Business Development Manager

Business Development Executive – Army

Herndon, VA (hybrid/remote)

SUMMARY:

Founded in 2001, Indigo IT is an award winning information technology consulting and services company. We are a trusted services provider to government agencies seeking innovative Cloud, Cybersecurity, Knowledge Management, and Enterprise solutions. We know our defense, federal, and civilian customers have critical IT infrastructures that must remain reliable, available, and maximized. Indigo IT is mission focused and committed to maintaining a sense of urgency in anticipating and supporting our customers’ technology goals and objectives. Our unique ability to think beyond today allows our clients to stay ahead of their IT challenges. As a Veteran-Friendly employer, we are proudly partnered with the Virginia Values Veterans (V3) Program, and a recipient of the HIRE Vets Gold Medallion Award, which recognizes our commitment to recruiting our nation’s Veterans. Recognized on the Inc. 5000 list of America’s fastest growing companies in 2020 & 2021 and named as one of the 2022 Best Places to Work in Virginia, we are always looking to hire top talent in the field - come join us today!

Reporting to the Director of Business Development, the Business Development Executive is responsible for the identifying, qualifying, and winning new business opportunities within the Army. This position is a critical function for the future of the company, so we’re seeking growth-oriented hunters with demonstrated past performance sourcing opportunities, executing the capture process, and participating in proposal development. To be successful in this role, you must synthesize explicit and implicit customer requirements, build strategic internal and external relationships, and lead all involved parties to a win.

The Business Development Executive works closely with multiple teams and is responsible capturing new business as well as recompete efforts. Additionally, the individual will be responsible for market analysis, competitive analysis, opportunity strategy development and execution, and reporting progress toward achieving objectives. The Business Development Executive ensures that teaming decisions, pricing, and win strategies are in alignment with customer objectives to increase the probability of closing new business.

We are seeking candidates that have proven investigative skills coupled with sufficient business acumen and strategic thinking to evaluate opportunity alignment with overall strategy and fit for the business. Effective candidates will possess a critical eye that focuses on quality in that context.

ESSENTIAL FUNCTIONS/RESPONSIBILITIES:

• Identify, qualify, and pursue IT and cybersecurity opportunities within the Army market, with a focus on building a pipeline sufficient to achieve $10–15M in annual new contract wins

• Execute the full BD lifecycle from opportunity identification and customer engagement through capture planning, teaming through strategic partnerships, managing RFI/SSN responses, bid/no-bid recommendation, and proposal contribution

• Develop and maintain target account plans, opportunity call plans, and partner strategies; maintain CRM and report pipeline health accurately and consistently

• Support proposal development by contributing win themes, past performance content, technical narratives, staffing inputs, and competitive assessments that align to customer evaluation criteria

• Leverage Indigo IT’s contract vehicles (ITES-3S, MDA SHIELD, NASA SEWP VI, GSA MAS, and others) to position for and execute task order captures

• Coordinate with the Director of BD and internal technical leads to develop solutions aligned to customer requirements

• Monitor SAM.gov, GovWin, GovTribe, and other procurement intelligence tools to track and prioritize emerging opportunities

• Participate in industry events, conferences, and networking activities to grow both partner and customer relationships and promote the Indigo IT brand

• Together with the Director of BD, support small business positioning strategies, including set-aside planning, teaming agreements, and subcontracting relationships

SPECIFIC KNOWLEDGE, SKILLS, & ABILITIES:

• Experience and an understanding of IT professional services

• Active member of professional organizations such as AFCEA or AUSA

• Familiarity with Army and DoD contract vehicles and task-order environments, including ITES-3S/ITES-4S, MDA SHIELD, NASA SEWP, GSA MAS, OASIS+ or successor vehicles, and Army/DoD GWACs

• Experience managing a CRM and using SAM.gov, GovWin, GovTribe, GSA eBuy, or similar procurement intelligence platforms

• Working familiarity with federal BD and capture methodologies (Shipley or equivalent)

• Highly organized with the ability to manage multiple simultaneous pursuits with competing deadlines in an independent work environment

• Highly resourceful team-player, with the ability to also be extremely effective independently

• Strong written and verbal communication skills, with the ability to interact positively with all levels of management, coworkers, industry partners and customers

• Experience building or contributing to pipeline reporting, including opportunity status, gate progression, forecast accuracy, and proposal conversion

• Strong investigative and critical thinking skills, comfortable with ambiguity and the dynamic nature of government contracting

EDUCATION, EXPERIENCE, & CERTIFICATIONS:

• Bachelor's Degree or equivalent experience

• 3-5 years of demonstrated business development or account management experience which includes Army or Department of Defense account experience

• Detailed knowledge of end-to-end capture process, proposal process, and service delivery lifecycle

• Understanding of the Federal procurement process and use of various GWACs including Army ITES-3S, MAPS and MDA SHIELD

• Proven leadership and experience in executing account plans to gain new business

• Experience interacting with and presenting to federal SES level leadership

  At Indigo IT, we offer an expansive benefits package for our employees, which includes: Medical, Dental, and Vision coverage options. In addition, we offer 401(k) with company match, Group life and disability, Flex Spending Accounts (FSA), Paid Time Off (PTO), Paid holidays, and Education assistance. We also have in house training programs for employees, we reward thought leadership with bonuses and recognition for publishing, speaking, and innovative thought leadership in our industry.

Indigo IT is committed to hiring and retaining a diverse workforce. We are proud to be an Equal Opportunity/Affirmative Action Employer, making decisions without regard to race, color, religion, creed, sex, sexual orientation, gender identity, marital status, national origin, age, veteran status, disability, or any other protected class. This employer uses E-Verify.