Manager of Federal Business Development

Manager of Federal Business Development Confidential Search Washington DC Metropolitan Area Remote An established small federal consulting firm is seeking a proven growth leader to expand its federal portfolio with an emphasis on the Department of Homeland Security DHS and Department of War DoW This is a role for a hands on dealmaker who builds access shapes opportunities early and stays personally engaged until the award is won The right candidate is a hunter and closer not a process administrator You know how to walk the halls earn trusted relationships with customers and partners and connect every meeting introduction teaming decision and capture action to a specific win You will be accountable for protecting incumbent work expanding existing accounts and bringing in significant new federal business What You Will DeliverBuild and convert a qualified federal pipeline focused on opportunities the firm can realistically win particularly across DHS and DoWOpen doors and develop durable relationships with program leaders contracting officials acquisition stakeholders small business representatives and industry partnersCreate a clear win strategy for every priority pursuit and translate it into specific actions owners milestones and customer touchpointsLead opportunities from identification through award including qualification customer engagement solution shaping competitive positioning teaming price to win and proposal strategyProtect incumbent work by anticipating recompetes strengthening customer relationships addressing performance risks and positioning well before a solicitation is releasedExpand existing accounts by identifying adjacent needs new buyers contract growth and follow on workWin new prime and subcontract opportunities through disciplined account development partner strategy and persistent market engagementMaintain a credible actionable pipeline and give the CEO direct evidence based recommendations on where to invest pursue partner or walk awayGuide and support delivery leads to protect incumbent work expand and land new work Guide proposal teams to produce persuasive compliant submissions while keeping the focus on customer insight differentiation and the path to awardWhat Success Looks LikeAchieve key performance indicators including pipeline value revenue and win rate A healthy pipeline with sufficient qualified coverage realistic values and timing and clear next actions tied to each opportunityDeeper access and stronger relationships within priority DHS and DoW accountsSuccessful retention and expansion of incumbent workMeaningful new bookings from federal prime and subcontract awardsA growth cadence driven by customer engagement and deal progress not activity for activitys sakeWhat You BringAt least eight years of federal business development or capture experience including responsibility for a meaningful portfolio or growth targetA documented record of federal wins You can explain the opportunity value customer competition relationships strategy and the actions you personally took to influence the outcomeCurrent relationships and demonstrated credibility within DHS DoW or closely aligned federal marketsStrong knowledge of federal buying behavior acquisition cycles contract vehicles set asides recompetes teaming and competitive procurementsThe judgment to qualify hard focus resources adjust quickly and stay close to the customer throughout the pursuitThe confidence and executive presence to represent the firm with senior government customers large and small business partners and internal leadershipExcellent communication negotiation and persuasive writing skillsUS citizenship and the ability to obtain and maintain a security clearancePreferred Experience selling professional services in emergency management homeland security defense preparedness disaster public health counterterrorism; knowledge of the SBA 8a program and the transition to full and open competition; and a bachelors degree or equivalent relevant experience How You OperateYou are competitive resourceful persistent and comfortable being accountable for the numberYou spend your time where it changes the outcome with customers partners incumbents competitors and decision makersYou work with urgency follow through and know when to challenge assumptions or change courseYou value useful discipline but do not confuse process completion with progress toward a winLocation Travel and CompensationThis is a remote position for candidates based in the Washington DC metropolitan area Travel is approximately 20 percent primarily for customer meetings partner engagement conferences and industry events The anticipated base salary is 170000 to 190000 depending on experience and demonstrated results plus a performance based incentive tied to bookings and revenue BenefitsBenefits include flexible paid time off paid holidays and volunteer time a 401k with employer match national medical coverage dental and vision coverage flexible spending accounts employer paid life and disability insurance supplemental insurance options an Employee Assistance Program professional development support and a work from home stipend How to ApplySubmit a resume and a cover note of no more than one page In the note describe one federal opportunity you personally identified shaped and carried to award Include the customer contract vehicle approximate value competitive context and the specific actions you took to influence the win Equal Employment Opportunity This employer considers all qualified applicants without regard to any characteristic protected by applicable law Reasonable accommodations are available during the application and selection process Consistent with applicable law the employer does not request or consider an applicants salary or wage history