Business Development Executive – Department of War

PCI GS•Reston, VA

3h•$190,000 - $240,000•Hybrid

About The Position

PCI Federal is seeking an experienced Business Development Executive (BDE) to expand our business across the Department of War. This is a senior, hands-on business development role focused on building customer relationships, identifying and shaping opportunities, developing qualified pipeline, and winning new business. The BDE will report to the Vice President of Growth and work closely with Sector leadership, operating executives, capture, technical teams, pricing, contracts, and other PCI Federal companies. The successful candidate will bring strong, current relationships within the Department of War and a demonstrated ability to turn customer access and market knowledge into new business. The initial account portfolio will be aligned with the candidate's relationships, experience, PCI's capabilities, and the areas where the company has the strongest opportunity to grow. This is a business development role, not an internal growth-operations position. The successful candidate should expect to spend the majority of his or her time with customers, partners, and the market.

Requirements

10+ years of federal business development, account management, capture, industry, or relevant government experience involving Department of War customers.
Strong, current relationships within one or more significant Department of War customer organizations.
Demonstrated record of personally identifying, shaping, pursuing, and winning federal business.
Ability to explain how previous customer relationships translated into specific opportunities and contract awards.
Experience selling technology, professional services, cybersecurity, IT modernization, digital transformation, mission support, or related capabilities to DoW organizations.
Strong understanding of Department missions, acquisition processes, budgets, contracting organizations, and the federal business development lifecycle.
Working knowledge of federal contract vehicles, IDIQs, task-order competitions, set-asides, teaming arrangements, and full-and-open procurements.
Experience developing account plans, customer engagement strategies, opportunity strategies, and teaming approaches.
Ability to engage credibly with senior government customers, program and acquisition officials, technical leaders, and industry executives.
Ability to work independently, drive account plans while operating within a disciplined growth and proposal process.
Strong executive communication, judgment, business acumen, and follow-through.
Bachelor's degree or equivalent relevant experience.
U.S. citizenship and ability to obtain and maintain required federal security clearances.

Nice To Haves

Established relationships across multiple Department of War organizations.
Demonstrated success winning significant federal technology or professional-services work.
Experience working for a small-to-mid-sized federal contractor where business developers are expected to personally create markets and opportunities.
Experience with tribal 8(a) direct awards, competitive set-asides, mentor-protégé joint ventures, and other small-business acquisition strategies.
Experience pursuing both small-business and unrestricted opportunities.
Experience taking relationships developed at a large federal contractor and successfully applying them in a smaller, more entrepreneurial environment.
Prior military or civilian government experience in acquisition, program management, requirements, technology, or mission operations, particularly when followed by demonstrated industry business development success.
Experience with OSD, the military departments, Defense Agencies, Combatant Commands, or the Huntsville defense market.
Active Secret or higher-level security clearance.

Responsibilities

Develop and execute business development strategies across assigned Department of War accounts.
Build and maintain trusted relationships with program executives, program managers, mission and requirements owners, CIO and technology organizations, acquisition officials, and industry partners.
Identify customer priorities, requirements, funding, and acquisition activity before formal solicitations are released.
Develop a qualified pipeline of opportunities aligned with PCI's capabilities and growth objectives.
Build account plans and customer engagement strategies for assigned organizations.
Shape opportunities through customer engagement, capability briefings, RFIs, sources-sought responses, white papers, demonstrations, industry events, and other pre-solicitation activities.
Identify opportunities to introduce PCI capabilities into existing relationships and expand into adjacent organizations and missions.
Help customers understand acquisition pathways available through PCI, including tribal 8(a) direct awards, competitive set-asides, joint ventures, GWACs, IDIQs, strategic teaming, and full-and-open competition.
Develop relationships with large primes, technology companies, small businesses, and other partners that improve PCI's position on priority opportunities.
Lead through the full-lifecycle of an opportunity, from identification to proposal submission working with the proposal team and Innovation Lab.
Remain engaged throughout proposal development as the primary source of customer, market, and competitive intelligence.
Lead or participate in capture reviews, competitive assessments, solution development, teaming discussions, and proposal strategy for priority pursuits.
Maintain accurate and current account and opportunity information in CRM tool and participate in pipeline and opportunity reviews with the VP of Growth.
Represent PCI Federal at customer meetings, industry events, conferences, and partner engagements.
Work across PCI Federal companies to bring the strongest available capabilities, past performance, contract vehicles, partners, and acquisition strategies to each opportunity.