Ken Buckbinder

Captain
DISC Type : DS

Senior Director, Business Development and Capture at 22nd Century Technologies Inc.

Washington DC-Baltimore Area, United States

Overview

Ken Buckbinder is a Senior Growth Executive specializing in Federal Civilian and Cyber sectors, where he architects and leads complex, high-value captures. A graduate of the University of Maryland with degrees in Finance and Economics, he is described by colleagues as diligent, reliable, and a tenacious leader in business development.


Ken refers to himself as the "Captain" for business development strategy, unifying technical, pricing, and proposal teams under a single, rigorous vision.

Personality Overview

Planner & Achiever

Dynamic But Sincere

Output-Driven

They might take some time to make their mind up but once they do, they don't change it easily.  They are very professional in their approach and can weigh multiple perspectives together. They exhibit a rare combination of being result-oriented but patient at the same time.

Topics They Care About

Federal Growth Strategy
His career is focused on driving growth and winning large-scale ($50M+) contracts within Federal Civilian agencies, including DHS, CISA, and the Department of State.
Cybersecurity Capture
A primary focus of his current and past roles involves leading the growth and capture strategy for cybersecurity portfolios in the federal space.
Healthcare IT
He has extensive experience leading growth initiatives and managing accounts within federal health agencies like HHS and CMS across multiple previous roles.

Media Appearances

Ken has no verified media appearances

Work History

10-2024
Senior Director, Business Development and Capture at 22nd Century Technologies Inc.
12-2020 - 10-2024
Senior Director, Cyber Business Development at ECS
4-2019 - 1-2021
Vice President Of Business Development at ARDX
2018 - 1-2019
Senior Director, Business Development at Koniag Government Services
2017 - 2018
Principal, Cyber Business Development at Jacobs

Education

1980 - 1982
Bachelor of Applied Science (B.A.Sc.) from University of Maryland

More Information

Social Presence :

Prographics :

Exp : 20 Location : Washington DC-Baltimore Area, United States Job Level : Senior Designation : Senior Director, Business Development and Capture at 22nd Century Technologies Inc.
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Insights For Selling To Ken

During A Call Or A Meeting

DO's

  • You can spend time on BANT (or other qualification methodology) but keep it to the point
  • Suggest clear next steps with confidence, don't be vague or hesitant
  • Ask them at the end if they see a strong value prop in your product; expect an honest answer

DONT's

  • Don't go over them unless you are left with no other option
  • Don't get into pricing discussions early on, steer conversation towards proven results
  • Don't shy away from asking hard questions, but be extra polite

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ken is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Ken

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Ken move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Ken take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Ken

Personality Compatibility


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