Vice President, Federal Healthcare IT
Ddcdine · Remote
Diné Development Corporation is seeking an accomplished Vice President of Federal Healthcare IT Sales to lead growth, business development, and sales activities across the federal healthcare market. Reporting to the Chief Growth and Strategy Officer, this executive is responsible for developing and executing a comprehensive sales strategy focused on the federal health market, including the Department of War health enterprise, Veterans Affairs, and Health and Human Services operating divisions such as CMS, CDC, NIH, FDA, and his, as well as State/Local agencies.
The ideal candidate has an established record of identifying, qualifying, shaping, capturing, negotiating, and closing complex federal healthcare IT opportunities. This individual will build strategic customer relationships, develop a qualified pipeline, lead account growth, and position the organization for both near term contract awards and long-term expansion.
This position requires an active Secret clearance and U.S. citizenship. Applicants must provide a structured and verifiable record of closed deals that identifies their role in each opportunity, the customer, contract value, solution, procurement vehicle, sales cycle, and business outcome.
REPORTING RELATIONSHIPS
- Reports directly to the Chief Growth and Strategy Officer.
- Serves as a member of the executive leadership team (ELT) and partners closely with capture, proposal, delivery, technical, pricing, finance, contracts, legal, and operating company leadership.
- The Senior Business Development Director and Business Development and Capture Manager, Health IT reports to this position. Those roles lead individual captures from qualification through proposal submission and award. These positions own execution of portfolio strategy, pipeline governance, executive customer relationships, and the personal origination and closing of priority pursuits.
- Provides strategic direction and mentorship to business development, capture, account management, and sales professionals.
DUTIES & RESPONSIBILITIES:
Strategy and Market Growth
- Develop and execute the federal healthcare IT sales strategy in alignment with organizational growth objectives.
- Lead sales, business development, account expansion, and market penetration activities across the Department of War health enterprise, including DHA and PEO DHMS, Veterans Affairs, and Health and Human Services operating divisions such as CMS, CDC, NIH, FDA, and his as well as State/Local agencies
- Evaluate federal budgets, agency priorities, procurement forecasts, contract vehicles, recompetes, new requirements, and relevant market trends.
- Identify and pursue opportunities involving healthcare IT modernization, digital transformation, cloud services, cybersecurity, data analytics, interoperability, systems integration, application development, infrastructure, and professional services.
Pipeline and Opportunity Management
- Build, manage, and continuously evaluate a qualified federal sales pipeline.
- Identify and qualify new business opportunities based on customer needs, available funding, acquisition timelines, competitive positioning, and probability of award.
- Own the full federal sales lifecycle across the portfolio, including opportunity identification, qualification, customer engagement, solution development, capture, proposal support, negotiations, contract award, and account expansion. Personally lead priority pursuits and provide oversight and gate review governance for captures led by the Senior Business Development and Capture Manager, Health IT.
- Shape opportunities before solicitation release by developing customer insight, competitive differentiation, solution positioning, and acquisition strategies.
- Apply disciplined opportunity qualification and pipeline management practices to support reliable forecasting and investment decisions.
- Develop account plans, call plans, opportunity plans, win strategies, competitive assessments, and executive briefings.
- Maintain accurate and timely opportunity data, pipeline status, activity records, probability assessments, revenue forecasts, and supporting documentation in the designated CRM system.
Relationships and Partnerships
- Establish and maintain trusted relationships with senior government executives, program leaders, contracting officials, industry partners, and other federal healthcare stakeholders.
- Identify and cultivate strategic teaming relationships with large businesses, small businesses, original equipment manufacturers, technology providers, and other industry partners.
- Develop and negotiate teaming agreements and partner strategies that strengthen the organization’s position in the federal healthcare market.
- Represent the organization at customer meetings, industry events, conferences, partner engagements, and other federal market activities.
Solutioning and Proposal Support
- Partner with capture, proposal, delivery, technical, pricing, finance, contracts, legal, and executive leadership teams to develop compliant and competitive solutions.
- Collaborate with technical and delivery leaders to ensure proposed solutions are responsive to customer requirements, executable, and aligned with organizational capabilities.
- Support proposal development through solution positioning, executive messaging, customer intelligence, competitive analysis, color team reviews, and oral presentation preparation.
Performance and Governance
- Establish measurable sales goals and key performance indicators and monitor performance against annual bookings and revenue targets.
- Present pipeline health, sales performance, opportunity risks, and recommended actions to the Chief Growth and Strategy Officer and executive leadership.
- Maintain the highest standards of integrity and ensure compliance with federal procurement rules, organizational policies, and applicable laws and regulations.
- Perform other related duties as assigned.
