Director, Market Development & Advisory Channels (51)

Director, Market Development & Advisory Channels

Director, Market Development & Advisory Channels (BTA & VC2P) FLSA Status: Exempt Full-Time Location: Remote, US-based

WHO WE ARE:

MGT is a leading provider of technology and advisory solutions serving state, local, and education government agencies (SLED) across the United States. Through client partnerships, MGT's almost 1,200 employees impact communities for good by managing and securing critical networks, solving complex human capital and fiscal problems, elevating education systems, and advancing equity as a performance imperative. MGT partners with thousands of agencies as a trusted advisor delivering solutions that improve technology, operational, and economic performance to help communities thrive.

Founded in 1975, MGT initiated an ambitious restart in 2016, broadening the solutions portfolio to provide the most specialized solutions, tackling the most mission-critical problems that live at the top of the public agency leadership agenda. MGT drives over 20% compound annual organic growth and utilizes programmatic mergers and acquisitions to grow capabilities, attract top talent, and accelerate growth scale. Since 2020, MGT has successfully completed 13 acquisitions, driving over 60% compound annual inorganic growth.

Celebrating its 50th year in 2025, the firm attracts exceptional talent and empowers them to exceed client expectations as they navigate the dynamic demands of the clients we serve. Hear more about MGT's culture in the words of our employees.

WHAT YOU'LL DO:

Director, Market Development & Advisory Channels will lead MGT's BTA (Business Transactional Advisory) and VC2P (Vistria Value Commercial Creation Plan) channels to drive revenue through informed policy, relationship development, and public sector sales. The Director will report to MGT's VP of Market Development & Execution. This role converts early-stage intelligence—funding signals, legislative priorities, and stakeholder access—into qualified pipeline and closed bookings, with an immediate focus on advancing Rural Health Transformation Program (RHTP) opportunities nationwide.

Core Responsibilities

Policy, Funding & Market Intelligence

• Identify and act on buying signals including legislation, appropriations, grants, pre-RFPs, RFPs, and agency priorities.
• Translate policy and funding insights into actionable sales strategies, including timing, positioning, outreach, and target accounts.
• Provide ongoing intelligence on funding pathways, procurement trends, and competitor activity.

Sales Channel Leadership (BTA & VC2P)

• Lead and scale BTA (lobbyist/advisory) and VC2P (board/advisory) channels to generate high-value introductions and sourced pipeline.
• Ensure accountability across established governance, cadence, and performance expectations to drive accountability and results.
• Enable a "political sales" motion leveraging influence networks to accelerate access and trust.

Opportunity Origination, Capture & Close

• Convert introductions, insights, and funding signals into qualified opportunities and bookings.
• Lead early-stage shaping, positioning, and partner alignment through proposal and award.
• Coordinate with proposals and delivery teams to ensure competitive and compliant solutions.

Procurement Activation & Cross-Functional Execution

• Leverage contract vehicles (e.g., GSA, TIPS, OMNIA) to streamline procurement and accelerate deal closure.
• Partner across MGT (SIS, MC, TSG) to align solutions with client needs and drive enterprise sales.
• Coordinate with Portfolio and Operating Group leadership on strategy, pursuits, and execution.

Pipeline Management, Reporting & Strategic Growth

• Own pipeline development, forecasting, and reporting within Salesforce to ensure accuracy and accountability.
• Lead bi-weekly/monthly channel meetings to track progress, refine strategy, and drive performance.
• Serve as a MGT leader for RHTP and expand into additional national programs and funding-driven opportunities.

WHAT YOU'LL BRING:

• Bachelor's degree in public administration, Business, Political Science, Healthcare, or related field
• Eight (8) or more years in public sector sales, government affairs, and public sector consulting
• Experience working with lobbyists, political consultants, and government stakeholders
• Proven ability to convert policy, funding insights, and relationships into pipeline and revenue
• Experience with public sector procurement (RFPs, contract vehicles, cooperative purchasing)
• Strong cross-functional leadership and executive communication skills
• CRM experience (Salesforce preferred) with pipeline management and forecasting

Preferred Qualifications

• Advanced degree (MPA, MBA, MPH, JD, or similar)
• Experience in healthcare or large-scale government-funded programs (e.g., Medicaid, rural health)
• Background in government relations, political consulting, or public service
• Experience with channel-based or partner-driven sales models
• Familiarity with federal/state funding mechanisms (grants, appropriations)
• Experience supporting complex, multi-stakeholder proposals and pursuits

WHAT WE OFFER:

Our world-class work environment encompasses flexible and remote work options, a commitment to equity, and nationally respected teams in management consulting and technology services. We also offer opportunities to make a profound social impact through innovative projects, and professional development opportunities for career growth. Here you can read more about our extensive Employee Value Proposition (EVP).

Specifically, we will offer you a competitive compensation package including:

• Flexible paid time off
• 5% 401K matching program
• Equity opportunities
• Incentive and bonus programs
• Up to 16 weeks of paid parental leave
• Flexible spending accounts

Full-health benefits with base employee coverage fully funded, comprising:

• Medical, dental, and vision coverage
• Life insurance
• Short and long-term disability coverage
• Income protection benefits

MGT Impact Solutions, LLC is an equal opportunity employer. We will not discriminate against any employee or applicant for employment on the basis of race, color, religion, sex, national origin, age, disability, marital status, genetic information, sexual orientation, pregnancy, gender identity, or any other characteristic or class protected by law.

Equal Opportunity Employer This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.