Top Business Development Execs to Watch in 2022: Serco’s Terri Malone – WashingtonExec

Terri Malone, Serco

Terri Malone

SVP and Chief Growth Officer, Serco

After two decades of increasing leadership responsibility across various business lines at Northrop Grumman, Terri Malone made the move to head of the growth initiatives at Serco, Inc. in 2022.

Now Serco’s senior vice president and chief growth officer, Malone said she was deeply attracted by the “people-first” approach to technology-enabled services at Serco, along with a consistent set of corporate values across the business lines.

“Having spent so many years focused on very large systems deals, I am very aware of how critical it is to the mission to have the right people in place, with a culture that promotes trust and collaboration,” Malone said. “Paradoxically, as intelligent automation, AI, and autonomous warfare are becoming increasingly essential to our solutions, that human element is more important than ever.”

Malone noted she was very fortunate to join Serco just as its new business efforts were seeing blistering success, with a win rate of 59% on new deals thus far in 2022 versus an internal target of 25%.

“This is really a transformative year for Serco’s industry position,” she said. “We are delivering a much more technology-enabled, differentiated set of solutions. And the two sizable acquisitions we completed in the past three years are now fully integrated, allowing us to address larger, complex customer challenges across the platform lifecycle.”

One of her team’s goals is a deep dive to learn from its big successes, as well as losses, to rev up the growth machine to the next level to support Serco’s growing scale.

Why Watch

In 2023, she’s focusing on how to make wins repeatable, how to move from operational integration to deep strategic integration, and how to build customer intimacy and capability understanding so newer customers can tap into more of what Serco offers.

“We are in a great place right now where nothing at Serco is broken and we have tremendous momentum,” said Serco Inc. CEO Tom Watson. “But of course, we need to constantly challenge ourselves to take that up to the next level, and Terri’s reserves of industry insight and straight-talking style are invaluable to continue that journey.”

See the entire Top Business Development Execs to Watch in 2022 list here.