QUALIFICATIONS
- Applicants must be authorized to work in the United States without the need for current or future visa sponsorship.
- Bachelor’s degree in business administration, information technology, healthcare administration, public policy, or a related field.
- Minimum of twelve years of federal government sales, business development, capture, or account growth experience, including at least five years focused on healthcare IT and at least three years at the director level or above.
- Demonstrated federal health market experience, including experience supporting or selling to the Department of War health enterprise such as DHA, Veterans Affairs, or Health and Human Services operating divisions such as CMS, CDC, NIH, FDA, or his and State/Local agencies.
- Active Secret clearance and U.S. citizenship required.
- Documented record of closing complex federal healthcare IT deals and consistently achieving sales, bookings, or revenue goals, including personal ownership of an annual bookings target.
- Demonstrated ability to personally originate, qualify, shape, advance, negotiate, and close federal opportunities.
- Experience developing and executing go to market strategies for federal healthcare customers.
- Strong understanding of the federal acquisition lifecycle, appropriations and budgeting processes, procurement strategies, capture management, proposal development, and contract award processes.
- Knowledge of federal contract vehicles, indefinite delivery and indefinite quantity contracts, government wide acquisition contracts, task order competitions, requests for proposals, requests for information, and other federal procurement methods.
- Ability to build trusted relationships with senior government customers, contracting officials, industry executives, technology partners, and internal stakeholders.
- Experience leading complex, cross functional sales and capture teams in a highly matrixed environment.
- Ability to translate customer missions, operational challenges, and technical requirements into differentiated and executable IT solutions.
- Strong financial and business acumen, including experience with pipeline forecasting, pricing considerations, contract value, profitability, and return on sales investments.
- Excellent executive communication, presentation, negotiation, relationship management, and decision making skills.
- Proficiency with CRM and pipeline management tools and with federal market research platforms such as GovWin, USASpending, SAM.gov, or comparable sources.
- Ability to travel up to 50 percent for customer meetings, conferences, partner engagements, and organizational activities.
- Ability to successfully complete a background investigation and any customer required suitability or credentialing process.
- Frequent domestic travel to customer sites, industry events, and DDC locations, up to 50 percent.
PREFERRED QUALIFICATIONS
- Advanced degree in business administration, information technology, healthcare administration, public health, public policy, or a related discipline.
- Executive leadership experience within a federal IT services, healthcare technology, systems integration, or government contracting organization.
- Established relationships across DHA, , VA, HHS, CMS, CDC, NIH, FDA, IHS, or related federal health IT organizations.
- Experience winning and growing large, complex federal programs as both a prime contractor and a subcontractor.
- Experience selling into small business, 8(a), tribally owned, or Alaska Native Corporation contracting environments, including sole source authority.
- Experience developing strategic partnerships, negotiating teaming arrangements, and building multi company solutions.
- Experience selling healthcare IT modernization, cloud, cybersecurity, artificial intelligence, data analytics, interoperability, digital services, application modernization, or infrastructure solutions.
- Demonstrated success converting customer relationships and market intelligence into qualified opportunities and closed business.
- Familiarity with healthcare security, privacy, compliance, data management, and interoperability considerations in federal environments, including HIPAA, FISMA, FedRAMP, and HITRUST.
CLOSED DEAL SUMMARY REQUIREMENT
Application materials must include a structured closed deal summary, or deal sheet, containing at minimum:
- Customer or federal agency.
- Opportunity or program name.
- Contract award date.
- Total contract value and obligated value, when available.
- Contract type and procurement vehicle.
- Prime contractor or subcontractor status.
- Solution or service sold.
- Length of the sales cycle.
- Candidate’s specific role and personal contribution.
- Capture, teaming, pricing, negotiation, or proposal responsibilities.
- Competitive environment and key differentiators.
- Final award or business outcome.
- Professional reference or other means of verification, subject to confidentiality and applicable restrictions.
Candidates should not include government sensitive, classified, source selection sensitive, proprietary, or employer confidential information in their application materials. Candidates should provide only information they are permitted to disclose, and publicly available award data is acceptable in place of restricted detail.
MEASURES OF SUCCESS: FIRST 12 TO 18 MONTHS
- Establishment of a qualified federal health IT pipeline sized to support the annual bookings target.
- Documented customer, partner, and industry relationships across the Department of War health enterprise, Veterans Affairs, and Health and Human Services operating divisions.
- Reliable forecasting, with pipeline, submission, and win rates reported against plan to the Chief Growth and Strategy Officer.
- Personal origination, negotiation, and closing of new federal health IT business.
- Effective oversight of assigned captures, including bid and no bid discipline, gate reviews, and capture readiness at proposal transition.
- Growth of existing accounts and successful positioning for recompetes and follow on work.