Business Development Principal - Labor & Economic Development (Remote)

Resultant is a modern consulting firm with a radically different approach to solving problems.

We don’t solve problems for our clients. We solve problems with them.

Through outcomes driven by data analytics, technology solutions, digital transformation, and beyond, our team works with clients in both the public and private sectors to solve their most complex challenges. We start by learning as much as we can about who they are, how they work, and what they’re striving for so we can feel their problems as our own. Partnering with our clients means their desired outcomes are always top of mind, their challenges and strengths guiding our efforts. We build client-focused relationships before we build unique solutions that blaze past expectations.

Originally founded in Indianapolis as KSM Consulting in 2008, Resultant now employs more than 450 team members who operate from offices around the United States including Indianapolis, Fort Wayne, and Odon, Indiana; Columbus, Ohio; Lansing, Michigan; Denver, Colorado; Dallas, Texas; and Atlanta, Georgia.

We’re Resultant. Clients partner with us to see a difference. People join us to make one.

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 government agencies at the state and local level, as well as commercial and non-profit organizations, with an overarching goal of delivering impactful solutions that drive public value.             

We are seeking a dynamic and experienced leader to join us as a Business Development Principal - Labor & Economic Development and drive our strategy, business development, and offering development.                                             

As the Client Partner for the Workforce and Labor Development practice, you will shape and execute business development efforts while being the trusted advisor our clients rely on. You will be key in defining our workforce and economic development market offerings and expanding our presence in the government sector by producing go-to-market strategies through collaboration with subject-matter experts, technical consultants, and external stakeholders. We are looking for a proactive team member to position Resultant as a trusted advisor and innovator in existing public sector clients while supporting Resultant's expansion into new markets by shaping public sector offerings and services. To achieve these outcomes this person will work closely to complement our delivery resources by leading client portfolios but will not have any direct delivery responsibly themselves.

Note: Resultant is focused mainly on the state government market, but federal and local markets are potential targets as well.

Key Responsibilities

• 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 and anticipate emerging trends and external factors affecting the client, staying deeply immersed in the industry with the ability to articulate project impacts to a broad audience.
• 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. This role will maintain a book of business and cultivate relationships with key decision-makers; responsible for meeting revenue goals.
• 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.
• 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.
• 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.
• Long-Term Strategic 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.
• Client Satisfaction: Accountable for client satisfaction surveys (Check-In, Relationship, Closeout), ensuring that client feedback informs continuous improvement.
• Outcome Measurement: 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 at industry events, participating in panels, and fostering national industry involvement through collaborative content like point of view articles, white papers, podcasts, and events. Collaborate internally with Brand and Marketing to actively promote Resultant’s brand and marketing strategies for Workforce and Economic Development offerings.
• Client Understanding: Fully understand the client's mission, including their evolving short and long-term goals, to ensure alignment with our services.

• Experience: Experience and background in the consulting field both in delivery and revenue generation desired.
• Leadership: Proven experience leading strategic initiatives, managing teams, and driving business growth within the public sector.
• Knowledge of Workforce and Economic Development Sectors: In-depth knowledge of the government landscape, policies and programs, procurement, public sector funding mechanisms, and the challenges and opportunities facing labor and economic development government agencies.
• Client Relationship Management: Strong track record of building and maintaining executive-level client relationships and a deep understanding of client needs.
• Technical Expertise: Familiarity with cloud platforms like AWS, GCP, Azure and associated solutions is a plus. Experience with large scale data and IT solutions at an enterprise level.
• Communication and Collaboration Skills: Excellent communication and presentation skills, with the ability to articulate complex concepts to both technical and non-technical audiences. Demonstrated ability to work across internal teams cohesively. Supports an inclusive and collaborative environment by ensuring team members feel they are growing on projects the Client Partner leads.
• Research and Innovation: A passion for research and innovation with a demonstrated ability to develop market offerings and develop robust go-to-market strategies and tactics.
• Public Sector Experience: Experience working with or within a state or local labor or economic development government agency is highly desirable.
• Education: Bachelor's degree in a relevant field; advanced degrees or certifications are preferred.

• Travel Frequency: Travel to conferences, on-site client and prospect meetings, and to Resultant headquarters required. Estimated up to 10-15% travel time.

What you should know about Resultant:  

• Rezzers are humble, hungry, and smart. We solve big problems, serve lots of clients, and are entirely committed to delivering transformative outcomes.  
• Rezzers are team players, deeply dedicated to the mission of the organization and to helping everyone around us be successful.  
• Resultant compensates well, rewarding performance that delivers positive outcomes for our clients and ensuring incentives are aligned to achieve our goals.  
• Resultant leaders work hard, serving as a shining example of what it means to be a great Rezzer. They are servant leaders, helping their team to be successful in all possible ways.  
• We have a great benefits package including unlimited vacation, significant 401k contributions, and several opportunities to develop yourself.  
• We pride ourselves in having the best talent in the industry and hope that you’re up for the challenge!  

What our team members say about us… 

•  “I love our true empathy and concern for our clients, it's very rare and appreciated. It is a pleasure to be a part of an organization like Resultant.” 
•  “I learn something new every single day, and I feel like I'm a part of building an organization that has legs. I appreciate that I'm consistently humbled by the talent and caliber of our team.” 
•   “The culture of the company is amazing, and the climate of my team is great. The benefits that employees are offered are better than competitors, and the one-on-one presence that my team lead gives is extremely beneficial to me.” 

All qualified applicants will receive consideration for employment without regard to age, color, sex, disability, national origin, race, religion, or veteran status. 

Equal Opportunity Employer