What are the responsibilities and job description for the Business Development Manager position at Gridiron IT?

Business Development Manager

Location : Tysons Corner, VA

Work Type : Hybrid - 2 days onsite

Remote Work : 50%

Job Description

Responsible for generating new business opportunities within the federal government (focused on the Federal Civilian IT market). This BDM’s focus should be on identifying / qualifying / advancing opportunities to award and engaging potential clients to assist in building a robust pipeline.

Business Development Strategy :

Develop and execute a comprehensive strategy to engage his / her client space to meet / exceed revenue targets.
Identify, pursue, and capture new business opportunities focusing primarily on Federal Civilian agencies.
Work closely with the internal team to ensure that the company’s offerings are aligned with the client’s needs.

Relationship Management :

Establish and maintain strong relationships with key government decision-makers (e.g., contracting officers, program managers and influencers).

Cultivate relationships with both large and small business partners to identify teaming and subcontracting opportunities.

Act as a trusted advisor to federal clients by understanding their mission requirements, pain points, and long-term objectives.

Sales Process & Pipeline Management :

Manage the entire sales lifecycle from prospecting and lead generation to proposal submission, contract negotiation, and close.

Utilize Salesforce to track and manage the federal sales pipeline ensuring timely follow-ups, accurate forecasting and reporting.

Coordinate closely with internal proposal teams to ensure high-quality, compliant and compelling responses.

Federal Market Intelligence :

Stay informed about changes in federal acquisition regulations (FAR), government initiatives, and agency priorities that may influence procurement decisions.

Monitor competitive landscape, contracting trends, and industry developments to identify new areas for growth.

Share insights and recommendations with leadership to shape business strategies and product offerings.

Contracting & Compliance :

Develop and manage a portfolio of qualified opportunities with priority given to prime contracts.

Understand and navigate key federal contracting vehicles like GSA schedules, IDIQs, BPAs and GWACs to secure new business.

Ensure compliance with federal procurement rules, including security clearances, certifications, and other regulatory requirements.

Networking & Industry Engagement :

Represent the company at federal government and industry events, trade shows, conferences, and networking functions.

Build and maintain a strong network within the federal contracting community, including government buyers, partners, and competitors.

Collaborate with and / or join associations, government councils, and working groups relevant to AAC’s verticals.

Qualifications :

Minimum of five years of business development experience in the Federal Civilian IT market with a proven track record of BDM success.

Demonstrated experience in identifying, qualifying and capturing federal contracts through various acquisition methods.

Knowledge of federal procurement processes, contracting vehicles, and federal sales cycles.

Experience with Shipley BD / Proposal processes.

Skills :

Strong leadership, management and relationship-building skills with the ability to influence clients.

Excellent communication skills, both written and verbal, with the ability to present complex solutions to leadership both with clients and internal.

Strong organizational and project management skills, with the ability to manage multiple opportunities and priorities simultaneously.

Proficient in Salesforce and government procurement tools like SAM.gov, GovWin, GovTribe & FPDS.

Proficient with using Microsoft 365 to include Sharepoint.

Education : Bachelor’s Degree in Business, Marketing or related discipline.

Clearance :

Applicants selected will be subject to a security investigation and may need to meet eligibility requirements for access to classified information; ability to obtain a federal security clearance is required.

Compensation and Benefits

Salary Range : $150,000 - $190,000 (Compensation is determined by various factors, including but not limited to location, work experience, skills, education, certifications, seniority, and business needs. This range may be modified in the future.)

Benefits : Gridiron offers a comprehensive benefits package including medical, dental, vision insurance, HSA, FSA, 401(k), disability & ADD insurance, life and pet insurance to eligible employees. Full-time and part-time employees working at least 30 hours per week on a regular basis are eligible to participate in Gridiron’s benefits programs.

Gridiron IT Solutions is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, protected veteran status or disability status.

Gridiron IT is a Women Owned Small Business (WOSB) headquartered in the Washington, D.C. area that supports our clients' missions throughout the United States. Gridiron IT specializes in providing comprehensive IT services tailored to meet the needs of federal agencies. Our capabilities include IT Infrastructure & Cloud Services, Cyber Security, Software Integration & Development, Data Solution & AI, and Enterprise Applications. These capabilities are backed by Gridiron IT's experienced workforce and our commitment to ensuring we meet and exceed our clients' expectations.

Salary : $150,000 - $190,000

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