Position Type: Full-Time, Exempt
Work Location: Herndon, VA
Clearance: Top Secret
Pay: $160,000 - $180,000
This is a new mid-management role, responsible for helping to develop the processes and discipline to identify and shape opportunities in a growing market with a quickly evolving threat landscape. The account executive will report directly to the Vice President of Business Development and work closely with the other account executives and relevant contract execution teams. This person will have a high degree of responsibility and autonomy in creating and implementing the processes needed to build out their assigned market.
This is a growth position for someone who wants to shape how PGI pursues and wins its most important business. Critical infrastructure physical security protection represents the company's highest priority growth vector, and this role will help lead all opportunity pursuits.
The ideal candidate has done this before, has relationships to leverage, and has the capability and motivation to be a valuable team member capable of building and sustaining growth within their market domain.
The Business Development Account Executive will be responsible for the following:Business Development & Pipeline Development- Own a single, accurate, and well-qualified pipeline in the cleared facility and cloud provider ecosystem.
- Own and run the gate review process and meetings on the pursuits within their domain.
- Identify and pursue relevant contract vehicles and/or commercial agreements with cloud and colocation providers, that create scalable, multi-program growth across their market.
Relationships & Networking- Implement the account penetration strategy for the most strategically important targets within their area of responsibility, developing and converting leads they or others in the firm identify.
- Represent the company in data center and critical infrastructure industry groups and conferences as an attendee and speaker.
Market Intelligence & Competitive Analysis- Maintain a current view of the competitive landscape across the cleared facility and cloud provider ecosystem, including incumbent positions, recompete timelines, budget cycles, and emerging requirements.
- Track data center and cloud provider construction, expansion, and security upgrade cycles as a leading indicator of new opportunity generation.
- Help identify additional critical infrastructure facilities and markets for corporate expansion.
- Provide the VP of Business Development and Chief Strategy Officer with regular strategic briefings on pipeline health, market trends, competitive positioning, and resourcing needs.
- Identify capability gaps and adjacent market opportunities, including converged physical and technical security offerings, and translate them into prioritized growth targets.
- Other duties as assigned.
Required Qualifications:- Working knowledge of cloud provider and colocation operator security procurement, including the organizational structures that govern physical security decisions in those environments.
- Four or more years of progressive business development, capture, or program leadership experience within the critical infrastructure physical security space.
- Demonstrated experience managing a growth pipeline and leading opportunity pursuits, including identifying emerging requirements, shaping opportunities through client engagement, positioning your firm, and helping to lead proposal development.
- Established relationships within the critical infrastructure physical security space.
- Strong interpersonal and executive communication skills with the range to engage credibly with commercial security directors and hyperscaler infrastructure leads.
Required Security Clearance:Preferred Qualifications:- Existing relationships with physical security or procurement teams at cloud providers or colocation operators holding government-cleared facility contracts.
- Existing relationships within DHS, DOE national labs, DOD installation security, or Intelligence Community adjacent critical infrastructure programs.
- APMP, Shipley, or capture management certification
