Overview:

The Head of New Market Development drives Excella’s growth into untapped and emerging markets focusing on National Security (DHS, CISA, TSA, FEMA, etc.) by identifying, cultivating, and converting new client relationships. This role is responsible for door-opening and early opportunity engagement—positioning Excella’s solutions and capabilities in new agencies and market segments to generate qualified leads and expand Excella’s federal and adjacent market footprint.

The Head of New Market Development serves as a connector and relationship builder, developing a deep understanding of client missions, problems and opportunities and aligns Excella’s offerings and differentiators to those client needs. In addition, the Head of New Market Development will build an understanding of competitor positioning, and the teaming ecosystem across their assigned target markets. In addition to initiating conversations with decision-makers, this role proactively identifies opportunities, potential teaming partners, differentiators, and summarizes market dynamics. The Head of New Market Developmentserves as a connector and relationship builder, partnering closely with other members of the Strategic Solutions and Growth team, senior leaders across Excella, Engagement leaders, and Marketing to shape Excella’s positioning and initiate conversations with decision-makers that create future business opportunities.

Responsibilities:

Target Account Development & Growth Strategy

• Conduct market, competitor, and partner ecosystem analyses to uncover mission needs, entry points, and teaming opportunities within assigned account targets.
• Assess the brand value and market reputation of competitors to inform Excella’s positioning and messaging.
• Develop of market-entry plans and targeted campaigns that expand Excella’s footprint in high-potential areas to include the developed of detailed, actionable account plans.
• Develops and manages the pipeline of qualified prospects in line with Excella’s overall sales and growth strategy  for their target accounts that drives sufficient demand to meet annual growth targets.
• Actively engage in the decision-making process through information sharing to select and prioritize new and emerging federal and adjacent market segments aligned with Excella’s strategic growth priorities.
• Engage and leverage the full Excella team to drive business development.

Client Relationship Building & Opportunity Cultivation

• Serve as Excella’s first point of contact for new market outreach and relationship initiation within assigned target accounts.
• Build and nurture trusted relationships with new market departments and agency executives, program managers, and contracting officers across new accounts so that Excella is viewed as a long-term strategic partner and trusted advisor.
• Maintain active engagement through follow-up, industry events, and tailored communication to sustain momentum and credibility.
• Lead introductory meetings briefings leveraging the challenger sales model—with a focus on client challenges and pain points. 
• Develop a deep understanding of the client’s business issues, and tap Excella’s organizational talent as required to serve the customer(s)
• Utilizes knowledge of Excella’s offerings and understanding of the customer’s business to develop customized proposals that present creative solutions that successfully sell the organization’s capabilities.
• Ensures solution value drivers are reflected in the client value proposition of proposals.

Partnership Development & Ecosystem Awareness

• Identify and cultivate relationships with potential teaming partners—including large primes, small businesses, and specialized firms—to strengthen Excella’s competitiveness in new markets.
• Collaborate with internal teams to assess strategic fit, partner capabilities, and potential win themes.
• Monitor competitor activities, strategic movements, and brand positioning to keep Excella’s leadership informed of shifts in the landscape.

Collaboration & Internal Alignment

• Partner with Strategic Solutions teammates to align outreach efforts with Excella’s solutions and demonstrations/proof-of-concepts.
• Provide early insights and market intelligence to inform capture, proposal, and marketing strategies.
• Collaborate with Marketing on campaigns, events, and thought leadership that elevate Excella’s visibility in new markets.
• Leads capture for opportunities in new markets and/or ensure smooth handoffs of qualified opportunities into the capture pipeline and maintain visibility through pursuit progression, as necessary.  

Operational Excellence & Reporting

• Track outreach, contacts, and opportunities within Excella’s CRM (Salesforce).
• Measure and report activity, lead conversion, and pipeline performance to SSG leadership.
• Share market and partner insights to continuously refine Excella’s BD processes and go-to-market strategies.

