.  Travel required.

 

Duties and Responsibilities:

 

  • Manage a $100M+ qualified pipeline, with near-term, mid-term and long-term opportunities with appropriate win probability.
  • Actively prospects new customers (both federal and commercial) and initiates the sales process; responsible for the entirety of the sales cycle.
  • Work openly and collaboratively with approved teaming partners to pursuit joint work opportunities. Ensure transparency and continuous flow of information to management.
  • Manage opportunity from pursuit decision to contract award by driving the gate review process, regularly briefing management, and working collaboratively with other departments within the organization to complete all necessary tasks.
  • Develop capture plan and strategy.
  • Lead gap analysis. Identify viable teammates or consultants to fill gaps.
  • Develop and own capture strategy throughout opportunity lifecycle.
  • Build and sustain customer relationships.
  • Plan and manage customer interface.
  • Lead competitive analysis, to include Black Hat Reviews. Gather and update intelligence on competitive positioning.
  • Lead price-to-win analysis. Gather intel regarding customer budget and concerns.
  • Coordinate with Program Manager and/or SMEs to develop staffing plan and technical approach. Ensure tasks are adequately completed prior to RFP release.
  • Collaboratively work with Human Resources to proactively recruit key personnel.
  • Oversee transition of capture plan into the proposal management plan.
  • Mentor proposal core team on win strategy, themes and solution.
  • Assists with proposal development and support color team reviews.
  • Successfully capture at least 3 new contracts each year that meet revenue and profitability requirements, and/or help advance strategic initiatives.

 

 Travel Requirements:

30%-50% of the time

Security Requirements:

Clearance Level required at Start Date: N/A

Compensation: Competitive base salary + bonus (TBD)

Minimum Qualifications:

 

  • Bachelor's degree plus 7 or more years of federal contracting experience with sales, capture and business development activities. Specific, relevant experience with a record of success may be accepted in lieu of Bachelor's Degree.
  • Proven success in direct sales efforts to the federal government, within the regulations of the SBA 8(a) Business Development Program.
  • Extensive experience supporting DOD clients such as U.S. Army, U.S. Air Force, and U.S. Navy. Additional experience with federal agencies, a plus.
  • Solid understanding of the SBA's 8(a) Business Development Program and federal small business set-aside programs.
  • Extensive knowledge of sales processes in a DOD environment to include federal acquisition lifecycle, regulations (e.g., FAR), federal budget, etc.
  • Proven experience leading, facilitating, and supporting reviews in the capture process, including bid/no-bid review and Black Hat reviews. Must be able to demonstrate $25+ million or more of contracts won while serving as Capture Manager or Assistant Capture Manager for said contracts.
  • Excellent written and verbal communication skills, including an ability to brief the pipeline and capture plan to all levels of staff and management.
  • Ability to broadly understand and clearly communicate technical work.
  • Excellent computer skills, including Microsoft Office Suite and Internet research. Advanced Microsoft Excel skills a plus. Must be quick learner with new databases, portals, and systems.

 

 

Preferred Abilities and Skills:

  • Customer Service - manages difficult or emotional customer situations; responds promptly to customer needs; solicits customer feedback to improve service; responds to requests for service and assistance; meets commitments.
  • Interpersonal Skills - focuses on solving conflict, not blaming; maintains confidentiality; Listens to others without interrupting; keeps emotions under control; remains open to others' ideas and tries new things.
  • Teamwork - balances team and individual responsibilities; exhibits objectivity and openness to others' views; gives and welcomes feedback; contributes to building apositive team spirit; puts success of team above own interests; able to build morale and group commitments to goals and objectives; supports everyone's efforts to succeed.
  • Business Acumen - understands business implications of decisions; displays orientation to profitability; demonstrates knowledge of market and competition; aligns work with strategic goals.
  • Cost Consciousness - works within approved budget; develops and implements cost saving measures; contributes to profits and revenue; conserves organizational resources.
  • Ethics - treats people with respect; keeps commitments; inspires the trust of others; works with integrity and ethically; upholds organizational values.
  • Strategic Thinking - develops strategies to achieve organizational goals; understands organization's strengths & weaknesses; analyzes market and competition; identifies external threats and opportunities; adapts strategy to changing conditions.
  • Judgment - displays willingness to make decisions; exhibits sound and accurate judgment; supports and explains reasoning for decisions; includes appropriate people in decision-making process; makes timely decisions.
  • Motivation - sets and achieves challenging goals; demonstrates persistence and overcomes obstacles; measures self against standard of excellence; takes calculated risks to accomplish goals.
  • Planning/Organizing - prioritizes and plans work activities; uses time efficiently; plans for additional resources; sets goals and objectives; organizes or schedules other people and their tasks; develops realistic action plans.
  • Professionalism - approaches others in a tactful manner; reacts well under pressure; treats others with respect and consideration regardless of their status or position; accepts responsibility for own actions; follows through on commitments.
  • Quality - demonstrates accuracy and thoroughness; looks for ways to improve and promote quality; applies feedback to improve performance; monitors own work to ensure quality.
  • Quantity - meets productivity standards; completes work in timely manner; strives to increase productivity; works quickly.

                                               

 

Remarks: This job description is intended to be illustrative of the position's duties and should not be construed to be an exhaustive statement of the essential functions of the job.

 

Oneida Technical Solutions
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In Compliance with the ADA Amendments Acts (ADAAA), if you have a disability and would like to request an accommodation in order to apply for a position with our organization,

please call 315-829-8967 or e-mail Heidi.Berger@turningstone.com

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