Job Description - Business Development Manager, Federal Government 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 Client tracking tools.
- Represent PruTech at Federal industry days, conferences, networking events, customer meetings and partner engagements.
- Follow PruTech's Federal Client and capture processes and work closely with the Director of Business Development, Federal to advance priority accounts and pursuits.
Location VA, DC, MD. This position may require travel for Federal client meetings, industry events, conferences, partner meetings and other business development activities.
What's in it for you? - Join a growing Public Sector team focused on expanding PruTech's Federal Government business.
- Work with experienced technology, consulting and delivery professionals to develop solutions addressing meaningful Federal mission challenges.
- Take meaningful ownership of assigned Federal accounts, opportunities, customer relationships and market development activities.
- Work across emerging technologies including cloud, cybersecurity, data, AI, application modernization and digital transformation.
- Build relationships across government, industry partners and technology ecosystems.
- Play a direct role in building PruTech's Federal growth engine, pipeline and market presence.
Qualifications 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 experience identifying, qualifying and advancing net-new Federal Government opportunities.
- Existing relationships with Federal agencies, program stakeholders, contracting personnel and/or major Federal systems integrators strongly preferred.
- Demonstrated experience supporting or leading Federal opportunities from early-stage identification through capture and proposal.
- 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 understanding how to position a company for prime and/or subcontracting opportunities.
- Experience developing capture strategies, teaming arrangements, win strategies and pursuit plans.
- Strong understanding of the Federal IT services market and competitive landscape.
- Experience selling professional services, technology services, consulting, cybersecurity, cloud, application modernization, data or digital transformation solutions.
- Ability to develop and manage a qualified pipeline, maintain disciplined follow-up, and accurately communicate opportunity status and next actions.
- Bachelor's degree or equivalent professional experience.
Professional Qualifications - Track record of contributing to Federal business development, pipeline growth, capture and new-account development.
- Established network within the Federal Government and/or Federal contracting ecosystem preferred.
- Experience working directly with government agencies and understanding their procurement processes.
- Demonstrated ability to find and qualify opportunities rather than relying solely on inbound opportunities.
- Strong capture and pursuit management skills, with the ability to take ownership of assigned opportunities.
- Ability to identify potential teaming partners and develop strategic relationships with primes and other industry organizations.
- Strong professional presence and ability to communicate effectively with government, industry and internal leadership stakeholders.
- Excellent written, verbal, presentation and negotiation skills.
- High energy, sense of urgency, persistence and strong ownership of 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.
Bonus points if you have - Experience selling to Federal Civilian agencies, DoD, Intelligence Community or Defense agencies.
- Existing relationships with agencies such as Client, HHS, CMS, VA, NIH, FDA, DoD, Army, Navy, Air Force, DISA, GSA or other Federal organizations.
- Experience working with large Federal primes and systems integrators.
- Experience identifying opportunities through SAM.gov, agency procurement forecasts, Federal agency portals and other public procurement sources.
- Experience with GWACs and IDIQ vehicles such as CIO-SP3/CIO-SP4, OASIS, GSA MAS or other Federal contract vehicles.
- Experience developing subcontracting and teaming strategies.
- Experience with emerging technologies including AI/ML, cloud, cybersecurity, data modernization and application modernization.
- Experience working within a small or mid-sized Federal contractor and helping build pipeline, accounts and Client processes in a growth environment.
- Existing Federal customer and industry relationships with the ability to open doors and generate new conversations.
- Prior Federal government, contracting or military experience.
- Ability to obtain a U.S. Government security clearance, where required.
