Company Overview:
Guidon Design is a Service-Disabled Veteran-Owned Small Business. We are a leader in sustainable Architecture+Engineering. As multidisciplinary designers, we collaborate to develop creative, cost-effective, and sustainable solutions that help meet our clients’ goals. Our services include Architecture, Interior Design, Sustainability Consulting & Designing, Civil Engineering, Structural Engineering, Mechanical Engineering, Electrical Engineering, and Plumbing Design. Project types include healthcare, government, housing, federal and education facilities. We elevate our communities through the design and development of our projects. Our reputation for design excellence is created by our ability to solve complex challenges with clear solutions, while being responsive to how the space will impact people and their communities. We exist to improve lives and empower people!
Throughout your time with Guidon, you will be provided with the opportunity for hands-on experience in your area of study. In our dynamic, energetic, and fast-paced office environment, you will work right alongside our company leaders to gain valuable knowledge on complex, meaningful, and impactful projects.
Job Purpose:
The VA Market Leader is Guidon’s strategic growth leader for the U.S. Department of Veterans Affairs (VA).
This role develops and executes an agency-specific growth strategy to expand Guidon’s VA presence, strengthen client relationships, grow a qualified pipeline, and meet assigned sales targets. The Director brings deep knowledge of the VA’s mission, structure, programs, funding, facilities portfolio, acquisition approach, contract vehicles, decision-makers, and priorities.
Combining agency expertise, technical credibility, market intelligence, and trusted relationships, the VA Market Leader anticipates client needs, shapes opportunities early, and positions Guidon to win. The role works with Practice Leaders, Marketing, Client Development, Operations, and technical experts to align VA needs with Guidon’s capabilities and develop effective capture, teaming, and pursuit strategies.
This is a client-facing growth role. The Market Leader brings technical credibility to VA client conversations. Success is measured by VA sales performance, qualified pipeline growth, strategic relationships, early positioning, and pursuit outcomes. The role supports project performance including project delivery, staffing, QA/QC, as performed by the Guidon team. A key goal is the expansion of Guidon’s VA market/footprint.
Qualifications:
- Bachelor’s degree in architecture, engineering, construction, business, healthcare administration, or a related field; equivalent experience within the federal A/E industry will also be considered.
- 10+ years serving federal clients in the A/E, design, construction, healthcare, or professional services market, with demonstrated success growing business and building trusted client relationships.
- Deep knowledge of the VA’s mission, organization, healthcare and facilities programs, capital planning, funding priorities, acquisition processes, and decision-making environment.
- Technical expertise that supports credible, value-added conversations with VA leaders, facility stakeholders, end users, contracting officials, and industry partners.
- Proven ability to achieve sales goals, grow a qualified pipeline, shape opportunities, develop capture strategies, and contribute to pursuit wins.
- Strong working knowledge of federal procurement, including FAR requirements, IDIQs, MATOCs/MACCs, task orders, and other A/E contract vehicles.
- Established VA and federal market network, including relationships with clients, primes, teaming partners, consultants, and industry organizations.
- Experience identifying and shaping opportunities before solicitation through client engagement, market intelligence, capture planning, teaming, positioning, and pursuit strategy.
- Ability to translate VA budgets, priorities, forecasts, capital plans, and client insight into clear growth strategies and actions.
- Strong communication and presentation skills, with the executive presence to represent Guidon confidently with senior VA clients and external stakeholders.
- Ability and willingness to travel as needed to build relationships, engage clients, participate in industry events, and advance Guidon’s VA growth strategy.
Skills/Qualities:
- Agency Expert: Maintains deep, current VA knowledge and understands how the agency’s mission, programs, funding, acquisitions, relationships, and facilities priorities create opportunity.
- Growth Leader: Owns assigned VA sales targets and qualified pipeline growth and turns strategy into measurable results.
- Seller and Trusted Advisor: Builds genuine client relationships, identifies needs and opportunities, and positions Guidon as a credible, valuable resource.
- Technically Credible: Applies relevant expertise to clarify client needs, strengthen positioning, and create value without owning project delivery.
