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Business Development Director – Government, Allonnia, Boston, MA

Company Description & Purpose

Allonnia is a newly launched technology company focused on using biology to unlock the potential in waste. Allonnia is backed by Battelle, Ginkgo Bioworks, Viking Global, General Atlantic, Evok, and Cascade Investments. Allonnia is finding new answers to the growing challenge of waste remediation and upcycling enabled by Ginkgo Bioworks’ advanced synthetic biology capabilities.

Allonnia’s purpose is to create transformative solutions for a waste-free world through leveraging the power of   biotechnology and engineering systems that degrade pollutants and upcycle waste.

Mission of the Position

The mission of the role is to develop and execute a government strategy that contribute to delivering $500M in revenue by 2030 by 1) identifying the pipeline of relevant government bids that will achieve Allonnia targets 2) deeply understanding the federal bid and budget process including line item funding 3) managing and coordinating the process from submission through award 4) leveraging current network and building strategic relationships with influencers, government representatives, academic researchers and additional teaming partners that lead to partnerships and revenue

Key Criteria/Requirements

  • Undergraduate degree; master’s degree or PhD in science or technical field a plus
  • 5-10+ years experience in US Government business development identifying and capturing science & technology opportunities within the DoD, DOE, EPA, NASA, USACE, ARPA agencies, USAF, US Army, US Navy
  • Boston-based preferred though strong candidates in other areas with proximity to Washington DC will be considered
  • Proven track record developing large government proposals and winning federal grants; line item funding a plus
  • Existing network of government relationships in DoD, DOE, EPA, NASA, USACE, ARPA agencies, USAF, US Army, US Navy and other federal agencies
  • Knowledge of competitors in the market and experience doing competitive assessments
  • Experience with complex deal structures
  • Experience with tracking and reporting for government projects
  • Ability to work effectively with cross-functional teams
  • Organized and robust project management skills
  • Good communication skills (written and oral); ability to simplify the complex; ability to translate technical concepts into simple terms
  • Willing to challenge others/critical thinking

Responsibilities & Measurable Accountabilities

Outcomes/What success looks like
Government Strategy
  • Collaborate with Allonnia’s executive leadership team to refine US Government strategy
  • Clearly documented government strategy with 5-year financial goals by funding source that Allonnia leadership is aligned to
Execution Planning ·         Detailed & documented execution project plan for achieving $2M in revenue in 2022 and $5M in revenue in 2023 through government funding
Build and Maintain Pipeline of Bid Opportunities ·         Build and maintain a robust funnel of leads and deals where Allonnia is uniquely positioned to win a share and is capable of achieving goals

·         Qualified leads and deals are logged in HubSpot

·         8+ deals in HubSpot with probability values that exceed targets

·         Target bids have documented risks

Build Allonnia Brand Recognition and Relationships with Federal Agencies, Academics, Influencers, and Teaming Partners ·         Develop, maintain, and grow an extensive network of relationships with federal agencies that are potential Allonnia customers

·         Develop, maintain, and grow an extensive network of relationships with potential teaming partners including academics

·         All interactions logged in HubSpot

  • Annually, craft 2+ relevant white papers and pitches aimed at government leadership to position Allonnia for bids
Bid Proposal Management & Submissions ·         Submit steady stream of bid proposals (2 per quarter)

·         Scout and coordinate the selection of proposal team member organizations (strategic partners, sub-contractors, universities, etc.) to ensure the program objectives and capabilities are scoped and able to be delivered

·         Leading capture teams to establish overall proposal strategies and themes which clearly differentiate Allonnia from other potential providers and communicates the value created for the customer by the chosen approach

·         Conduct competitive assessment and track proposal winners and trends

  • Lead proposal development for U.S. Government solicitations such as RFPs, BAAs, FOAs, etc.
  • Work across Allonnia to ensure all parts of the organization are aligned during the business development process
Project Management ·         Oversee and track the progress of projects and their execution to ensure high quality and timely deliverables

·         Manage 3 projects at the same time

·         Achieve key milestones on time and on budget for each project

·         Appropriate project reporting completed on time

Legislative Initiatives ·         Development of effective legislative initiatives to support business strategies and plans
Communication ·         Develop cadence and clear communication of progress on bid proposals and awarded projects

·         Embrace transparency; communicate early and often even for bad news

·         Consistent and clear communication to Allonnia team

·         Consistent and clear communication of expectations to proposal team partners

·         Demonstrate good written and oral communication skills for white papers and proposals

Debrief & Learning ·         Conduct win/loss debrief on all bid submissions upon completion (or at critical phases)

·         Debrief summary and learnings will documented and shared

Allonnia Core Values

Purposeful Committing to work on the right things as individuals and as a company, making a difference every day
Entrepreneurial Working with passion and curiosity to learn every day, creatively delivering results to the world
Transparent Fostering a high trust environment that embraces constructive debate, achieving success together

Key Competencies

  • Integrity
  • Customer Focus
  • Analysis Skills
  • Conceptual Ability
  • Tenacity
  • Resourcefulness/Initiative
  • Energetic
  • Independence
  • Organization/Planning
  • Excellence
  • Poised under pressure
  • Self-aware
  • Enthusiasm
  • Creates favorable first impression
  • Communications – Oral
  • Communications – Written
  • Political savvy

Apply now: https://www.allonnia.com/careers.html

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