Business Development Account Manager, Air Force

Modoc Tribal Enterprises Authority•Dayton, OH

7d•$150,000 - $185,000

About The Position

Red Cedar TG is seeking a dynamic, proactive, and self-starting Business Development Account Manager to join our team. As the Business Development Account Manager for the Air Force market, the successful candidate will contribute to the strategic planning and growth of Red Cedar TG, an SBA-certified, tribally owned 8(a) Small Disadvantaged Business, and its affiliates. The position will report to the Director of Business Development and will develop and execute a comprehensive growth strategy for Red Cedar TG’s Information Technology services within the U.S. Air Force, with a primary emphasis on Wright-Patterson Air Force Base, Air Force Materiel Command, Air Force Life Cycle Management Center, Air Force Research Laboratory, and adjacent mission organizations. The Business Development Account Manager will own and maintain multi-year account and growth plans, develop a qualified opportunity pipeline, identify and engage government and industry stakeholders, and position Red Cedar TG ahead of customer demand. The position will build trusted customer and partner relationships, monitor mission priorities, budgets, acquisition forecasts, and procurement activity, and translate market intelligence into actionable business development and capture strategies. The position will identify, qualify, shape, and advance new business opportunities through disciplined Bid/No Bid and gate reviews. Capture responsibilities include customer engagement, opportunity strategy, competitive intelligence, Black Hat analysis, solution framing in coordination with technical leaders, price-to-win support, win strategy development, and teaming strategy. The position will distinguish between business development, capture, and proposal responsibilities while maintaining continuity across the lifecycle. The Business Development Account Manager will identify value-adding partners; support the negotiation of nondisclosure agreements, teaming agreements, and related partner arrangements; assess organizational conflicts of interest; and align partner capabilities, past performance, and customer access to pursuit requirements. During proposal development, the position will transition validated capture intelligence, customer requirements, competitive insights, and win strategies to the assigned proposal manager and remain engaged as the account and capture lead. The position will collaborate across executive leadership, program operations, technical delivery, contracts, pricing, recruiting, security, marketing, and proposal management to align growth strategy with organizational capability and delivery readiness. Post-award, the position will maintain executive-level customer relationships, support account reviews, monitor customer satisfaction and delivery performance, identify contract growth opportunities, and position the company for follow-on work and recompetes. Success will be measured through the quality and growth of the qualified pipeline, customer and partner engagement, opportunity progression, forecast accuracy, capture milestone performance, awards, revenue growth, account expansion, and alignment between proposed solutions and Red Cedar TG’s delivery capabilities. Performance will be evaluated based on development and maintenance of a qualified Air Force pipeline; customer, partner, and stakeholder engagement; accuracy of opportunity qualification and forecasts; completion of capture milestones; opportunity progression; quality of capture-to-proposal transition; awards; revenue growth; expansion of existing accounts; and alignment of pursuits with company capabilities, contract access, and delivery capacity.

Requirements

Ability to obtain and maintain a U.S. Government Secret clearance.
Bachelor’s degree in business, information technology, engineering, public administration, acquisition management, or a related discipline.
Minimum of 8 years of progressively responsible federal business development, account management, or capture experience, including a demonstrated record of identifying, qualifying, shaping, capturing, and winning new business.
Demonstrated experience developing business within the U.S. Air Force, Department of Defense, or a closely related federal defense market, with a working understanding of Air Force mission priorities, organizational structures, decision-making processes, and acquisition practices.
Existing relationships or demonstrated ability to establish trusted relationships with government customers, acquisition personnel, program offices, technical stakeholders, and industry partners within the Wright-Patterson AFB, Dayton, or broader Air Force ecosystem.
Strong working knowledge of the federal acquisition lifecycle, including market research, acquisition planning, Requests for Information, Sources Sought notices, draft and final solicitations, task-order competitions, recompetes, set-asides, sole-source procurements, and post-award account growth.
Working knowledge of traditional FAR-based acquisitions and nontraditional acquisition methods, including Other Transaction Agreements and related consortium-based or rapid-acquisition approaches.
Experience capturing and winning new business for SBA 8(a) Small Disadvantaged Businesses, including demonstrated success pursuing competitive set-aside and sole-source opportunities.
Experience positioning awards for Alaska Native Corporations, tribally owned or Native American businesses, or Native Hawaiian Organizations, with working knowledge of applicable socioeconomic contracting authorities and acquisition practices.
Demonstrated ability to leverage tribal 8(a) sole-source authorities and contract vehicles such as GSA Multiple Award Schedule (MAS), GSA One Acquisition Solution for Integrated Services Plus (OASIS+), NASA Solutions for Enterprise-Wide Procurement (SEWP), and other Government-Wide Acquisition Contracts and Indefinite Delivery/Indefinite Quantity vehicles to improve market access and accelerate procurement.
Demonstrated capture leadership through opportunity qualification, customer call planning, capture planning, competitive assessments, Black Hat reviews, solution framing, price-to-win support, win strategy development, teaming strategy, and executive-level Bid/No Bid recommendations.
Ability to develop and execute multi-year account plans, market-entry strategies, customer engagement plans, and opportunity roadmaps aligned with corporate growth objectives.
Strong business and financial acumen, including the ability to evaluate market potential, opportunity value, acquisition timing, competitive position, investment requirements, probability of win, revenue potential, and return on business development investment.
Excellent written, verbal, presentation, and executive communication skills, including the ability to communicate with senior government customers, corporate executives, technical personnel, partners, and cross-functional teams.
Proficiency with customer relationship management tools such as Monday CRM, Zoho CRM, Salesforce, or similar systems for pipeline management, account planning, forecasting, activity tracking, and performance reporting.
Proficiency with federal market-intelligence and procurement resources, including SAM.gov, GSA eBuy, Deltek GovWin IQ, GovTribe, HigherGov or successor systems, USAspending.gov, SBA Dynamic Small Business Search (DSBS), agency procurement forecasts, and comparable federal research tools.
Ability to establish and maintain accurate pipeline metrics, including pipeline value and coverage, opportunity stage, qualification status, capture milestones, probability of win, forecast accuracy, bid rate, win rate, revenue attribution, and account growth.
Ability to work independently while collaborating effectively with executive leadership, operations, contracts, pricing, technical delivery, recruiting, security, marketing, capture, and proposal personnel.
Ability to travel approximately 10% to 20% to customer, partner, industry, and corporate locations.

