Business Development Account Manager, Federal

Modoc Tribal Enterprises Authority•San Antonio, TX

2d•$150,000 - $185,000•Onsite

About The Position

Red Cedar TG is seeking a dynamic, proactive, and self-starting Business Development Account Manager to join their team. This position is responsible for contributing to the strategic planning and growth of Red Cedar TG, an SBA-certified, tribally owned 8(a) Small Disadvantaged Business, and its affiliates. The role involves developing and executing comprehensive growth strategies for Red Cedar TG’s Information Technology services across selected U.S. Air Force, U.S. Army, Department of Defense, and other aligned federal organizations within the Joint Base San Antonio (JBSA) and greater San Antonio market. 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. This includes developing a thorough understanding of assigned organizations’ missions, structures, priorities, budgets, acquisition forecasts, and contract vehicles. The position will identify, qualify, shape, and advance new business opportunities through disciplined Bid/No Bid and gate reviews, leading early market-shaping activities and identifying new and adjacent markets. The role also involves building and maintaining relationships with federal systems integrators, prime contractors, small businesses, and technology providers. During proposal development, the position will transition validated capture intelligence to the proposal manager and collaborate with various internal teams to ensure alignment with corporate objectives. Post-award, the role will maintain customer and partner relationships and identify growth opportunities. The Business Development Account Manager will represent Red Cedar TG at various engagements to reinforce market presence and establish the company as a trusted partner. Success will be measured through qualified pipeline growth, customer and partner engagement, opportunity progression, forecast accuracy, capture milestone performance, awards, bookings, revenue growth, account expansion, partner-generated opportunities, and alignment with company capabilities.

Requirements

Resides in the San Antonio metropolitan area and maintains an established network of U.S. Air Force, U.S. Army, Department of Defense, federal acquisition, industry, large prime contractor, systems integrator, small-business, and teaming-partner relationships.
Ability to obtain and maintain a U.S. Government Public Trust, suitability determination, or security clearance, as required by assigned accounts.
Bachelor’s degree in business, information technology, computer science, engineering, public administration, acquisition management, or a related discipline.
Minimum of 8 years of progressively responsible federal business development, account management, sales, or capture experience, including a demonstrated record of identifying, qualifying, shaping, capturing, and winning new business.
Demonstrated experience developing and executing account and growth strategies within Federal Civilian, Department of Defense, national security, federal health, homeland security, financial-regulatory, or other U.S. Government markets.
Existing relationships or demonstrated ability to establish trusted relationships with federal executives, program and acquisition personnel, technical stakeholders, small-business offices, industry partners, prime contractors, systems integrators, and technology providers in the JBSA and greater San Antonio federal market.
Strong working knowledge of the federal acquisition lifecycle, including agency market research, acquisition planning, Requests for Information, Sources Sought notices, industry days, draft and final solicitations, task-order competitions, recompetes, set-asides, sole-source procurements, protests, and post-award account growth.
Demonstrated ability to understand and analyze assigned agencies’ missions, organizational structures, budgets, modernization priorities, procurement forecasts, buying behaviors, incumbent environments, and contract-access strategies.
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 MondayCRM, 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

Direct business development, capture, account management, acquisition, program management, or mission-support experience with organizations located at or associated with Joint Base San Antonio or the broader San Antonio federal market.
Established customer or industry relationships within one or more priority Joint Base San Antonio or Department of Defense markets, including Air Force, Army, cyber and information operations, command and control, enterprise mission support, installation management, training and education, personnel and workforce systems, logistics, or other mission areas aligned with company growth priorities.
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 identifying adjacent customer organizations, mission areas, and opportunities within an established geographic or agency account and converting those relationships into qualified pipeline.
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.
APMP Foundation-level certification or higher, formal Shipley or KSI training, or comparable federal capture training.
Existing Top Secret clearance or eligibility for access at the Top Secret level.

Responsibilities

Develop and execute comprehensive growth strategies for Red Cedar TG’s Information Technology services across selected U.S. Air Force, U.S. Army, Department of Defense, and other aligned federal organizations within the JBSA and greater San Antonio market.
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.
Develop a thorough understanding of assigned organizations’ missions, organizational structures, modernization priorities, budgets, acquisition forecasts, procurement patterns, contract vehicles, incumbent landscapes, and buying behaviors.
Translate knowledge into actionable account, business development, customer-engagement, and capture strategies.
Identify, qualify, shape, and advance new business opportunities through disciplined Bid/No Bid and gate reviews.
Lead early market-shaping activities, including capability briefings, white papers, Requests for Information, Sources Sought responses, industry-day participation, customer meetings, and partner engagement.
Identify new and adjacent markets, unmet customer needs, emerging mission requirements, and opportunities to introduce Red Cedar TG’s capabilities.
Build and maintain relationships with federal systems integrators, large prime contractors, small businesses, technology providers, and other strategic partners.
Identify value-adding teammates and develop joint go-to-market and customer-engagement strategies.
Support negotiation of nondisclosure agreements, teaming agreements, workshare arrangements, and related business terms.
Assess organizational conflicts of interest and align partner capabilities, contract access, past performance, and customer relationships with pursuit requirements.
Transition validated capture intelligence, customer requirements, competitive assessments, win themes, solution direction, teaming inputs, and pricing considerations to the assigned proposal manager during proposal development.
Collaborate with executive leadership, program operations, technical delivery, solution architects, contracts, pricing, recruiting, security, marketing, capture, and proposal management to ensure alignment with corporate capabilities, contract access, resource availability, delivery readiness, and financial objectives.
Maintain customer and partner relationships post-award, support account and performance reviews, monitor customer satisfaction, identify contract and adjacent-account growth opportunities, and position the company for follow-on work and recompetes.
Represent Red Cedar TG at customer engagements, industry conferences, small-business events, association meetings, and partner forums.
Reinforce Red Cedar TG’s market presence, communicate its customer value proposition, and establish the company as a trusted and responsive federal mission partner.