Business Development Manager - Federal
Full Time
Hybrid/ Onsite: Arlington, Rosslyn, VA 22209, USA
PruTech is a professional services company with leading capabilities in digital transformation, cloud computing, cybersecurity, data and technology services. We offer Strategy, Consulting, Technology and Operations services. We embrace the power of change to create value and shared success for our clients, people, partners and communities.
You will be a member of PruTech’s Public Sector Sales Team, dedicated to helping federal government agencies deliver better mission outcomes through innovative technology and professional services.
You are
The Business Development Manager, Federal will report to the Director of Business Development, Federal and support the growth of PruTech’s U.S. Federal Government business. This individual will be responsible for developing assigned accounts, identifying and qualifying new opportunities, building customer and industry relationships, supporting capture and pursuit activities, and moving opportunities from early-stage identification through award.
The ideal candidate is a hands-on Federal business development professional who understands the Federal contracting market, can independently develop pipeline and relationships, and is comfortable working in an entrepreneurial environment where PruTech’s Federal business is being built and scaled. The role requires a strong mix of business development, capture, market research, partner engagement, and execution.
Key Responsibilities
- Execute PruTech’s Federal business development strategy across assigned agencies, accounts and market segments in coordination with the Director of Business Development, Federal.
- Identify, research and qualify net-new Federal business opportunities, including RFPs, RFIs, Sources Sought notices, IDIQ task orders, BPAs and other Federal procurement opportunities.
- Build and maintain relationships with Federal program stakeholders, contracting personnel, industry partners and other key decision-makers and influencers.
- Develop a strong understanding of assigned agency missions, technology priorities, budgets, procurement strategies, incumbents and upcoming requirements.
- Manage assigned opportunities through the business development lifecycle from identification and qualification through capture, proposal support, negotiation and award.
- Lead or support capture activities for assigned pursuits, working closely with Federal leadership, proposal, solution, delivery and technical teams.
- Develop account plans, opportunity strategies, call plans and capture plans for assigned Federal accounts and pursuits.
- Develop and manage relationships with prime contractors, systems integrators, technology partners, small businesses and other teaming partners to identify subcontracting and joint pursuit opportunities.
- Support Federal contract vehicle strategy by identifying relevant GWACs, IDIQs, BPAs and other vehicles and determining potential prime and teaming pathways.
- Monitor Federal procurement forecasts, agency spending, solicitations, competitive activity and market intelligence to identify emerging opportunities.
- Build and maintain a healthy pipeline of qualified opportunities and provide accurate, timely pipeline updates and forecasts to the Director of Business Development, Federal.
- Coordinate with PruTech leadership, technical teams and delivery organizations to develop differentiated solutions aligned with customer mission requirements.
- Participate in and, when appropriate, lead customer meetings, discovery sessions, capability briefings, partner meetings and pursuit discussions.
- Support commercial, teaming and contractual discussions through opportunity close.
- Maintain accurate opportunity information, activity, contacts, next actions and forecasts within PruTech’s CRM and Federal BD tracking tools.
- Represent PruTech at Federal industry days, conferences, networking events, customer meetings and partner engagements.
- Follow PruTech’s Federal BD and capture processes and work closely with the Director of Business Development, Federal to advance priority accounts and pursuits.
Here's what you need
- 5+ years of experience in Federal Government business development, capture, sales, account management or a related Federal growth role.
- Demonstrated success identifying, qualifying and advancing new Federal Government opportunities from initial identification through capture and proposal development.
- Established relationships with Federal agencies, program stakeholders, contracting personnel and/or major Federal systems integrators strongly preferred.
- Strong understanding of the Federal acquisition and procurement lifecycle, including RFI, Sources Sought, RFQ, RFP, IDIQ, GWAC, BPA and task-order procurements.
- Experience working with Federal contract vehicles and positioning a company for prime and/or subcontracting opportunities.
- Experience developing capture strategies, win strategies, pursuit plans and teaming arrangements.
- Strong understanding of the Federal IT services market, competitive landscape and opportunities for technology services, consulting, cybersecurity, cloud, application modernization, data and digital transformation.
- Ability to develop and manage a qualified opportunity pipeline, maintain disciplined follow-up, and communicate opportunity status, risks and next steps accurately.
- Bachelor's degree or equivalent professional experience.
Professional Qualifications
- Strong opportunity qualification, capture and pursuit management skills, with the ability to take ownership of assigned opportunities and drive them forward.
- Ability to identify potential teaming partners and build strategic relationships with prime contractors and other industry organizations.
- Strong written, verbal, presentation and negotiation skills, with the ability to communicate effectively with government, industry and internal leadership stakeholders.
- High energy, sense of urgency, persistence and accountability for business development activities and outcomes.
- Ability to work independently with limited day-to-day direction while collaborating closely with the Director of Business Development, Federal and cross-functional teams.
- Strong analytical, problem-solving and decision-making abilities.
- High level of integrity, credibility and professionalism.
PruTech abides by the requirements of 41 CFR 60-1.4(a), 60-300.5(a), and 60-741.5(a). All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, or national origin.
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