ResponsibilitiesThe Business Development Manager (BDD) - Department of War (DoW) at REI Systems is a senior growth leader responsible for
owning and driving net-new business development, pipeline creation, and bookings across DoW components (e.g., Army, Air Force, Navy/USMC, DISA, DHA, 4th Estate agencies).
This role is accountable for
full lifecycle business development, including
market intelligence, opportunity identification, qualification, shaping, and strategic pursuit leadership. The BDD will establish and expand
trusted advisor relationships with senior government stakeholders (SES, Flag-level, and Program Executive Offices) while positioning REI for long-term growth within the DoW ecosystem.
The BDD leads
pipeline development and account expansion strategies, owning a qualified pipeline aligned to REI's digital transformation portfolio. This includes
strategic account penetration, incumbent displacement strategies, and competitive positioning across key DoW accounts.
Typical pursuits range from
$50M-$100M+ across
IT modernization, application development, cyber, AI/ML, cloud, data, and mission-enabling services, leveraging REI's strengths in
Agile, DevSecOps, human-centered design, and advanced analytics.
The role requires deep understanding of the
DoD acquisition lifecycle, including
FAR/DFARS, and experience navigating and shaping opportunities across
IDIQs, GWACs, OTAs, SBIRs, and other federal procurement vehicles.
In partnership with Capture Managers, the BDD supports and influences
capture strategy, win themes, teaming strategy, price-to-win alignment, and proposal shaping activities (Black Hat, Blue Team, Gold Team reviews) to ensure REI is competitively positioned to win.
The BDD will also lead
partner ecosystem development, establishing and managing strategic relationships with large and small business partners to strengthen REI's position on priority pursuits.
This position partners closely with Capture Managers, Solution Architects, Pricing, Recruiting, Delivery, and Executive Leadership to ensure alignment from
opportunity identification through award and successful delivery, with direct impact on REI's revenue growth and market expansion within the DoW.
AI-Focused Responsibilities- Leverage AI-powered market intelligence to identify DoW mission trends, competitor shifts, S&T priorities, and pre-RFP indicators.
- Use AI-enabled tools for rapid opportunity assessments, customer analysis, risk reviews, and competitive insights.
- Apply AI to generate high-quality growth artifacts including call plans, value propositions, discriminator maps, storyboard drafts, and pursuit strategies.
- Integrate AI outputs into capture and solution strategies while enforcing accuracy, traceability, and compliance.
- Champion AI adoption across the BD and capture organization by modeling best practices and identifying new DoW-specific AI use cases.
QualificationsBasic Qualifications:- Bachelor's degree required (Business, IT, Computer Science, Engineering, or related field).
- 5-8+ years of business development, capture, or sales experience within DoD/DoW or Federal Defense markets.
- Demonstrated success supporting or leading the identification, shaping, and pursuit of mid- to large-scale opportunities (>$25M preferred).
- Working knowledge of DoD/DoW acquisition processes (FAR/DFARS), procurement lifecycles, and agency buying patterns.
- Experience building and maintaining customer relationships across DoD components (e.g., Army, Air Force, Navy, 4th Estate).
- Proven ability to collaborate with cross-functional teams including capture, proposals, solution architects, program managers, and executives.
- Strong written and verbal communication skills, including customer engagement, briefings, and teaming discussions.
- Ability to manage multiple pursuits in a fast-paced, high-growth, competitive environment.
Professional & Leadership Attributes - Business Development Manager- Self-driven, organized, and proactive with strong follow-through.
- Comfortable working in a mission-focused, collaborative environment.
- Professional communication style with confidence in customer-facing interactions.
- Strategic mindset with the ability to recognize customer needs, market trends, and competitor activity.
- Strong integrity, accountability, and commitment to high-quality work.
- Hands-on team player who can support capture efforts, drive pipeline activities, and coordinate internally to move opportunities forward.
Education- Bachelor's Degree in Business, Information Technology, Computer Science, Engineering, or a related technical field.
Clearance- Ability to obtain and maintain a DoW clearance strongly preferred; existing clearance highly desirable.
Location- Hybrid - 1 to 2 days per week at REI Systems' Sterling, VA office.
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