Senior Director, National Security Account Lead

ICF • Washington, DC

4d • Hybrid

About The Position

ICF is a leading global consulting and technology services company at the forefront of AI-driven digital modernization. Combining deep domain expertise with cutting edge technologies, advanced analytics, and human-centered practices to help federal agencies achieve a step change in productivity and mission impact. With a team of nearly 2,000 multidisciplinary technologists and an expansive ecosystem of over 30 platform partners, ICF delivers scalable, innovative solutions across the federal government, from AI and cloud to open source, low-code platforms, and data analytics. As we expand our technology footprint across the federal marketplace, we are looking for experienced Federal growth leaders to drive the next chapter of our impact. As an experienced business development professional, you will bring your robust business acumen, intuitive selling and closing skills and honed business expansion experience to ICF. In this role, you will drive and deliver robust growth throughout ICF's national security portfolio. You will be responsible for the full lifecycle of business development activities to include building, qualifying, and managing a robust pipeline, and confidently shaping and winning large single award opportunities, working collaboratively with lines of business, capture and proposal teams. The Senior Director, National Security Account Lead role is focused on new sales, and building direct federal customer relationships within the federal marketplace to position ICF as a trusted advisor and ensure sustained YoY growth and market expansion. Knowledge and experience in marketing capabilities in the areas of application development and digital modernization is required, and knowledge of open source and low-code/no-code platforms such as ServiceNow, Salesforce, and Appian and AI-enabled solutions is a significant plus. This position is based in the Washington, DC area and follows a hybrid work model, targeting a minimum of two days per week in ICF’s HQ Reston, VA office.

Requirements

• Bachelor’s Degree in business or IT related fields
• 10+ years of demonstrated experience selling IT work within the federal market
• 10+ years of building and executing client call plans, shaping requirements, and leading business development strategies in a collaborative team environment.
• 8+ years selling application development and digital modernization solutions in the federal market.
• 8+ years of demonstrated and verifiable contract awards valued over $50M, in addition to IDIQ vehicles.
• 8+ years establishing relationships with federal clients and solution partners across the Department of Homeland Security, including but not limited to USCIS, CPB, ICE, and Coast Guard.
• 2+ years selling modern AI-enabled solutions to the federal market place
• Demonstrated experience working with program teams to identify capabilities and potential opportunities in adjacent and alike markets.
• Exemplary presentation and communication skills, including authoring white papers, and responding to RFI’s and other presentation materials.
• Demonstrated success in developing and presenting complex ideas to executive audiences and effectively articulating customer positions, status, and strategies to senior management in a clear, concise, and decisive manner.

Responsibilities

• Identifies, shapes, and wins unrestricted, prime digital modernization opportunities to enable the National Security portfolio YoY growth and footprint expansion within the agencies.
• Develops, builds, and owns a 3-year strategic growth plan and effectively owns and manages an active 24-month pipeline
• Strengthens, expands and nurtures customer relationships to gain trusted advisor status and delivers sustained growth.
• Identifies, develops, and implements near-term and long-term win strategies that provide the business an opportunity to grow revenue.
• Nurtures & sustains partner relationships that align with market growth and business development objectives.
• Represent ICF in conferences and industry events including external speaking engagements and meetings with clients.
• Develops and supports strategic partnerships with government and industry leaders, driving innovation, and new business opportunities.
• Interacts regularly with senior management/executives from multiple areas within the company to include briefings and presentations on sales initiatives and outcomes.
• Partners with lines of business to support overall strategic planning and linking pursuits/capture activities that support the business development metrics for awards submits, and pipeline growth in IT modernization.

What This Job Offers

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