Business Development Manager

FED/CIV MARKET AND RELATIONSHIPS ARE REQUIRED

Key Responsibilities:

· Business Development Strategy:

o Develop and execute a comprehensive strategy to engage his/her client space to meet/exceed revenue targets.

o Identify, pursue, and capture new business opportunities focusing primarily on Federal Civilian agencies.

o Work closely with the internal team to ensure that the company’s offerings are aligned with the client’s needs.

· Relationship Management:

o Establish and maintain strong relationships with key government decision-makers (e.g., contracting officers, program managers and influencers).

o Cultivate relationships with both large and small business partners to identify teaming and subcontracting opportunities.

o Act as a trusted advisor to federal clients by understanding their mission requirements, pain points, and long-term objectives.

· Sales Process & Pipeline Management:

o Manage the entire sales lifecycle from prospecting and lead generation to proposal submission, contract negotiation, and close.

o Utilize Salesforce to track and manage the federal sales pipeline ensuring timely follow-ups, accurate forecasting and reporting.

o Coordinate closely with internal proposal teams to ensure high-quality, compliant and compelling responses.

· Federal Market Intelligence:

o Stay informed about changes in federal acquisition regulations (FAR), government initiatives, and agency priorities that may influence procurement decisions.

o Monitor competitive landscape, contracting trends, and industry developments to identify new areas for growth.

o Share insights and recommendations with leadership to shape business strategies and product offerings.

· Contracting & Compliance:

o Develop and manage a portfolio of qualified opportunities with priority given to prime contracts.

o Understand and navigate key federal contracting vehicles like GSA schedules, IDIQs, BPAs and GWACs to secure new business.

o Ensure compliance with federal procurement rules, including security clearances, certifications, and other regulatory requirements.

· Networking & Industry Engagement:

o Represent the company at federal government and industry events, trade shows, conferences, and networking functions.

o Build and maintain a strong network within the federal contracting community, including government buyers, partners, and competitors.

o Collaborate with and/or join associations, government councils, and working groups relevant to AAC’s verticals.

Qualifications:

· Experience:

o Minimum of five years of business development experience in the Federal Civilian IT market with a proven track record of BDM success.

o Demonstrated experience in identifying, qualifying and capturing federal contracts through various acquisition methods.

o Knowledge of federal procurement processes, contracting vehicles, and federal sales cycles.

o Experience with Shipley BD/Proposal processes.

· Skills:

o Strong leadership, management and relationship-building skills with the ability to influence clients.

o Excellent communication skills, both written and verbal, with the ability to present complex solutions to leadership both with clients and internal.

o Strong organizational and project management skills, with the ability to manage multiple opportunities and priorities simultaneously.

o Proficient in Salesforce and government procurement tools like SAM.gov, GovWin, GovTribe & FPDS.

o Proficient with using Microsoft 365 to include Sharepoint.

· Education: Bachelor’s Degree in Business, Marketing or related discipline.