Responsible for generating new business opportunities within the federal government (primarily focused on the Federal Civilian IT market). This BDM’s focus should be on identifying/qualifying/advancing opportunities to award and engaging potential clients to assist in building a robust pipeline.
The role will be flexible telework and will require some time in office in the Tysons Corner.
Job Responsibilities
- Develop and execute a comprehensive strategy to engage his/her client space to meet/exceed revenue targets.
- Identify, pursue, and capture new business opportunities focusing primarily on Federal Civilian agencies.
- Work closely with the internal team to ensure that the company’s offerings are aligned with the client’s needs.
- Establish and maintain strong relationships with key decision-makers (e.g., contracting officers, program managers and influencers).
- Cultivate relationships with both large and small business partners to identify teaming and subcontracting opportunities.
- Act as a trusted advisor to federal clients by understanding their mission requirements, pain points, and long-term objectives.
- Manage the entire sales lifecycle from prospecting and lead generation to proposal submission, contract negotiation, and close.
- Utilize SalesForce to track and manage the federal sales pipeline ensuring timely follow-ups, accurate forecasting and reporting.
- Coordinate closely with internal proposal teams to ensure high-quality, compliant and compelling responses.
- Stay informed about changes in federal acquisition regulations (FAR), government initiatives, and agency priorities that may influence procurement decisions.
- Monitor competitive landscape, contracting trends, and industry developments to identify new areas for growth.
- Share insights and recommendations with leadership to shape business strategies and product offerings.
- Develop and manage a portfolio of qualified opportunities with priority given to prime contracts.
- Understand and navigate key federal contracting vehicles like GSA schedules, IDIQs, BPAs and GWACs to secure new business.
- Ensure compliance with federal procurement rules, including security clearances, certifications, and other regulatory requirements.
- Represent the company at federal government and industry events, trade shows, conferences, and networking functions.
- Build and maintain a strong network within the federal contracting community, including government buyers, partners, and competitors.
- Collaborate with and/or join associations, government councils, and working groups relevant to AAC’s verticals.
- Strong leadership, management and relationship-building skills with the ability to influence clients.
- Excellent communication skills, both written and verbal, with the ability to present complex solutions to leadership both with clients and internal.
- Strong organizational and project management skills, with the ability to manage multiple opportunities and priorities simultaneously.
- Proficient in SalesForce and government procurement tools like SAM.gov, GovWin, GovTribe & FPDS.
- Proficient with using Microsoft 365 to include SharePoint.
Required Skills
Required Experience
- Five years of business development or sales experience in the Federal Civilian IT market with a proven track record of BDM success.
- Bachelor’s Degree in Business, Marketing, or a related discipline.
- Demonstrated experience in identifying, qualifying and capturing federal contracts through various acquisition methods.
- Knowledge of federal procurement processes, contracting vehicles, and federal sales cycles.
- Experience with Shipley BD/Proposal processes.