Business Development Manager - Enterprise Civil, Digital SectorAgencies IT

Leidos • Reston, VA

3d • $131,300 - $237,350

About The Position

The Enterprise Civil Division under the Digital Sector at Leidos is seeking a Business Development (BD) Manager to drive growth across an assigned portfolio of Civilian accounts. The Business Development Manager is an ownership role, not a support function. Primary role will be to own growth across assigned Enterprise Civil customers. This position reports to the Strategic Growth Director, Enterprise Civil, and is accountable for whitespace expansion, on-contract growth, and recompete protection across assigned accounts, measured against annual pipeline and bookings targets. The Strategic Growth Director sets division strategy; the Business Development Manager converts it into qualified pipeline and awards at the account level. The Business Development Manager owns the full life cycle of business development, including executive customer relationship management, account management, target identification, opportunity qualification, requirements shaping, and development of initial win strategies. The Business Development Manager builds the customer relationship, qualifies the opportunity, and shapes the requirement. At capture assignment, this role delivers a documented customer intelligence baseline, then works alongside the capture manager and solution architects through award, contributing customer insight, Customer Call Plan execution, and competitive intelligence at every gate.

Requirements

• Bachelor’s degree in a related field and 12+ years of business development or capture experience in federal IT services.
• Must have a demonstrated track-record of a high new business win history.
• Must have experience in executing successful large-scale Business Development activities in federal government contracting work.
• Must have proven ability to lead virtual pursuit teams across a matrixed organization without direct authority.
• Candidate must have a demonstrated track-record of closing deals with federal civilian agencies, including executive-level customer relationships.
• Must maintain strong partnerships in the partner ecosystem, including platform providers, VARs, and small/mid-tier/large businesses with civilian agency past performance.
• A demonstrated, sustained ability and record of leading or co-leading complex capture wins valued over $100M in total contract value is essential. Portfolio of submittits and awards should include experience in all types of government contracts (firm-fixed price, T&M, cost-plus, etc.) and full array of opportunity types (re-competes, new business, and takeaways).
• Must have excellent communication skills (both verbal and written) and highly effective interpersonal skills to carry out daily interactions with technical leaders and business executives within the Corporation, and with customers, industry, and subcontractors. Must be able to brief agency CIOs, CFOs, and CISOs and produce executive-quality white papers and customer presentations.
• Working knowledge of FAR-based acquisition, contract types, and acquisition models, including GWACs, BPAs, assisted acquisitions, and OTAs.
• Ability to obtain and maintain the public trust or suitability determination required by federal civilian customers.

Nice To Haves

• Experience that demonstrates the ability to contribute to fast-paced business leadership teams will be a plus.
• Business development experience with federal financial and regulatory agencies, justice and law enforcement agencies, or other civilian agencies.
• Domain experience in payments and financial management, regulatory data and supervision, case management, law enforcement modernization, or cybersecurity.
• Experience selling to fee-funded regulators with independent procurement organizations.
• Experience positioning AI, data, cloud, and legacy system modernization to civilian agency customers.
• Experience executing account plans built on a structured strategy framework, such as Playing to Win.
• Active federal civilian agency background investigation.

Responsibilities

• Partner with the Strategic Growth Director, the Line, account leads, and division leadership to orchestrate Leidos enterprise capabilities, solution architects, and teaming partners into differentiated solutions for customers, and to ensure that Leidos is placed in a competitively advantageous position to win in the Enterprise Civil division.
• Own and execute Customer Call Plans for key customers and programs, brief the Leidos Growth leaders & Division leadership on customer engagement results, and provides expertise in other new business matters, including strategic planning, competitive intelligence, and market analysis.
• Present and defend opportunities in senior line and business development pipeline-pursuit reviews, with evidence-based value propositions, win strategies, call plans, competitive assessments, and P-Win rationale.
• Build and sustain executive relationships with CIOs, CFOs, CISOs, and program executives across assigned accounts to understand mission priorities, budget drivers, and acquisition strategy.
• Identify and qualify whitespace opportunities 12 to 36 months ahead of release, apply defined early entry criteria before an opportunity enters the pipeline, and shape requirements through customer engagement, RFI responses, and industry days.
• Partner with program managers and the line organization to execute On-Contract Growth plans and feed customer perception and program performance insights into recompete readiness.
• Maintain pipeline accuracy and velocity in CRM and market intelligence tools, forecast with discipline, and use customer and market data to recommend where to invest pursuit resources.
• Track agency budget, policy, and acquisition shifts, including GSA-centralized IT buying, shared-services vehicles, and assisted acquisitions, and translate them into positioning moves.
• Perform special projects as assigned.

Benefits

• Leidos pay range for this job level is a general guideline only and not a guarantee of compensation or salary. Additional factors considered in extending an offer include (but are not limited to) responsibilities of the job, education, experience, knowledge, skills, and abilities, as well as internal equity, alignment with market data, applicable bargaining agreement (if any), or other law.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior