Business Development Manager - Federal Agencies

Sonar • Alexandria, VA

2d • Hybrid

About The Position

Sonar helps prevent code quality and code security issues from reaching production, amplifies developers' productivity in concert with AI assistants, and improves the developer experience with streamlined workflows. Sonar analyzes all code, regardless of who writes it — your internal team, genAI, or third parties — resulting in more secure, reliable, and maintainable applications. Rooted in the open source community, Sonar’s solutions support over 30 programming languages, frameworks, and infrastructure technologies. Today, Sonar is used by +7M developers and 400K organizations worldwide, including the DoD, Microsoft, NASA, MasterCard, Siemens, and T-Mobile. We believe in developing great products that are supported by great internal teams and a strong culture. We are highly committed to and obsessed with the company, users, each other, and our open source community. We have high standards and hold each other accountable for acting with positivity, dedication, thoughtfulness, empathy, and passion daily. We are deliberate with our decisions with high clarity of intention. At the same time, we feel extreme urgency and move forward quickly. And lastly, we are highly effective and operationally efficient. We operate collectively as One Team to accomplish our goals. At Sonar, CODE is more than just an acronym – it's a mindset that defines daily operations. Why You Should Apply: At Sonar, we’re a group of brilliant, motivated, and driven professionals working hard to help supercharge developers to build better, faster. Sonar helps to continuously improve code quality and code security while reducing developer toil. This means that developers can focus on doing more of what they love and less of what they don’t. Our solutions don’t just solve symptoms of problems – we help fix issues at the source – for all code, whether it's developer-written, AI-generated, or from third parties. We have a dynamic culture with employees worldwide and hub offices in the USA, Switzerland, the UK, Singapore, and Germany. Team members should be able to come to work every day, work on a product they are proud of, love what they do, and feel energized by their peers. With our roots deep in the open source community, we’re all about the mission: supercharge developers to build better, faster. The Impact You Will Have: The Channel BDM wins, maintains, and expands the relationship with Partners by building out a sustainable, scalable GTM that drives incremental revenue for our Channel. The Channel ecosystem is a critical part of Sonar’s 2025 imperatives for success and we need someone with a strategic mindset, fearless in execution to build out the key markets and geographies.

Requirements

• Minimum of 10 years of relevant Business Development experience within federal agencies.
• Ability to identify, establish, and use important customer relationships with senior-level officials and program stakeholders within the federal community.
• Experience with or knowledge of IT services, deployment of cloud, advanced analytics, high-performance computing, cyber security, and software development.
• Experience leading opportunity captures, including developing an overall win strategy, shaping deals with customers, developing teaming strategies, identifying and closing with teammates, understanding pricing, and assisting in developing winning prices.
• Knowledge of Government contracting, current acquisition trends, and customer buying behaviors.
• Familiarity with the capture of software opportunities through large Systems Integrators, 8(a) set-asides, and other small business opportunities.

Responsibilities

• Develop and execute on federal new business pipeline, opportunity identification, qualification, shaping, strategy, and positioning activities leading to the successful capture of multiple opportunities.
• Obtain marketing intelligence and competitive data pertaining to potential targeted pursuits, and develop marketing strategies
• Participate in bid decisions and development of proposals
• Support identifying, researching, analyzing, qualifying, and leading opportunities through the Business Development (BD) lifecycle.
• Monitor, research, and analyze established databases such as, GovWin IQ, usaspending.gov, beta.sam.gov, FPDS, Interact, eBuy, Seaport, GSA, as well as Advance Planning Notices to gather industry and government market details related to new contract opportunities.
• Coordinate externally with Government Contracting Offices and Program Offices to gather information about upcoming opportunities. Opportunity tracking/dissemination of long-range forecasts.

Benefits

• Flexible comprehensive employee benefit package that is 90% paid by the company.
• We encourage usage of our robust time-off allocations.
• We offer an exciting 401(k) plan that has a 4% match, fully vested on day one of participation.
• Generous discretionary Company Growth Bonus, paid annually.
• Fully paid parking in the heart of downtown Austin, Texas.
• Global workforce with employees in 20+ countries representing 35+ unique nationalities.
• We have an annual kick-off somewhere in the world where we meet to build relationships and goals for the company.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed
• Number of Employees: 501-1,000 employees