About Us

Since 1989, SHI International Corp. has helped organizations change the world through technology. We’ve grown every year since, and today we’re proud to be a $16 billion global provider of IT solutions and services.

 

Over 17,000 organizations worldwide rely on SHI’s concierge approach to help them solve what’s next. But the heartbeat of SHI is our employees – all 7,000 of them. If you join our team, you’ll enjoy:

• Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S.

• Continuous professional growth and leadership opportunities.

• Health, wellness, and financial benefits to offer peace of mind to you and your family.

• World-class facilities and the technology you need to thrive – in our offices or yours. 

Job Summary

The Federal Business Development Manager coordinates strategically and tactically with federal growth strategies for current contracts, will position our existing contracts to identify, develop, attain, and maximize new business opportunities. Additionally, this role works closely with Public Sector RFP, Sales, Writing, and Solutions teams to help identify potential contracts or teaming arrangements establish along with collaboratively developing a comprehensive capture strategy plan aligned to these goals.

The Federal Business Development Manager, Federal will execute a pursuit plan aligned with SHI’s Federal Public sector vision and will regularly conduct competitive analyses that help position sales and RFP teams to win bid awards. The Federal Business Development Manager, Federal Public Sector informs and drives SHI strategic growth initiatives by ensuring that appropriate capture activities occur and that capture efforts are consistent, clear and coordinated with internal and external resources as required.

The Federal Business Development Manager also serves as a key member of the DC-based SHI team, planning and supporting engagements with partners across the SHI ecosystem. This includes client and partner events at the DC office, which may require evening or weekend commitments to successfully fulfil the vision of SHI brand-building in the federal market.

The Federal Business Development Manager will report to the Director Federal Programs or as directed by SHI management. This position is required to operate in the DMV-area.

Role Description

Business Development

• Execute strategies and tactics by quarter to deliver a qualified pipeline of contract opportunities with pursuit and win plans for each. 

• Maintain the Strategic Federal Business Capture pipeline of GWACs, IDIQs, BPAs, and Strategic coordination efforts using internal and external resources and prepare pre-RFP strategy for upcoming pursuits.

• Research and analyze available data (e.g. 3rd party bid sites, Distribution data & events, and AI tools) to identify competitive buying trends.

• Collaborate with Federal Sales teams, Proposal Writing teams, Compliance teams, Consultants, and Federal Business Development team to create and maintain Capture Plans 

• Understand and navigate federal contracting vehicles to grow business and identify on ramps to channel partner, SI, and Distribution contracts.

• Act as the capture lead in coordination with key internal stakeholders (e.g., partner teams, sales teams, proposal team, contracts, writers) to position SHI and our partners to win the business. 

Partner Engagement

• In coordination with the Senior Federal Development Officer, develop, maintain, and advance our relationships with Partners and Contract holders that align with our target areas. 

• In coordination with the Senior Federal Development Officer, establish external teaming with channel partners, distribution, and relevant strategic federal manufacturer CAM managers s related to capture pursuits. 

• In coordination with the Senior Federal Development Officer, manage existing partnerships and build new ones with partners and Contract officers in order to identify new opportunities and add value to existing client base. 

• Gather intelligence, assess competitive partner landscape, and help position SHI to win new contracts. 

• Define win strategy criteria based upon RFP and information acquired in the qualification phase. 

• Lead program pursuit, proposal responses, win strategies, technical discriminators, solutions providers, and pricing. 

• Identify the right “win” mix of partners to develop, identify, and qualify upcoming GWAC, IDIQ and BPA opportunities. 

• Conduct after-action reviews on both awarded and non-awarded bids for business opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions. 

• Interface between the Sales team and internal and external stakeholders (prime or subcontractors, business group units) 

• Mentor and counsel account managers, account executives, sales managers, and proposal writers through the contract capture process. 

• Attend conferences and other external focused partner-related meetings to explore business development and capture opportunities. 

• Support continual business development process improvement. 

• Maintain appropriate records and documentation; tracking, monitoring, and reporting data to support business development. 

• Evangelize and enable use of profitable, strategic contracts to SHI sellers.

• Educate internal and external parties on the federal strategic capture efforts.

Business Development Event Support

• Assist with planning DC events for customers, partners analysts, etc. (Summits, Huddles)
• Support out-of-town travel arrangements by engaging with SHI leaders and customers on available hotel accommodations and travel options.
• Assist with sales representative hotel block, catering, breakout room set up and local transportation, if held at the DC office
• Support the EBC team during events including large customer Summits and internal Huddles.
• Collect, analyze, and act on customer feedback from surveys, reviews, and support interactions collected before, during, and after events.

Behaviors and Competencies

• Reporting: Can identify the need for, and initiate, regular updates to relevant stakeholders without explicit instructions.

• Training: Can identify learning gaps within a team, propose training solutions, and take action to implement them without explicit instructions.

• Relationship Building: Can identify opportunities for collaboration, propose strategies for effective communication, and build relationships without explicit instructions.

• Problem-Solving: Can identify problems, propose solutions, and take action to resolve them without explicit instructions.

• Results Orientation: Can set personal goals and work towards them, achieving results consistently.

• Analytical Thinking: Can apply critical thinking to analyze data, identify patterns, and make basic inferences.

• Data Analysis: Can identify patterns and trends in data, propose hypotheses, and use statistical techniques to test them.

• Teamwork: Can work effectively in a team, contributing ideas and effort, and respecting the contributions of others.

• Communication: Can effectively communicate complex ideas and information, and can adapt communication style to the audience.

• Time Management: Can generally use time effectively and is working towards improving task prioritization and deadline management.

Skill Level Requirements

• The ability to effectively communicate and sell complex technical products or services by understanding customer needs, articulating the value proposition, and providing technical expertise to support the sales process. - Intermediate

• Understanding of Information Technology products and solutions to effectively evaluate, implement, and support technological initiatives within an organization. - Intermediate

• Ability to examine, clean, transform, and model data to discover useful information, draw conclusions, and support decision-making. - Intermediate

• Comprehension of the inner workings of a company, including its market positioning, competitive dynamics, and operational processes, to inform decision-making and drive sustainable growth. - Intermediate

• The ability to effectively utilize applications like Word, Excel, PowerPoint, and Outlook to enhance productivity and perform various tasks efficiently. - Intermediate

Other Requirements

• 6-8 years of related experience of Federal Public Sector Capture, Procurement, RFP, or sales experience.

• Bachelor's Degree

• Thought leader with respect to program pursuit, proposal responses, win strategies, technical discriminators, solution providers, and pricing. 

• 3-5 years minimum experience translating capture strategy into proposal win themes during the proposal stage. 

• 3 years’ minimum experience managing a proposal from initiation to delivery.  

• Able to understand and present alternative buying options that align with our core contracts and solve customers’ business needs. 

The estimated annual pay range for this position is $135,000 - $150,000 which includes a base salary. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.

Equal Employment Opportunity – M/F/Disability/Protected Veteran Status