Nice To Haves

Resides in or near the Dayton, Ohio, or Wright-Patterson AFB market and maintains an established network of Air Force, federal acquisition, industry, small-business, and teaming-partner relationships.
Direct business development, capture, account management, acquisition, program management, or mission-support experience with Air Force Materiel Command, Air Force Life Cycle Management Center, Air Force Research Laboratory, National Air and Space Intelligence Center, Air Force Sustainment Center, or related Air Force and Space Force organizations.
Prior Air Force, Space Force, Department of Defense civilian, acquisition workforce, program office, systems engineering, logistics, sustainment, or industry account experience that provides practical understanding of customer missions, organizational culture, budgeting, and decision-making.
Experience capturing new business across federal information technology services, including IT operations and maintenance, enterprise architecture and business system modeling, cybersecurity and risk management, cloud infrastructure, data management and analytics, systems integration, system modernization and migration, and software and application development, including databases, web and mobile applications, data warehousing, dashboards, and workflow automation.
Experience developing and managing multiple affiliated-company, joint venture, mentor-protégé, or partner pipelines concurrently while maintaining clear account ownership, opportunity alignment, workshare strategy, and forecast integrity.
Demonstrated experience building go-to-market strategies for new capabilities, service offerings, contract vehicles, customers, or mission areas.
Experience developing customer value propositions, solution concepts, white papers, Requests for Information responses, capability briefings, and other pre-solicitation content used to shape customer understanding and position future opportunities.
Experience supporting federal proposal development by transferring validated capture intelligence, customer insights, competitive assessments, win strategies, partner inputs, and solution direction to proposal management teams.
Experience supporting or delivering oral presentations, capability briefings, solution demonstrations, and executive-level customer presentations.
Demonstrated teaming and partner-management experience, including identifying strategic partners and supporting negotiation of nondisclosure agreements, teaming agreements, workshare arrangements, and related business terms.
Familiarity with Shipley, KSI, APMP, or comparable business development and capture methodologies.

Responsibilities

Contribute to the strategic planning and growth of Red Cedar TG and its affiliates.
Develop and execute a comprehensive growth strategy for Red Cedar TG’s Information Technology services within the U.S. Air Force.
Own and maintain multi-year account and growth plans.
Develop a qualified opportunity pipeline.
Identify and engage government and industry stakeholders.
Position Red Cedar TG ahead of customer demand.
Build trusted customer and partner relationships.
Monitor mission priorities, budgets, acquisition forecasts, and procurement activity.
Translate market intelligence into actionable business development and capture strategies.
Identify, qualify, shape, and advance new business opportunities through disciplined Bid/No Bid and gate reviews.
Lead capture responsibilities including customer engagement, opportunity strategy, competitive intelligence, Black Hat analysis, solution framing, price-to-win support, win strategy development, and teaming strategy.
Distinguish between business development, capture, and proposal responsibilities while maintaining continuity across the lifecycle.
Identify value-adding partners.
Support the negotiation of nondisclosure agreements, teaming agreements, and related partner arrangements.
Assess organizational conflicts of interest.
Align partner capabilities, past performance, and customer access to pursuit requirements.
Transition validated capture intelligence, customer requirements, competitive insights, and win strategies to the assigned proposal manager during proposal development.
Remain engaged as the account and capture lead during proposal development.
Collaborate across executive leadership, program operations, technical delivery, contracts, pricing, recruiting, security, marketing, and proposal management.
Maintain executive-level customer relationships post-award.
Support account reviews post-award.
Monitor customer satisfaction and delivery performance post-award.
Identify contract growth opportunities post-award.
Position the company for follow-on work and recompetes post-award.