Business Development Manager

Applied Information Sciences•Reston, VA

40d

About The Position

At AIS, we are dedicated to providing our employees with diverse opportunities to grow their careers while supporting a variety of impactful projects. For this position, we are seeking a talented individual to join AIS as a Bid and Capture Manager. As your initial career assignment, you will support the priorities and vital functions of our shared services teams as a(n) Business Development Manager. As a high-energy Business Development Manager, you will drive growth in our Commercial Business Unit by building new client relationships and creating revenue opportunities in these priority industries (Power & Utilities | Manufacturing). You will focus on selling IT services, AI solutions, and digital transformation solutions, collaborating with AIS leaders, delivery teams, and marketing to shape strategic pursuits and convert high-potential prospects into long-term clients. This is an ideal role for a hunter-style BD professional with deep industry knowledge or strong networks in one or more of our target verticals. While experience in the Microsoft ecosystem is a plus, it is not required—what matters is a track record of selling services-led transformation deals in complex enterprise environments.

Requirements

10+ years in business development, account executive, or sales roles selling IT services, consulting, or digital/AI transformation solutions
Proven success building new client relationships in one or more of our target industries (Power & Utilities | Manufacturing | Insurance | Capital Markets | Defense Industrial Base)
Track record of hunting and closing net-new business in mid-market and/or enterprise segments
Strong consultative selling, storytelling, and stakeholder engagement skills
Experience collaborating cross-functionally with marketing, solutioning, and delivery teams
Familiarity with modern cloud-based delivery models and ability to articulate business value/ROI
Excellent communication, presentation, and executive engagement skills
Proficiency in CRM tools (Hubspot) with strong pipeline hygiene and forecasting discipline

Nice To Haves

Existing network and relationships in Power & Utilities, Manufacturing, Insurance
Experience selling AI-led solutions (e.g., GenAI copilots, AI/ML analytics, intelligent automation, voice AI)
Experience working for or closely with leading software or cloud platform companies (e.g., Microsoft, AWS, Google) or adjacent partner ecosystems including exposure to their go-to-market models, partner networks, and field sales collaboration.
Optional familiarity with Microsoft cloud offerings (Azure, M365) and co-sell motions, helpful but not required.
Experience selling bundled services (CSP licensing + onboarding + managed services)
Exposure to product engineering, innovation, or platform-led transformation deals
Prior success driving cross-functional go-to-market campaigns with marketing and delivery teams

Responsibilities

Develop and manage a qualified pipeline of mid-market and enterprise clients within targeted industries
Lead outreach and relationship-building across 50–100 target accounts, leveraging your industry network and insights
Work closely with AIS marketing, solution leaders, and delivery teams to shape go-to-market strategies
Identify and qualify opportunities across AIS’s core offerings: Cloud Infrastructure & Managed Services (Azure, M365, Data, SOC), AI & Intelligent Solutions (GenAI-powered business applications and copilots, AI-driven automation and analytics platforms, Voice AI and conversational solutions), Product Engineering (MVPs, platforms, innovation builds), Microsoft Licensing (CSP) + Services Bundles
Collaborate with Microsoft field teams where applicable to drive co-sell alignment (optional, not mandatory)
Conduct client discovery, orchestrate solutioning discussions, and coordinate proposal development
Maintain pipeline discipline, forecasting accuracy, and CRM hygiene
Serve as the voice of the customer, sharing insights to shape AIS offerings and go-to-market priorities
Engage prospects through outbound efforts, events, social selling, and tailored messaging