Director of Business Development, US Navy and Marine Corps


For more than 120 years, Janes has been the trusted agency for global open-source Intelligence, supplying our national security, defense, intelligence and industry customers with timely, verified, validated, unbiased and relevant intelligence in a world crowded with increasingly unreliable information. 

 Position Summary:

As we plan the next phase of our growth under new ownership, Janes seeks a Director of Business Development to focus on developing and executing comprehensive business development engagement strategies to accelerate the adoption of our solutions throughout the Department of Defense. This executive will focus on developing senior relationships across the DoD with specific emphasis on the Navy and USMC. The BD Director will work collaboratively and transparently with Jane’s regional sales leadership and other DoD account leads to ensure alignment between core business priorities, business development goals, and “go to market” strategies. Additionally, they will be responsible for scaling the business and providing organizational and mission credibility within target customer markets. 


The BD Director will join the existing Janes team of account executives focused on North America’s defense and national security customers, and will be responsible for executing against BD goals with respect to generating new business opportunities. Specifically, this will involve qualifying and disqualifying new business opportunities, identifying, interrogating and shaping customer needs and requirements, delivering Janes point-of-view dialogues at executive level, learning and internalizing customer decision processes and cadences, creating and maintaining strategic account plans, maintaining accurate forecasts, delivering solution presentations to key customers, developing proposals, negotiating contracts, proactively managing key customers, creating close plans for forecasted business, closing business in a timely manner, and fully comprehending the Janes unique value proposition.

More specifically, the Director will:

  • Work with existing DoD account directors and executives to refine and scale the current go to market strategy for the DoD, related agencies and intelligence community;
  • Contribute to the building of a strategic business development engagement plan for the Janes DoD business.
  • Facilitate senior meetings between Janes executives and key customer stakeholders, including DoD strategic leadership, mission owners, and military department leadership; and
  • Be responsible and accountable for driving revenue growth across the target market portfolio to including identification of revenue drivers and metrics to focus on increasing account volume, profit and penetration.
  • Understand the solution sales cycle and challenges, including competitor positioning and strategies, and leveraging this knowledge to hone and articulate sales strategies and activities
  • Work with all relevant internal stakeholders (including Marketing, Product Management, Professional Services colleagues, and SMEs) to use customer feedback and analytical insights in the formation of new products/solutions.


Candidate Profile:

The ideal candidate will be an established and seasoned sales professional who has demonstrable experience and success engaging with and securing access to key decision makers and influencers within the Navy and USMC agencies and entities in the US by offering a unique value proposition, delivering solutions and selling products. Candidates must have strong closing skills, be willing to prospect, work well with minimal supervision, be highly motivated, be effective at building relationships, have keen listening skills, have the ability to ask probing, relevant and strategic questions, be assertive but not aggressive, and have outstanding interpersonal skills.

Extensive and deep knowledge of the North America intelligence, national security and defense establishment, as well as relevant and current professional contacts within these agencies, are essential for the successful candidate to success in this role.


Required experience:

  • A minimum of 5 years’ hands-on sales experience, with demonstrated success in closing large and complex sales through market and customer knowledge, negotiation and relationship-building skills;
  • Demonstrated experience developing and implementing strategies for sales growth that capitalize on and respond to specific customer environments, as well as experience leveraging partner and other relationships to deliver creative solutions and approaches;
  • Demonstrated ability to adapt and leverage products, services and operations to effectively compete in competitive markets;
  • Experience with and deep knowledge of the DoD procurement process;
  • Deep knowledge of DoD, national security and intelligence community mission priorities and support requirements;
  • Excellent oral and written communication skills;
  • Proficiency with MS applications required (Excel, Word and PowerPoint);
  • Experience using SalesForce;
  • BA or equivalent in relevant field;
  • Motivated and urgent self-starter.
  • A minimum of 10 years’ sales experience, in information and insight solution sales into intelligence, national security and/or defense customers;
  • Prior active duty or civilian service with the DoD, related agencies or intelligence community
  • Security Clearance


Preferred experience;

  • A minimum of 10 years’ sales experience, in information and insight solution sales into intelligence, national security and/or defense customers;
  • Prior active duty or civilian service with the DoD, related agencies or intelligence community
  • Security Clearance


Up to 20% of the time


For successful candidates, Janes provides a supportive, stretching and dynamic environment with the ability for you to grow rapidly both personally and professionally.  

We value diversity at Janes and are committed to equal opportunities and creating an inclusive environment for all our colleagues. We welcome applicants regardless of ethnic origin, national origin, gender, race, colour, religious beliefs, disability, sexual orientation and age. 

Or, know someone who would be a perfect fit? Let them know!

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