Corporate Business Development Director

Job Description

Job Description

Description:

Leesburg, VA or Remote | Approximately 25% Travel
Department: Corporate Development
Reports to: President

About the Role

Vertosoft is seeking a Corporate Business Development Director to lead three enterprise growth priorities: recruiting technology suppliers, developing strategic corporate partnerships, and capturing priority public sector contract vehicles.

Reporting directly to the President, the Director will build qualified supplier and partner pipelines, develop business cases and partnership strategies, and lead a disciplined process to identify, qualify, pursue, and win strategic Federal and State, Local, and Education (SLED) contract vehicles.

This is a senior individual contributor role with significant cross-functional leadership responsibility. The Director will work closely with Sales, Contracts, Marketing, Operations, Finance, Legal, and executive leadership to move opportunities from market strategy and relationship development through agreement, award, launch, and measurable business results.

Requirements:

What You'll Do

New Supplier Recruitment

• Develop and execute Vertosoft's supplier recruitment strategy based on company growth priorities, portfolio gaps, public sector demand, and contract vehicle coverage.

• Build and maintain a qualified pipeline of emerging and established technology companies that would benefit from Vertosoft's Federal and SLED distribution capabilities.

• Research target suppliers, market categories, competitive distribution relationships, public sector readiness, channel strategy, and revenue potential.

• Lead executive outreach, discovery meetings, capability presentations, and follow-up through supplier selection and agreement execution.

• Create supplier business cases that define strategic fit, market opportunity, expected investment, contract access, revenue potential, and launch requirements.

• Coordinate commercial and operational diligence and support negotiation of distribution agreements, go-to-market commitments, reporting expectations, and performance measures.

• Manage a disciplined handoff from signed agreement to supplier onboarding, launch, sales enablement, and accountable revenue ownership.

Strategic Corporate Partnerships

• Develop Vertosoft's corporate partnership strategy based on growth priorities, capability gaps, market access, and customer needs.

• Identify and recruit strategic partners, including systems integrators, prime contractors, resellers, fulfillment providers, service organizations, and industry associations.

• Evaluate potential partnerships based on strategic fit, complementary capabilities, market reach, revenue potential, required investment, and execution risk.

• Develop partnership business cases and structures that define each organization's value proposition, responsibilities, investment, performance expectations, and anticipated outcomes.

• Lead executive discussions and support negotiation of teaming agreements, referral arrangements, memoranda of understanding, joint go-to-market plans, and other strategic agreements.

• Establish operating plans for priority partnerships, including account mapping, joint pursuits, marketing activities, pipeline development, governance, and performance reviews.

• Measure partner activation, partner-sourced pipeline, revenue contribution, market access, and other strategic benefits.

Contract Vehicle Capture Management

• Establish and lead a disciplined capture process for strategic Federal and SLED contract vehicles, including GWACs, IDIQs, BPAs, statewide contracts, cooperative purchasing contracts, on-ramps, and major recompetes.

• Maintain a prioritized capture pipeline based on strategic fit, addressable market, eligibility, resource requirements, competitive position, and probability of win.

• Analyze Vertosoft's contract portfolio to identify coverage gaps, expansion opportunities, eligibility requirements, and competitive risks.

• Lead capture from early market intelligence and RFI engagement through bid and no-bid approval, capture planning, proposal development, executive review, and submission.

• Assess solicitation scope, evaluation criteria, past performance requirements, certifications, teaming needs, pricing considerations, compliance obligations, and post-award requirements.

• Coordinate competitive analysis, procurement engagement, teaming strategy, win themes, proposal schedules, compliance planning, and executive gate reviews.

• Partner with Contracts, Finance, Sales, Operations, Marketing, Legal, and proposal resources to produce compliant and competitive submissions.

• Coordinate the transition from award to contract implementation, supplier onboarding, sales enablement, and utilization planning, and lead post-submission and post-award reviews.

Corporate Growth Leadership

• Translate Vertosoft's strategic growth priorities into measurable supplier recruitment, partnership development, and contract vehicle capture plans.

• Monitor competitor activity, supplier and distributor moves, procurement trends, emerging technologies, and partnership opportunities that could affect company growth.

• Prepare concise executive updates on pipeline health, decisions required, risks, resource needs, forecasted outcomes, and results.

• Represent Vertosoft at supplier and partner meetings, industry conferences, and public sector forums.

