State Growth Lead - State & Local Government Initiative
Location: Candidates must be located in CaliforniaTravel: Moderate travel required to client sites, conferences, and ICF offices
What you will be doing: Month 1 Expectations - Understand ICF's capabilities across Disaster Management (DM); Climate, Energy, and Transportation (CET); environmental planning (E&P); and Utility Programs and Services (UPS).
- Learn ICF's business development and capture management processes.
- Meet with key leaders across BD, Delivery, and Marketing teams.
- Build a landscape of your assigned state: agencies, priorities, funding flows, and recent awards.
- In collaboration with delivery leads, identify initial pipeline targets and key client relationships.
First 6 Months Expectations - Build a qualified pipeline of at least $50M in identified or anticipated opportunities.
- Actively lead at least five pursuits across your assigned region.
- Develop win strategies and lead opportunity shaping efforts.
- Attend relevant conferences, industry events, and client briefings.
- Review competitive proposals.
- Identify and negotiate teaming relationships with local partners or primes.
- Actively engage with key ICF stakeholders across all four EEI lines of business.
12-18 Month Expectations - Close new business totaling $20M+ in contract value.
- Contribute to statewide or regional growth strategy planning efforts.
- Co-develop state-specific marketing campaigns with support from ICF's marketing team.
- Develop value propositions and pursuit playbooks for recurring opportunity types.
- Champion cross-ICF collaboration and alignment between technical and BD teams.
- Maintain accurate CRM updates, forecasts, and pursuit documentation.
What we need you to have (minimum qualifications):- Bachelor's degree
- 10+ years of business development or capture experience in the public sector, preferably state and local markets.
- 3+ years of experience using structured capture processes (e.g., Shipley, APMP, MEDPICC, etc.)
- Experience engaging with California state agencies or local government entities is required
What we would like you to have (preferred skills): - Background in one or more of the following sectors: climate adaptation, disaster recovery, infrastructure, transportation, energy efficiency, or environmental consulting.
- Track record of leading and winning pursuits of $10M+ in total contract value.
- Demonstrated understanding of government funding and procurement cycles at the state and local level.
- Experience working with or for a state agency, city government, or county government.
- Master's degree or professional certification (e.g., APMP, CPCM) preferred.
- Familiarity with CRM and pipeline tools (e.g., Dynamics, Salesforce).
Pay Range - There are multiple factors that are considered in determining final pay for a position, including, but not limited to, relevant work experience, skills, certifications and competencies that align to the specified role, geographic location, education and certifications as well as contract provisions regarding labor categories that are specific to the position.
The pay range for this position based on full-time employment is:
$143,756.00 - $244,385.00
California Remote Office (CA99)