Qualifications:

• 7+ years of experience in federal business development, consulting, or market strategy, with demonstrated success entering and expanding new markets within National Security (DHS, CISA, TSA, FEMA, etc.).
• Proven record of generating qualified leads, building new client relationships, and contributing to successful contract wins in complex federal environments.
• Experience across the full BD lifecycle, including opportunity identification, qualification, account penetration, pursuit strategy, capture, and proposal support.
• Solid understanding of federal procurement processes, including the FAR, acquisition lifecycles, and key federal contract vehicles.
• Strong communication, presentation, and relationship management skills, with the ability to engage effectively at senior levels both internally and externally.
• Demonstrated ability to meet or exceed sales or growth targets.
• Entrepreneurial and proactive mindset, with the ability to operate independently while collaborating across delivery, capture, and proposal teams.
• Experience leading capture efforts for small to mid-size federal deals.
• Experience partnering with alliance/channel or teaming partners to shape and pursue solutions.
• Knowledge of the competitive landscape within Excella’s target markets, including awareness of major industry players and ecosystem dynamics.
• Experience contributing to proposal content (technical inputs, win themes, or value propositions).
• Ability to craft and communicate compelling value propositions that connect Excella’s offerings to federal mission needs.
• Advanced influencing, negotiation, and strategic networking skills.

Overview 

Lead Data Engineers at Excella drive the architecture, development, and optimization of data solutions, ensuring they align with business goals and technical best practices. They take ownership of large-scale data initiatives, mentor team members, and provide strategic input on data platform decisions. Lead Data Engineers oversee technical delivery, ensuring data solutions are robust, scalable, and maintainable.  
 

Responsibilities 

• Lead the design, development, and optimization of scalable data solutions.  

• Define data architecture strategies and ensure best practices are followed.  

• Oversee and guide the creation and automation of data pipelines and platforms.  

• Establish and enforce data quality and governance frameworks.  

• Collaborate with Architects, Product Owner, Data Scientists, and DevOps to align data solutions with business needs.  

• Research and evaluate emerging data technologies and methodologies.  

• Ensure seamless integration of data management solutions into client environments.  

• Develop risk mitigation strategies and implement data recovery plans.  

• Lead the development of data repositories, including data warehouses, data lakes, and operational data stores.  

• Mentor and support the development of junior and senior team members.  

Qualifications  

• 6+ years of experience in data engineering and related technical domains.  

• Designed and built scalable, extensible data pipelines for production environments with strong expertise in SQL, Python, and PySpark.  
• 2+ years of hands-on experience with Databricks, including development, data processing, and pipeline optimization in a cloud-based environment

• Hands-on experience with big data and distributed systems, Parquet, Delta Lake, HDInsight  

• Extensive work with cloud-native data platforms and services, such as Azure Data Factory, Synapse, Azure Storage Accounts, Streaming Analytics, Azure Fabric  

• Deep understanding of data lake architecture, secure and performant data store design, and analytical platform patterns.  

• Proficient in orchestration tools and CI/CD workflows, infrastructure-as-code (e.g., Terraform, Azure DevOps Pipelines), and observability best practices.  

• Advanced Git and Azure DevOps Repos expertise and strong familiarity with version control, branching strategies, and collaborative development.  

• Leadership experience mentoring engineers and guiding cross-functional technical teams.  

• Excellent communicator, capable of translating complex technical ideas for both technical and non-technical audiences.  

• Agile practitioner with experience leading and delivering within Scrum/Kanban frameworks, and a continuous learning mindset.  

• Technically savvy, entrepreneurial spirit who thrives in environments that reward self-initiative and resourcefulness.  

 
Preferred Qualifications

• Advocating for adopting industry tools and practices at the right time  

• Appreciate the importance of schema design and can evolve an analytics schema on top of unstructured data.  

• Leadership and mentoring of team members on project and within Excella.  

• Excited to try out new technologies and produce proofs-of-concept that balance technical advancement and user experience.  

• Empathetic working with stakeholders, listening to them, asking the right questions, and collaboratively developing the best solutions for their needs.  

• Champion for data privacy and integrity, and always act in the best interest of clients.