Senior Director, Federal Business Development Manager

C3.ai, Inc. (NYSE:AI) is a leading Enterprise AI software provider for accelerating digital transformation. The proven C3 AI Platform provides comprehensive services to build enterprise-scale AI applications more efficiently and cost-effectively than alternative approaches. The C3 AI Platform supports the value chain in any industry with prebuilt, configurable, high-value AI applications for reliability, fraud detection, sensor network health, supply network optimization, energy management, anti-money laundering, and customer engagement. Learn more at: C3 AI

C3 AI is hiring a Senior Business Development Manager responsible for driving C3 AI Federal business development and execution for long-range strategic opportunities (12-18-month forecast). This includes initiation, formation, or furtherance of strategic partnerships to win significant opportunities and to strategically grow C3 AI's DoD, Intelligence Community, Federal Law Enforcement, or Federal Civilian sector related business. The main goal is to generate more revenue for the company. Will work in support of client account managers to identify, develop, and secure new business opportunities.

As a Senior Business Development Manager, you will work collaboratively with business development colleagues, the Federal Sales Team, AI Solutions, senior leadership, client project managers, Marketing, Alliances, and subject matter experts to generate innovative sales ideas for the Federal market. This includes new sales strategies, sales pitches, marketing collateral, and business plans to win new business.

We seek motivated individuals with a hard work ethic, sound judgment, strong critical thinking skills, and a track record of achievement. You will receive a highly competitive salary, commission, equity, and excellent benefits. In addition to strategic sales training, you will be supported by senior management and mentors to help ensure your success.

Candidates should be able to help grow C3 AI's business and market share in the Federal government. This includes expanding existing accounts and securing new accounts to drive measurable results that benefit our business. Additionally, candidates will collaborate with C3 AI's pre-sales team to develop successful business development solutions. Candidates should possess technical fluency in one or more of the following areas: AI, machine learning, operations research, engineering, or computer science.

Responsibilities:

• Develop and implement effective long-term business strategies for identifying, pursuing, and securing new business opportunities, focusing on understanding customer needs and positioning our offerings competitively.

• Lead the development of targeted capture strategies for specific opportunities, including formulating win themes, executive summaries, unique differentiators, and team formation and negotiation of workshare agreements.

• Conduct analyses to identify teaming gaps and analysis.

• Leads the capture process effort for a pre-identified business opportunity.

• Regularly prepares and presents sales initiatives, recommendations (i.e., go/no-go decision presentations), and sales outcomes to senior management/executives across multiple areas of the organization.

• Evaluate potential opportunities against specific criteria to determine their viability and alignment with the company's strategic goals. This involves assessing market demand, competitive landscape, our capabilities to deliver, and our win probability.

• Analyze and interpret data from the sales pipeline to identify trends and make informed decisions about prioritizing business development efforts. This may include analyzing win/loss rates, average deal size, and time to close to improve the effectiveness of the BD strategy.

• Develop comprehensive business cases for potential opportunities, including cost-benefit analysis, risk assessment, risk mitigation strategies, and ROI projections.

• Conduct in-depth research and analysis to anticipate future needs and requirements of existing and potential customers. Use this information to guide strategic planning, ensuring the company is well-positioned to meet these needs by developing new solutions or adapting existing offerings.

• Price-to-Win analysis.

• Work with all areas of the company as required to resource and support the technical and management solutions.

• Conduct post-RFP reviews for all business opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions.

• Responsible for identifying, shaping, and winning opportunities with a contract value of over $50M within 18 months.

• Focuses on building a pipeline for 6+ quarters into the future, qualifying opportunities well in advance to allow for shaping, creating, and nurturing customer relationships for continued growth.

• Partners with Federal Portfolio leadership to align strategic planning and linking pursuits/capture activities to strategic business development goals.

• Navigate complex Federal agency procurement requirements to match C3 AI solutions to crucial business opportunities.

• Attend industry conferences or events as required.

Qualifications:

• Bachelor's degree with a minimum of eight years of professional experience or a Master's degree with six years of professional experience, preferably supporting federal clients.

• Minimum of four years of demonstrated success in capture management and business development, including building capture plans and winning competitively solicited federal government contracts.

• Strong analytical and communication skills, with a proven ability to engage senior decision-makers and deliver client-ready materials under tight deadlines.

• Extensive knowledge of the Business Development/ Capture lifecycle, federal acquisition regulations, and budgeting processes, coupled with a solid understanding of the DoD, Federal Law Enforcement, Federal Civilian Agencies, or the Intelligence Community.

• Proven track record of sales growth, including project management, problem-solving, and critical thinking abilities.

• Goal-oriented and adept at working both independently and as part of a team, with outstanding interpersonal skills and a talent for negotiation

• Experience in and a strong understanding of technical domains such as Cyber, AI, and Machine Learning is highly favorable.

• Willingness to relocate to Washington DC Metropolitan Area

C3 AI provides excellent benefits and a competitive compensation package.

Candidates must be authorized to work in the United States without the need for current or future company sponsorship.

C3 AI is proud to be an Equal Opportunity and Affirmative Action Employer. We do not discriminate on the basis of any legally protected characteristics, including disabled and veteran status.