Business Development Manager, Federal Sales (Remote in CT)

Pitney Bowes

26d•Remote

About The Position

Pitney Bowes is seeking a highly skilled Business Development Manager (BDM) to drive strategic growth within the Federal Sales segment of the SendTech Solutions division. This role is responsible for expanding our presence across federal agencies by delivering secure, complaint, and innovative mailing, shipping, and digital workflow solutions that support mission-critical operations. This role is remote, but the candidate must live in driving proximity to Connecticut. You must have a strong Federal purchase and/or lease award negotiation skillset. You need a moderate technical background to help the Federal Sales Team towards exceeding their sales quotas. You are an individual who is committed to championing and creating innovative ideas and/or markets, strategies and concepts to ensure that the business obtains growth. This position requires a consultative seller who understands federal procurement, can navigate complex acquisition environments, and can build long-term relationships with senior government stakeholders. You will partner closely with the Federal Sales Team and other internal functional departments on developing business cases to support proposals for solutions that use the entire SendTech product and services portfolio. You will work closely and collaboratively with customers, Sales Representatives, and key internal functional managers to devise effective offerings while ensuring that Pitney Bowes’ solutions will meet the customer’s expectations. Through requirement information gathering (elicitation), you will be instrumental in deciding what is needed to solve the customer’s problem and foster a change from a commodity transaction to a technology play. Why This Role Matters Federal agencies rely on Pitney Bowes to support essential communication, shipping, and document workflows. The BDM will influence modernization initiatives across civilian, defense, and intelligence agencies. This role directly impacts mission readiness, operational efficiency, and compliance across the federal landscape. You will represent a trusted, century‑old technology leader with a strong federal footprint.

Requirements

Bachelors of Science degree in Computer Science or equivalent
5 years’ minimum experience in digital and print management and shipping solutions industry
1 – 3 years of experience using FedRamp product with certification.
3 years’ minimum experience managing client portfolios selling products or services in a highly technical environment.
Strong information technology experience with software or financial products, preferably within Government sales process
Practical application of operational performance metrics
Leading, developing and coaching high performing revenue opportunities.
Salesforce.com account management platform
Proficient with Microsoft Office Suite creating customer sales presentations.
May require up to 50% travel including overnight stays.
In-depth knowledge of and experience with government contracting concepts, including Federal Acquisition Regulations (FARs).
Competitive procurement processes in government acquisition, including General Service Administration (GSA) procurement regulations.
General Service Administration (GSA) Schedules Program, multi-award (Indefinite Delivery, Indefinite Quantity) IDIQ contract vehicles and related online systems.

Nice To Haves

Minimum of 10 years’ direct experience with federal government contracting preferred
Ability to obtain Top Secret Clearance
Proven history of achievements of 100% or above attainment of sales revenue goals
Contracting officer for a government agency experience.

Responsibilities

Enthusiastic about client success and delivering added value to an offering.
Collaborate with the Federal Account Manager’s and internal support teams to discover and understand a client’s operational issue while showing with key presentations and product workflow analysis a Pitney Bowes product that will help the client achieve their mission.
Excellent written and oral communication.
Ability to recommend, propose and present solutions consisting of Pitney Bowes software, integrated hardware, and professional service offerings.
Base your information on the customer requirements that are understandable to both internal management and our federal clients.
Professionals with integrity and commitment can efficiently work with an elevated level of productivity independently.
Ability to present documentation in an easily digestible format suitable to the Federal Government audience, which explains and justifies complex offerings in the SendTech portfolio.
Strong customer-facing and negotiation background in software and/or hardware technology that can articulate such offerings in an understandable format for our clients.
Ability to move boldly to deliver superior and best market solutions.
Participate in training and sales meetings as directed by management.
Help with conducting monthly team members meetings to find opportunities, market trends and revenue goal attainments.
Ability to capture Federal procurement trends and budget cycles to aid in marketing campaigns.
Achieving revenue goals set by the business.
Review terms and conditions in solicitations, Request for Proposals, Request for Quote’s and any other Federal contract vehicle with the Federal Government Contract Manager to strategically formulate a proposal response.
Help review Federal Acquisition Regulations (FARs) and other laws, regulations, rules and guidelines referenced in solicitations and contracts.
Partners with legal team and subject matter experts for guidance ensure we are following statutory requirements.
Provide guidance to legal team when negotiating contract language, terms, conditions, and deliverables to the Federal Business Development Team
Help with proposal creation, reviews, submittals as well as responding to contract inquiries throughout the term and contract closeout.
Foster strategic relationships with government acquisition personnel and key internal personnel.
Assist the Federal Government Sales Team by formulating bid responses.
Evaluate potential bid protest situations.
Monitor all online sites and tools associated with Federal contracts.
Participate with business teams, finance and legal counsel for resolution of contract issues and disputes.
Foster relationships with business development, business management, contracts groups, finance contacts, other business and corporate entities.
Partner with business management and legal staff to provide training for sales, marketing, customer service representatives on government pricing, discounting, and general compliance issues.
Partner with Legal and Business Management to review contract modification proposals to address changes in items offered to government customers as well as changes in contract terms and conditions.
Represent the Federal Sales Team during meetings focused on policy and legal developments in Federal government contracts.
Work closely and collaborate with the Federal Sales Team with new and creative ideas relating to the overall client success of our federal marketplace.
Develop a good understanding of product technology such as FedRAMP certified solutions, FIPS, FISMA, NIST, etc. to discuss overall value of such solutions to clients.