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 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.