We need following candidate:
Title: Business Development Manager / Federal Relationship Manager
Location: Fairfax, VA
Full Time
Role Description:
We are seeking a senior, relationship-driven federal business development leader to assist in expanding CWN s federal contract portfolio by leveraging deep existing relationships with federal IT buyers. The primary focus of this role is to secure pre-RFP access, shape opportunities, and help agencies use fast, compliant acquisition paths to obtain our services. This is not a proposal manager role; it is a high-impact, outward-facing position.
Key Responsibilities
1.Relationship Development and Pre-RFP Engagement
- Identify, track, and pursue contracts valued between $2M - $10M in value.
- Leverage an existing network of federal program managers, COs/CORs, small business specialists, and prime contractor executives at target agencies to createand deepen relationships on behalf of the company.
- Proactively identify and secure pre-RFP and pre-RFQ meetings to discuss and shape forthcoming solicitations, identify pain points, and define upcoming IT needs,ensuring our company is known and trusted before requirements are formalized.
- Maintain a structured contact plan (cadence of meetings, touch points, and events)with key decision-makers and influencers across 1 3 priority agencies.
- Represent the company at industry days, one-on-one vendor meetings, conferences, and small business outreach events, driving follow-up conversations that lead to concrete opportunities.
2.Opportunity Shaping and Acquisition Strategy Support
- Work with government buyers to understand and, where appropriate, influence acquisition strategies (e.g., 8(a) and other set-asides, GWACs/IDIQs, BPAs,simplified acquisitions, limited-source procedures) in a fully compliant manner.
- Collaborate with internal leadership to determine the optimal path to award(existing vehicles, new prime contracts, teaming, or sole-source where available).
Provide early, high-quality customer and competitive intelligence to internal capture/proposal teams, including customer hot buttons, incumbent landscape, and likely evaluation factors.
- Help define and refine win themes, value propositions, and differentiators based on real customer conversations not speculation.
- Pipeline Creation and Qualification
- Build, own, and maintain a focused pipeline of qualified opportunities at target agencies, emphasizing those where you have or can gain pre-RFP access.
- Triage and qualify leads from market research, inbound requests, and teaming partners, determining which are worth pursuing based on fit, funding, and access to stakeholders.
- Work closely with leadership to make disciplined bid/no-bid decisions grounded in access, intelligence, and realistic win probability.
- Maintain accurate, timely opportunity records in the CRM, including relationship maps, stage, and next actions.
- Capture Leadership and Internal Coordination
- For high-priority pursuits, serve as capture lead or co-lead: Own the customer engagement plan and call plan.
- Map customer stakeholders and competitors.
- Identify and recruit teaming partners when advantageous.
- Coordinate with proposal management, technical SMEs, and pricing to ensure that what we propose aligns with what you have heard directly from the customer.
- Provide honest, data-driven assessments of opportunity status and win probability to executive leadership.
- Compliance, Ethics, and Brand Representation
- Operate strictly within federal ethics, Procurement Integrity Act, and post-employment restrictions; ensure all engagement with current and former government personnel is compliant.
- Represent the company s values and brand with professionalism, discretion, and credibility in all external interactions.
- Help refine and uphold internal guidelines for working with former government employees, advisory boards, and external experts in support of capture.
Required Qualifications
- 8+ years of progressive experience in federal business development, capture management, or federal IT sales for a government contractor, systems integrator, or major OEM/reseller.
- Demonstrated, current relationships with federal IT buyers and influencers at one or more of the following (customize for you): Existing relationships within the following agencies / departments would be preferred but is not necessarily required. Securities and Exchange Commission
- DoD including Navy, Army, and Coast Guard offices
- Congressional Budget Office
- General Services Administration
- Department of Health and Human Service (CMS, NIH, FDA)
- Proven track record of: Securing pre-RFP meetings and active dialogue with program and acquisition stakeholders.
- Influencing acquisition approaches or helping buyers select vehicles/pathways that led to awards for your organization.
- Playing a key role in winning significant federal IT contracts (e.g., new prime awards, major task orders, or on-ramps).
- Deep familiarity with common federal acquisition strategies and vehicles related to IT services (GWACs/IDIQs, GSA, BPAs, set-asides, simplified and limited-source procedures).
- Strong communication and relationship-building skills with the ability to engage credibly at all levels from working-level program staff to SES, COs, and C-suite executives.
- Shipley, Lohfeld, or similar capture management training/certification strongly preferred
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