Business Development & Capture Manager - Federal IT
What You'll Do...
As the federal IT Business Development & Capture Manager, you will support STI federal's short- and long-term positioning in the federal marketplace for IT professional services within target agencies. You'll focus on building strategic relationships, driving growth, and achieving revenue goals. In this role, you'll further our mission by leveraging existing contacts, cultivating new ones, and using a limited portfolio of past performance in IT professional services to develop new opportunities-to include 8(a) sole source awards, set-aside competitive contracts, and subcontracting efforts. You will be instrumental in identifying and pursuing opportunities, fostering strategic partnerships that strengthen our business pursuits, and coordinating strategies with internal and external stakeholders, including program teams, and teaming partners, to prepare for successful bids.
Key Responsibilities & Expected Outcomes
- Establish Targeted Relationships - Target strategic agencies including, but not limited to, Health & Human Services (NIH, CDC, CMS), Department of War (DHA, Navy, Air Force, Army & Marine Corp), and the Department of Homeland Security (CISA, CBP, USCG) for establishing a growing network of relationships with key decision makers leading to contract wins and growth within these agencies.
- Realistic Opportunities - Identify realistic business development opportunities for the pipeline through relationships and research, as measurable by p-win accuracy over time.
- Contract Wins - Lead capture to achieve target contract wins of at least $50M during first year and reaching a minimum of $100M by year three.
- Increase P-Win - Increase our team's p-win on identified pursuits through research, relationships, and capture management leading to high win rates.
- Marketing - Establish STI federal's brand and presence within the target agencies and offices through industry events, networking, and using marketing materials effectively in the relationship building and business development process.
Knowledge, Skills, & Abilities for Success
- Demonstrates a dedication to upholding and enhancing STI federal's core values.
- Excels in a collaborative team environment, fostering positive relationships and contributing to shared goals with professionalism and mutual respect.
- Demonstrates strong existing relationships in relevant federal agencies and builds new relationships to expand business opportunities.
- Applies deep knowledge and experience in federal contracting for professional services.
- Demonstrates strong negotiation and business development skills.
- Conducts detailed research and applies strategic and organizational skills to support capture activities.
- Takes initiative in the face of uncertainty and embraces continuous improvement.
- Demonstrates knowledge of It-focused federal agency missions and procurement strategies.
- Applies structured capture management frameworks to federal business development efforts.
- Supports federal IT agencies using established acquisition strategies, government acquisition contracts, and contracting vehicles (e.g., NITAAC CIO-SP3, GSA MAS with SINS for IT Services, Alliant, STARS III, SeaPort NxG, EAGLE Next Gen).
- Leverages formal training or applied experience in structured GovCon capture methodologies (e.g., Shipley, APMP) to guide business development efforts.
- Maintains strict confidentiality and exercises sound judgment when handling sensitive business or client information.
Minimum Qualifications
- Bachelor's degree in IT, Computer Science, MIS, Business Administration, or a related field, or four years of additional relevant experience in federal business development/capture management in lieu of a degree
- 10 years of experience in business development activities, with at least 5 years in federal government contracting.
- Demonstrated success securing federal contracts ranging from $5 million to $50 million, including IDIQs, task orders, and stand-alone contracts.
Preferred Qualifications
- MBA with a technology concentration or a Master's in IT Management.
- 15+ years of experience leading capture efforts in the federal IT market.
- Completion of capture management or federal business development training from providers such as Shipley, APMP, or GovWin.
- Experience with sole source procedures under the SBA 8(a) business development program.
Compensation & Work Environment
- Salary Range: $150,000 - $185,000, dependent on experience. Position will be eligible for our Business Development incentive program.
- Environment: This is a remote position with a strong preference for candidates based in the Washington, D.C. metro area. Travel requirements may be up to 50%, depending on business development activities, client engagements, and industry events.
