Head of Market Development; National Security

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. That's why we're 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 working from your home office or a client site, we support a flexible work/life integration regardless of your location.
• Top of industry medical, dental, and vision benefits with multiple options to choose from such as an employer-contributed health savings account, infertility coverage, and orthodontia.
• Parental Leave, pet insurance discounts, and a  membership with 3 back-up emergency child or elder care days annually — all available on your first day.
• 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 options to suit technology needs, with a 3-year refresh cycle and a personal-use device option.
• Annual Internet Reimbursement of $25 per month to offset internet costs.
• 3 days of paid professional development per year, including an allowance for registration fees for classes, conferences, or certifications.
• Mindfulness and well-being programs, Head Space membership, access to Talk Space, and mental health coverage through medical plans.

The Head of New Market Development drives Excella's growth into untapped and emerging markets focusing on National Security (DHS, CISA, TSA, FEMA, etc.) 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.

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.
• Develops and manages the pipeline of qualified prospects in line with Excella's overall sales and growth strategy for target accounts to drive demand and meet annual growth targets.
• Actively engage in the decision-making process to select and prioritize new and emerging federal and adjacent market segments aligned with Excella's strategic 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 and agency executives, program managers, and contracting officers across new accounts so that Excella is viewed as a long-term strategic partner and trusted advisor.
• 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 organizational talent as required to serve the customer(s).
• Utilize knowledge of Excella's offerings and understanding of the customer's business to develop customized proposals that present creative solutions.
• Ensure solution value drivers are reflected in the client value proposition of proposals.

Partnership Development & Ecosystem Awareness

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