• Create repeatable processes and guide cross-functional participants in supplier recruitment, partnership development, capture, and proposal execution.

• Perform other duties as assigned.

How Success Is Measured

• Quality, strategic fit, and revenue potential of the supplier recruitment pipeline.

• Conversion of qualified supplier prospects into signed agreements and successful launches.

• Strategic value, activation, partner-sourced pipeline, and revenue contribution of new corporate partnerships.

• Quality and progression of the contract vehicle capture pipeline, including win rate and expanded market coverage.

• Timeliness, compliance, and quality of capture and proposal submissions.

• Successful transition of new suppliers, partnerships, and contract awards into operational and sales readiness.

• Quality of executive reporting, cross-functional coordination, and follow-through on commitments.

What We're Looking For

Required Qualifications

• Bachelor's degree in Business, Marketing, Public Administration, Communications, or a related field, or an equivalent combination of education and experience.

• Eight or more years of progressive experience in business development, corporate development, capture management, channel development, strategic partnerships, or related growth functions.

• Demonstrated success in the U.S. public sector technology market, including experience with Federal and SLED customers, acquisition pathways, channel partners, and technology suppliers.

• Experience developing and managing strategic alliances, channel partnerships, teaming relationships, or comparable corporate partnerships.

• Experience building executive relationships and developing a pipeline of technology suppliers, strategic partners, or comparable corporate prospects.

• Demonstrated experience capturing Federal or SLED contract vehicles, cooperative purchasing contracts, or other large public sector solicitations.

• Experience leading bid and no-bid decisions, capture plans, executive gate reviews, competitive assessments, teaming strategies, and proposal development.

• Strong business judgment and the ability to evaluate strategic fit, commercial potential, contract economics, competitive position, compliance obligations, risk, and resource requirements.

• Excellent written, verbal, negotiation, facilitation, and executive presentation skills.

• Strong project and pipeline management skills, with the ability to manage multiple priorities and maintain consistent follow-through.

• Ability to handle confidential information with discretion and operate effectively with limited supervision.

· Ability to travel approximately 25% of the time, primarily for industry conferences and supplier prospect meetings, including meetings held at Vertosoft’s Leesburg office. Remote employees are expected to visit the Leesburg office at least once per quarter.

Preferred Qualifications

• Experience with a public sector technology distributor, value-added reseller, systems integrator, software company, or government contractor.

• Working knowledge of Federal and SLED contract vehicles, cooperative purchasing contracts, GWACs, BPAs, IDIQs, schedules, and competitive solicitations.

• Experience with structured capture methods, competitive assessments, teaming, proposal color reviews, compliance matrices, and probability-of-win analysis.

• Experience negotiating or managing teaming agreements, referral arrangements, memoranda of understanding, or joint go-to-market programs.

• Familiarity with Salesforce, SAM.gov, GSA eBuy, GovWin, and similar public sector opportunity or market intelligence platforms.

• APMP, Shipley, or other relevant capture, proposal, alliance management, or government contracting training or certification.

• Established executive relationships across the U.S. public sector technology ecosystem.

Compensation & Benefits

• Compensation Range (based on total On-Target Earnings (OTE)): $190,000 – $280,000

Total on-target earnings (OTE) include base salary plus target bonus and/or commission, as applicable to the position.

The final offer will be determined based on the selected candidate’s experience, qualifications, and demonstrated expertise.

• Comprehensive medical, dental, and vision benefits.

• 401(k) with company match.

• Paid Time Off (PTO) and all Federal holidays.

• Remote or office-based work arrangement. Employees may work remotely or from Vertosoft’s Leesburg, Virginia office; remote employees are expected to visit the office at least once per quarter.

• Professional development, certifications, and career growth opportunities.

About Vertosoft

Vertosoft is a small business focused on accelerating the adoption of technology in Government. With deep expertise across the government acquisition lifecycle, Vertosoft simplifies how public sector customers access innovative solutions. We combine the agility of a small business with the reach and professionalism of a large organization, providing ethical, reliable, and results-driven service.

At Vertosoft, we value hard work, adaptability, and balance. Our culture encourages excellence and teamwork while supporting employee well-being through a flexible, collaborative work environment.

Vertosoft is an Equal Employment Opportunity Employer. All qualified applicants will be considered without regard to any characteristic protected by law.