What are the responsibilities and job description for the Director of Business Development/Capture position at Integral?
Overview:
The Director of Business Development/Capture is responsible for growing a suite of US Federal agency accounts and to identify, qualify, and prosecute opportunities within an assigned portfolio. The successful candidate will focus on expanding the out-year pipeline through active deal development, identification, and qualification efforts to create growth potential for new capability or client sets. The ideal candidate brings experience in leveraging client relationships, market knowledge, and government acquisition best practices to position the company for long-term initiatives that improve overall financial performance. Competes in both incumbent and non-incumbent workstreams, thinks critically, and strategically strengthens the competitive posture of the company. Builds and maintains strong industry relationships, including competitors, niche capability firms, small businesses, and select client relationships to gather intelligence and enhance corporate position across a portfolio of efforts. Leads and facilitates the development, delivery, and presentation of white papers and drives technical and acquisition client call plans and other outreach efforts to qualify and inform pursue or no pursuit decisions. Develops, qualifies, and prosecutes a growing pipeline of opportunities to win work and generate revenue and profit in accordance with defined business targets.
This position is based at Integral’s Tysons Corner/McLean Headquarters and reports to the Chief Growth Officer. Travel may be required to cultivate new and ongoing business endeavors. The successful candidate will balance a hybrid work schedule that includes telework with four days in-office.
Responsibilities:
Company Overview:
Integral is headquartered in Tysons Corner, VA and serves clients throughout the country.
We offer a comprehensive total rewards package including paid parental leave and immediate vesting in our 401(k). Give us a try and become part of a curated group of professionals at Integral Federal!
Our package also includes:
Integral is committed to hiring and retaining a diverse workforce. We are proud to be an Equal Opportunity Employer, making decisions without regard to race, color, religion, creed, sex, sexual orientation, gender identity, marital status, national origin, age, military/veteran status, physical or mental disability, or any other protected class.
Director of Business Development/Capture
Location: Tysons Corner, VA
Clearance: Secret
The Director of Business Development/Capture is responsible for growing a suite of US Federal agency accounts and to identify, qualify, and prosecute opportunities within an assigned portfolio. The successful candidate will focus on expanding the out-year pipeline through active deal development, identification, and qualification efforts to create growth potential for new capability or client sets. The ideal candidate brings experience in leveraging client relationships, market knowledge, and government acquisition best practices to position the company for long-term initiatives that improve overall financial performance. Competes in both incumbent and non-incumbent workstreams, thinks critically, and strategically strengthens the competitive posture of the company. Builds and maintains strong industry relationships, including competitors, niche capability firms, small businesses, and select client relationships to gather intelligence and enhance corporate position across a portfolio of efforts. Leads and facilitates the development, delivery, and presentation of white papers and drives technical and acquisition client call plans and other outreach efforts to qualify and inform pursue or no pursuit decisions. Develops, qualifies, and prosecutes a growing pipeline of opportunities to win work and generate revenue and profit in accordance with defined business targets.
This position is based at Integral’s Tysons Corner/McLean Headquarters and reports to the Chief Growth Officer. Travel may be required to cultivate new and ongoing business endeavors. The successful candidate will balance a hybrid work schedule that includes telework with four days in-office.
- Identifying, qualifying, and securing business opportunities; coordinating business generation activities; developing customized targeted sales strategies IAW the Corporate Strategic Plan (CSP).
- Building business relationships with current and potential clients and partners.
- Understanding client needs and offering solutions and support; answering potential client questions and follow-up call questions; responding to client requests for information and proposals (RFI/Ps).
- Collaborating with BD and Ops leadership to secure, retain, and grow accounts.
- Creating informative presentations; presenting and delivering information to potential clients at client meetings, industry exhibits, trade shows, and conferences.
- Maintaining a pipeline of all sales administration using Salesforce software.
- Collaborating with management on sales goals, planning, and forecasting; maintaining short- and long-term business development plans.
- Willingness and ability to perform any activities in the Business Development Lifecycle, including, but not limited to writing, proposal management, and price-to-win, as needed.
Required:
- 7-10 years of Business Development experience with proven capability to identify and win work.
- Bachelor’s degree in business or related discipline, or a combination of education and experience.
- Possess or possess the ability to obtain Secret level clearance is required, TS preferred.
- Proven track record of pursuing and winning bids of $25M .
- Ability to work in a matrixed, fast-paced team environment.
- Demonstrated ability to build proof of concept bid strategies, to include Price-to-Win.
- Effective oral, written, and presentation communication skills coupled with the ability to establish and maintain productive customer and industry participant networks are essential.
- Efficiency in the use of Microsoft (Word, PowerPoint, Excel, Teams) is required.
- Experience supporting a diverse set of customers such as the Department of Defense and/or Intelligence Community and/or Federal Civilian customers.
- Ability to work autonomously with minimal guidance, following the established Strategic Objectives.
- Ability to multi-task, organize, and prioritize multiple on-going projects.
Company Overview:
Integral partners with federal defense, intelligence, and civilian leaders to tackle their most important challenges and deliver positive outcomes. Since our founding in 1998, we have helped clients leverage existing and emerging technologies to transform their enterprises, empower growth, drive innovation, and build sustainable success. The forward-leaning solutions we deliver are tailored to each mission with a focus on keeping our nation safe and secure.
Integral is headquartered in Tysons Corner, VA and serves clients throughout the country.
We offer a comprehensive total rewards package including paid parental leave and immediate vesting in our 401(k). Give us a try and become part of a curated group of professionals at Integral Federal!
Our package also includes:
- Medical, Dental & Vision Insurance
- Flexible Spending Accounts
- Short-Term and Long-Term Disability Insurance
- Life Insurance
- Paid Time Off & Holidays
- Earned Bonuses & Awards
- Professional Training Reimbursement
- Paid Parking
- Employee Assistance Program
Integral is committed to hiring and retaining a diverse workforce. We are proud to be an Equal Opportunity Employer, making decisions without regard to race, color, religion, creed, sex, sexual orientation, gender identity, marital status, national origin, age, military/veteran status, physical or mental disability, or any other protected class.
