Federal Business Development & Capture Manager

Developing and Maturing the Federal Sales Pipeline: This position involves demonstrated experience in bringing IT and professional services solutions to the Federal Civilian market -- applying knowledge of Federal procurement practices and contract vehicles, sales trends, industry contacts, market drivers, partnerships, contract renewals and new opportunities to do strategic Federal Civilian account planning; establishing, prioritizing, executing, and monitoring a course of action to accomplish growth and sales objectives; using knowledge to timely identify, qualify, nurture and capture future sales opportunities to build and mature a strong pipeline, to include existing as well as adjacent and new customers; developing plans and executing capture activities, to include customer engagement, teaming, marketing and competitor intelligence, and BD phase gate reviews that contribute to successful bid and proposal efforts; and contributing to marketing and proposal efforts by supporting the development of one-pagers, slide decks, capability matrices, white papers, responses to sources sought, and proposal content for written volumes and oral presentations. Works as part of the

Business Development Team with the Director of Federal Sales and Director of Proposals & Contracts. Expectations include:

• Develop, build, maintain and win robust Federal pipeline to help achieve company growth objectives

• Leads opportunity captures, including developing overall win strategy; shaping deals with customers; developing teaming strategies, identifying, and closing with teammates; supporting proposal artifact development; and understanding pricing and assist in developing winning price

• Establish, build, and maintain customer relationships and assess competitor capabilities aligned to specific customers in Federal Civilian community

• Conduct in-depth research to drive customer, opportunity, competitor, and teaming understanding for targeted pursuits and captures

• Support creation and execution of multi-year business development strategies

• Work closely with Ashburn SMEs for supporting technical reviews of opportunities to determine feasibility, experience, and past performance

• Support proposal development, pricing and talent acquisition activities You will Build Trusted and Valued Relationships: Proactively meeting with executive-level government leadership and partner leadership, adding value by identification of business opportunities for the customer/partner, conveying a firm understanding of the customer's/partner's business and political drivers, displaying executive presence by building rapport and credibility; clearly connecting solutions to business needs.

Requirements

• Bachelor’s degree required (maybe be substituted for additional experience)

• Requires 10 - 15 years of IT and professional services Federal Business Development (BD) and Capture experience, and support across Federal business development lifecycle, including proposal-related support

• Demonstrated experience building, growing, and winning a pipeline of Federal business

• Demonstrated success in leading and winning Federal government contracts >$10M

• Demonstrated understanding of bringing IT/professional services to Federal Civilian agencies, including current acquisition trends and customer buying behaviors

• Experience presenting IT solutions/technologies related to Cybersecurity, Enterprise Network Architecture/Engineering, and Datacenter/Cloud

• Face-to-face experience identifying and developing positive relationships with key customer and teaming contacts, to understand customer and partner business drivers

• Experience using business development tools such as GovWin, eBuy, SAM, APFS, FPDS, and CRM tools such as Hubspot Excellent writing, editing, communication, and research skills