Program Capture Sales Account & Business Development Manager

Accountabilities: Identify and qualify new federal contract opportunities using market intelligence sources, government spending data, procurement platforms, and industry research. Build, manage, and continuously qualify a healthy pipeline of federal RFPs, RFQs, sources-sought notices, and emerging opportunities. Lead major capture pursuits from early qualification through proposal submission and contract award. Develop capture strategies, win plans, call plans, gate reviews, competitive positioning, and differentiated win themes. Engage federal program managers, contracting officers, agency stakeholders, and industry partners to understand mission priorities and upcoming procurement requirements. Shape customer requirements during market research and RFI phases, influencing performance work statements and acquisition strategies where appropriate. Lead competitive intelligence and "Black Hat" reviews to evaluate competitors, pricing approaches, strengths, weaknesses, and potential vulnerabilities. Conduct capability gap assessments and identify appropriate prime, subcontractor, and strategic teaming partners. Develop and negotiate teaming strategies and partnerships that strengthen competitive positioning and address solution or capability gaps. Coordinate with proposal managers, solution architects, pricing teams, technical specialists, and other stakeholders to produce compliant, compelling, and high-scoring submissions. Ensure that capture strategies, customer requirements, win themes, discriminators, and compliance considerations transition effectively into final proposals. Present opportunity strategies, recommendations, and progress to senior leadership and other key decision-makers. Build and maintain strong relationships across target federal agencies, industry partners, and internal stakeholders. Align technology capabilities with federal mission requirements and identify opportunities for long-term growth and strategic account development. Requirements 10+ years of experience in federal business development, sales, capture management, or a closely related discipline. 10+ years of experience and knowledge within the enterprise technology industry; familiarity with enterprise technology portfolios is strongly preferred. U.S. citizenship and the ability to obtain a government-issued security clearance are required due to the federal customer environment. An active Secret or Top Secret clearance at the time of hire is preferred. Bachelor’s degree in Business, Marketing, Technology, Management, or a related field; an advanced degree in technology or a related discipline is preferred. Demonstrated expertise with the Federal Acquisition Regulation (FAR), applicable agency supplements, federal procurement processes, and major contract vehicles such as IDIQs, GWACs, and OTAs. Established relationships with decision-makers and stakeholders within target federal agencies, such as DoD, HHS, DHS, or GSA. Strong understanding of federal agency buying behaviors, acquisition cycles, procurement strategies, and government contracting environments. Experience using federal market intelligence and procurement platforms such as GovWin IQ, Bloomberg Government, SAM.gov, USASpending.gov, or comparable tools. Proven ability to identify, qualify, shape, and capture complex federal opportunities. Experience developing RFP responses, customer-facing documents, capture plans, business cases, and proposal strategies. Strong competitive intelligence, market analysis, strategic planning, and opportunity assessment capabilities. Excellent communication and presentation skills, including the ability to engage senior executives and government stakeholders. Strong cross-functional leadership skills with the ability to coordinate diverse teams across sales, technical, pricing, proposal, and partner organizations. Strong strategic thinking, negotiation, relationship-building, and decision-making abilities. Relevant industry technology certifications or equivalent technical experience are expected. Familiarity with enterprise architecture frameworks and project management methodologies is beneficial but not required. Candidates should be comfortable working remotely and managing complex pursuits across distributed teams. The preferred location is the Washington, DC area, although qualified candidates elsewhere in the United States may be considered. Benefits Remote/teleworker work arrangement. Annual compensation range of $231,000–$543,000 in the District of Columbia, depending on qualifications, experience, education, skills, and other factors. Compensation includes a 60% base salary and 40% target-level sales compensation structure at 100% achievement of the sales plan. Comprehensive benefits designed to support physical, financial, and emotional wellbeing. Health and wellness programs supporting employees and their families. Opportunities for professional development, career growth, and continuous learning. Programs supporting career progression, specialist expertise, and opportunities across different business areas. Inclusive and flexible working environment that values diverse perspectives and backgrounds. Opportunity to influence high-value federal technology pursuits and work on complex, mission-critical government programs. Significant exposure to senior leadership, federal customers, industry partners, and strategic technology initiatives.