Bachelor's degree (preferably in a technical discipline) and 10+ years of DoD business development or capture experience
Proven experience interfacing with senior executives and business professionals
Demonstrated coordination with internal executives, sales and marketing teams, and cross-functional stakeholders
Successful track record in pursuing IDIQs, MACs, task orders, and standalone contracts with strong teaming/partner development
Requirements:
Proactively identify new business opportunities and maintain a pipeline aligned with sector growth objectives
Conduct market research and plan, coordinate, and conduct meetings with customers and teammates to gather insights and inform capture strategies
Lead initial identification, validation, and qualification activities, and support capture and proposal transitions
Present business development status updates to senior leadership and collaborate with Client (Account Manager and Capture) personnel to align pursuits with enterprise objectives
Job description
Job Summary: The Air Force Account Manager is primarily responsible for identifying and qualifying business development opportunities to support the creation of a robust pipeline that meets or exceeds the company's forecast and strategic objectives. This individual will work closely with Operations, Capture, and Proposal teams to ensure a smooth transition and successful execution of capture and proposal efforts. Additionally, the Account Manager will plan and recommend business development (Client) and marketing strategies to drive tactical and strategic growth through maximum customer and market engagement. Essential Job Functions:
Proactively identify new business opportunities.
Maintain a pipeline aligned with sector growth objectives and key pipeline metrics.
Conduct market research to qualify new opportunities, including analysis of customer budgets, capability requirements, customer preferences, competitive assessments, and incumbent strengths/weaknesses.
Plan, coordinate, and conduct meetings with customers, competitors, clients, and teammates to gather insights on requirements, acquisition strategies, timelines, and contract vehicles.
Monitor current market trends and propose new business opportunities to improve both tactical and strategic revenue generation.
Participate in the business development lifecycle, including pipeline reviews, opportunity gate reviews, black hat sessions, capture and proposal transitions, and assist in proposal development.
Lead initial identification, validation, and qualification activities, including developing key artifacts to support a successful capture gate decision.
Collaborate with Client (Account Manager and Capture) personnel and line management to support enterprise-wide objectives and client engagement.
Contribute to strategic planning efforts by aligning pursuits and capture activities with key business development performance metrics (e.g., awards, submissions, pipeline).
Routinely interact with multiple levels of internal management, functional leaders, customers, and external stakeholders. Direct engagement with senior industry and government officials is required.
Present business development status updates to senior leadership.
Required Skills:
Bachelor's degree (preferably in a technical discipline) and 10+ years of experience in Business Development and/or Capture roles supporting DoD clients.
Proven experience interfacing with and supporting senior executives and business professionals.
Demonstrated coordination with internal executives, as well as sales and marketing teams.
Successful track record in business development for large and small pursuits, including experience with IDIQs, MACs, task order (TO) pursuits, and standalone contracts.
Strong industry partner relationships, with a demonstrated ability to form and negotiate teaming agreements with new and existing partners.
Excellent oral and written communication skills.
Effective leadership skills in planning and executing Client strategies, including team formation, win probability assessments, and customer engagement planning.
Desired Skills:
Experience with Broad Agency Announcements (BAAs) and Other Transaction Agreements (OTAs).
Familiarity with IAC MAC and/or OASIS IDIQs.
Previous experience supporting or leading Air Force growth initiatives.
Active or previously held Secret security clearance is strongly preferred.