- Strategic Thinker: Connects client needs, market direction, contract vehicles, partnerships, and Guidon’s capabilities to determine where and how the firm can win.
- Collaborative Leader: Aligns Practice Leaders, Marketing, Client Development, Operations, and technical experts around client needs, growth priorities, and pursuit strategies.
- Business-Minded: Uses sound judgment when evaluating pursuits, partnerships, investments, and firm resources.
- Influential Communicator: Represents Guidon with confidence and credibility and creates alignment without direct authority.
- Enterprise Contributor: Shares relationships, knowledge, and opportunities to strengthen the broader organization.
Responsibilities:
- Own VA Market Growth
- Develop and execute Guidon’s VA growth strategy. Maintain accountability for annual sales targets, qualified pipeline growth, client expansion, and market positioning. Monitor performance, identify gaps, and lead corrective actions.
- Be the VA Expert
- Serve as one of Guidon’s VA subject matter experts. Maintain deep knowledge of agency leadership, organizational structure, programs, budgets, capital plans, acquisition forecasts, contract vehicles, facility priorities, and emerging needs. Translate that knowledge into actionable direction for leadership and pursuit teams.
- Build Strategic Client Relationships
- Establish and maintain trusted relationships with VA leaders, program managers, facility stakeholders, end users, contracting officials, and key influencers. Remain engaged between pursuits and position Guidon as a valued advisor.
- Develop Pipeline and Create Opportunity
- Identify, influence, and shape opportunities before procurement. Build and maintain a healthy, qualified VA pipeline that supports sales targets and reflects realistic timing, value, probability, and next actions.
- Position Guidon to Win
- Partner with Practice Leaders, Marketing, Client Development, Operations, and technical experts to develop capture plans, win strategies, differentiators, teaming approaches, and go/no-go recommendations for priority VA pursuits. Ensure client insight and agency knowledge inform decisions.
- Leverage Technical Expertise
- Use technical knowledge to strengthen client conversations, clarify needs, offer relevant insight, and connect VA stakeholders with Guidon experts. Provide value as a technically credible growth leader without owning project delivery.
- Build Strategic Partnerships
- Develop relationships with primes, teaming partners, consultants, and industry organizations that expand access, complement Guidon’s capabilities, and strengthen its VA position.
- Make Contract Vehicles Matter
- Understand how current and potential contract vehicles support VA growth. Create opportunity through existing vehicles and recommend additional access when supported by client demand and market strategy.
- Bring the Outside In
- Share client intelligence, acquisition insight, competitive information, and emerging opportunities with the people inside Guidon who can act on them. Keep CRM and pipeline information accurate, current, and useful.
- Represent Guidon Well
- Serve as a visible, credible ambassador with VA clients and across the federal industry. Participate in the meetings, events, organizations, and relationships that strengthen Guidon’s reputation and long-term position.
Evaluation Metrics:
Guidon has established four Core Behaviors that all Team Members are expected to uphold. These expectations are clearly define and encompass the following areas:
- Wash the Dishes
- Does what is needed to move Guidon forward, even when it falls outside a neatly defined lane. Shares relationships, information, and opportunities rather than protecting them. Puts the success of the firm ahead of individual ownership or recognition and is willing to jump in when the team needs help.
- Follow-Up on Commitments
- Does what they say they will do. Maintains relationships between pursuits, closes loops, keeps people informed, and follows through consistently. Builds credibility with clients, partners, and teammates by being someone they know they can count on.
- Solve Problems Proactively
- Doesn't wait for an RFP, a client issue, or a market shift to tell us what to do next. Pays attention to what is changing, anticipates what it could mean for Guidon, and brings forward ideas and recommendations early. Helps the organization stay ahead rather than react.
- Lead Through Listening
- Listens for more than the immediate ask. Seeks to understand what clients are trying to accomplish, where they are struggling, and what may be coming next. Brings the same curiosity internally, listening to our technical experts and leaders before determining where Guidon has the greatest opportunity to add value.
Professional Development, Technical Education & Training:
- Establish annual education and training plans and goals for self.
- Meet or exceed professional standards of work.
- Actively pursue personal continuing education.
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