Job Description
Resultant is a rapidly growing consulting firm specializing in helping clients in the public sector navigate the complex IT, data, and management challenges they face. Our team of experts spans various domains and is made up of former practitioners who have selected Resultant as their professional home because they want to use data to make a difference. These experts provide strategic guidance, innovative solutions, and support to health & human services (HHS) agencies at the state and local level, such as human services, behavioral health, public health, and Medicaid with an overarching goal of delivering impactful solutions that drive public value.
We seek a dynamic and experienced leader to join us as a Business Development Principal responsible for leading account specific strategies and creating expansion opportunities.
As a Business Development Principal for the Public Sector Health & Human Services (HHS) practice, you will leverage your HHS industry experience and expertise to shape and execute business development efforts while being the trusted advisor our clients rely on. We are looking for a proactive team member to position Resultant as a trusted advisor and innovator in existing state and local HHS clients, while also driving expansion into new markets by shaping public sector offerings and services. To achieve these outcomes the Business Development Principal will work closely to complement our delivery resources for the client but does not have any direct delivery responsibility themselves.
Subject matter expertise preference is within the human services or behavioral health domains, but open to expertise in public health or Medicaid, as long as you are willing to work across domains.
Geographic preference is Indianapolis, IN or Denver, CO, but open to remote, as long as you are willing to travel on a regular basis.
Note: Resultant is focused mainly on the state government market, but large local markets are potential targets as well.
- Vision Casting: Continuously cast a compelling vision of the future for our clients, aligning them with how Resultant's capabilities can help them achieve their mission and goals.
- Strategic Contracting: Decide on contract types that best fit the context and be capable of justifying them, facilitating the amendment process internally and with the client.
- Industry Expertise: Maintain a strong understanding of and anticipate emerging trends and external factors affecting the client, staying deeply immersed in the industry with the ability to articulate project impacts to our clients.
- Business Development: Based on a deep understanding of the client's mission and goals, navigate to new types of high-value work (cross-sell), identify opportunities to extend existing project work, and create new offerings based on existing client engagements.
- Client Engagement: Remain informed of how our current work is progressing and how it connects to the client's mission and goals to find ways to extend and expand that work.
- Strategic Pricing and Risk Management: Drive the development and execution of pricing and risk strategies tailored to each client engagement. Ensure that pricing models align with both client expectations and Resultant’s value proposition, while carefully assessing and mitigating potential risks to protect project viability and long-term client relationships. Collaborate closely with internal teams to adapt pricing structures based on client-specific needs, ensuring transparency and value in every proposal.
- Relationship Building: Develop and manage key executive client relationships, acting as a customer advocate and relationship owner, cultivating strong trusted-advisor relationships with clients, and articulating the total value of Resultant as a partner.
- Referrals: Ensure our clients can act as referrals when asked and proactively seek to refer us to peers nationally.
- Long-Term Planning: Maintain a long-term outlook on the client relationship, anticipating client needs and managing a backlog of future projects across client buyers, champions, and participants. Staying ahead of political, policy, and economic trends to maintain a successful client relationship.
- Sales Partnership: Confirm proper hand-off from sales (including client introductions) to delivery teams, partnering with our sales support teams as the go-to person to create account plans and execute sales strategies.
- Outcome Measurement: During the sales cycle, define the means of measuring outcome achievement (Intended Outcomes) to demonstrate the impact of our work.
- Thought Leadership: Promote Resultant's brand at conferences by speaking with our clients at industry events, participating in panels, and fostering national industry involvement through collaborative content like point of view articles, white papers, podcasts, and events.
- Client Understanding: Fully understand the client's mission, including their evolving short and long-term goals, to identify opportunities for growth.