Business Development Manager - Public Sector
About The Position
CAI is seeking a motivated Business Development Manager - Public Sector to drive growth strategy and capture primarily across CAI's Public Sector business, with a core focus on the Texas market alongside targeted opportunities with state, local, and education (SLED) clients nationally. The role also carries exposure to Commercial accounts, supporting cross-sector pursuits where CAI's capabilities apply. This position reports to the Executive Director, Public Sector. The Manager will identify, qualify, and pursue new business opportunities, build relationships with agency and commercial stakeholders, and manage a pipeline from early opportunity identification through award. The role involves working closely with CAI's Proposal Development team to shape responses to Requests for Proposals/Quotes (RFx) and Task Orders, partnering with Vertical Executives and Service Delivery leaders on Statements of Work (SOWs), and representing CAI at relevant industry conferences and trainings. This position is full-time and remote, based in or near the Texas market, with approximately 20-30% travel for client meetings, conferences, and occasional in-person leadership sessions. This position does not offer employment sponsorship. All candidates must be eligible to work without need for sponsorship by employer.
Requirements
- Ideal candidate must be located in or near Austin, TX area
- 5-7+ years of progressive experience in business development, sales, or capture management, with a strong focus on public sector contracts; experience supporting Commercial pursuits a plus
- Experience in the staffing and service delivery space, including familiarity with Managed Services Program (MSP) delivery and similar service offerings
- Working knowledge of Texas state/local government procurement, along with general SLED procurement including cooperative contracting (e.g., NASPO, Sourcewell, DIR) and RFx cycles
- Proven track record of meeting or exceeding sales targets and winning new business
- Excellent communication and interpersonal skills, both verbal and written
- Strong strategic, analytical, and problem-solving skills
- Ability to work independently and as part of a team
- Proficiency in Microsoft Office Suite and Salesforce or similar CRM software
- Experience with GovWin, GovSpend, and/or other government procurement intelligence tools
- Bachelor's degree in Business, Marketing, or a related field
Nice To Haves
- Existing network of relationships across Texas state/local agencies and/or commercial accounts
- Experience selling and/or delivering business and IT consulting services (application development, managed services, PMO, modernization, or similar)
- Experience developing strategic pricing models and delivering fixed-price solutions
- Exposure to both public sector and commercial sales cycles
- Experience using AI-powered productivity tools such as Microsoft Copilot, ChatGPT, Claude, or similar platforms to enhance efficiency, streamline workflows, and support data-driven decision making
Responsibilities
- Monitor industry trends, market conditions, and public sector buying trends across Texas and priority national accounts
- Maintain current competitor profiles across core Public Sector practice areas
- Review potential clients and market segments, including select Commercial opportunities, to identify areas for CAI to acquire new business
- Coordinate FOIA requests and analyze responses to sharpen pursuit planning, as needed
- Identify, research, and qualify prospective clients within target markets to build a robust sales pipeline
- Develop and execute a strategic outbound business development plan, including account mapping and stakeholder engagement, across Texas and priority national accounts
- Maintain meticulous tracking and management of all business development activity and pipeline progression within the CRM platform
- Leverage existing contract vehicles and cooperative purchasing agreements (e.g., NASPO, Sourcewell, DIR) to expand into new agencies and accounts
- Collaborate with CAI's Marketing team on integrated marketing plans, campaigns, and thought leadership content that support lead generation and brand awareness
- Attend conferences and industry events to build relationships with potential clients and partners, and to refine messaging for the vertical
- Contribute to capability materials, one-pagers, and success stories used in the market
- Build and maintain relationships with agency and commercial stakeholders, including procurement and IT leadership
- Act as a liaison between public sector and commercial clients and CAI's technical delivery teams, ensuring CAI remains a trusted, preferred partner
- Support capture planning ahead of expected solicitations, including understanding client priorities and shaping CAI's positioning
- Partner with CAI's Proposal Development team to develop solution strategy for RFx and SOW responses
- Conduct reviews of competitor RFx responses, analyzing strengths and weaknesses relative to CAI's offerings
- Support pricing strategy development and provide ongoing support through negotiation and award
- Coordinate with Vertical Executives and Service Delivery leaders to develop SOWs
Benefits
- medical, dental, and vision insurance
- 401k retirement account access
- paid time off
- paid sick leave
- other paid time off as provided by applicable law
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What This Job Offers
Job Type
Full-time
Career Level
Senior
