Vice President/Account Executive, DoW Business Development

ITC Federal, Inc.•, VA

14d•Hybrid

About The Position

ITC Federal is seeking a Vice President / Account Executive to own the growth, operations, and P&L performance of its Department of War (DoW) account. The primary focus is the Department of the Air Force, including the U.S. Air Force and U.S. Space Force, with expansion into other DoW components such as the Army, Navy, Marine Corps, and Defense Agencies including DISA and DLA. The role is central to ITC’s transformation from a historically small-business-set-aside contract base to a competitive full-and-open portfolio. The position will build a qualified pipeline, win competitive pursuits and recompetes, protect and expand existing DoW work, and use partnerships, teaming, and joint ventures to accelerate market entry. The account executive is expected to take an active, hands-on role in growth activities and work closely with the Chief Growth Officer, capture managers, BD leads, and the broader growth organization. Technical credibility in IT infrastructure, cloud, application development, cybersecurity, or related disciplines is important, as is familiarity with DoW priorities such as zero trust, DevSecOps, and enterprise IT modernization. The role has full P&L accountability for the DoW portfolio and responsibility for contract execution, financial performance, customer and partner relationships, and strategic positioning. It reports directly to the CEO, operates with a high degree of autonomy, and calls for a collaborative, decisive leader who can handle difficult conversations and manage a complex multi-contract account through change. The position is hybrid, based in Fairfax, Virginia, with regular onsite participation expected. ITC Federal is a mid-sized federal IT systems integrator founded in 2006 and headquartered in Fairfax, Virginia. Its capabilities include Technology Services, End User Service Operations, and Federal Financial Services. The company holds ISO 9001, ISO 20000, and ISO 27001 certifications, has CMMI Level 3 Development and Services appraisals, and has achieved CMMC 2.0 certification.

Requirements

10 or more years of direct experience in federal IT contracting, with meaningful DoW account experience; Department of the Air Force experience is strongly preferred.
Demonstrated success leading full-and-open captures as the executive-level owner, from strategy through award.
Deep experience managing contract portfolios that include IDIQs, task orders, and prime contracts, both as a prime and as a subcontractor.
Strong financial acumen, including P&L management, program financial analysis, accurate forecasting, and management-level reporting.
Proven ability to win recompetes and grow accounts under competitive pressure.
Technical background in IT infrastructure, cloud computing, application development, cybersecurity, or a related discipline, sufficient to engage substantively with technical customers and shape opportunities credibly.
Experience navigating small-business-set-aside portfolios and transitioning contracts to full-and-open competition through direct pursuit, partnerships, or joint ventures.
Established DoW relationships, particularly within the Air Force and Space Force, with the ability to secure meetings with relevant contacts.
Entrepreneurial operating style; able to set goals, prioritize under uncertainty, and move quickly without bureaucratic direction.
Ability to address performance issues with partners, push back on customers when necessary, and navigate difficult teaming dynamics constructively.
Self-starter able to set and execute an agenda independently from day one, with no day-to-day direction.
Bachelor’s degree required.

Nice To Haves

Master’s degree preferred.
Experience working in or transitioning small-business contracts to full-and-open competition.
Existing relationships with Air Force, Space Force, or other DoW technology leadership, contracting offices, or program offices.
Familiarity with Air Force and Space Force acquisition and innovation organizations such as AFLCMC, SSC, AFWERX, and SpaceWERX.
Experience with alternative acquisition vehicles such as SBIRs, CSOs, and OTAs.
Experience structuring teaming agreements and joint ventures in competitive federal markets.
Active security clearance at Secret level or higher, or ability to obtain one.

Responsibilities

Own the DoW account growth strategy, retaining revenue, winning recompetes, and expanding the portfolio through new awards in coordination with the CGO and growth organization.
Work with the CGO, capture managers, BD leads, and growth team as the account-level executive sponsor for pursuits.
Develop and execute a near-term recompete strategy for contracts approaching expiration.
Identify and pursue partnership, teaming, and joint venture structures to accelerate DoW market entry and bridge revenue during the transition from small-business set-asides to full-and-open competition.
Identify and qualify opportunities across the Department of the Air Force and other DoW components where ITC’s capabilities are competitive.
Build and deepen relationships across DoW customers, including Air Force and Space Force commands, field operating agencies, and program offices, engaging technical and mission leadership.
Own full P&L accountability for the DoW portfolio, including cost management, margin performance, and financial forecasting.
Monitor revenue, burn rates, utilization, and indirect rates; partner with Finance on forecasting, budgeting, and variance analysis.
Ensure contract profitability and successful execution across contracts, including on-time, on-budget, compliant delivery and strong CPARS performance.
Lead contract start-up, transition, and ramp-down activities as the portfolio evolves.
Manage portfolio program risk and escalate issues proactively.
Partner with the delivery team to align technical execution with customer expectations and growth objectives.
Support corporate quality, governance, and compliance activities in line with ITC’s ISO, CMMI, and CMMC 2.0 certifications and DoW cybersecurity requirements.
Establish ITC as a preferred full-and-open IT partner across key DoW customers and Defense Agencies.
Build and cultivate a partner ecosystem of large integrators, niche technology firms, and small businesses.
Represent ITC with senior government stakeholders and serve as the company’s face in the DoW market.

Benefits

Medical insurance
Dental insurance
Vision insurance
401(k)
Tuition reimbursement
Flexible Spending Account (FSA)
11 federal holidays
3 weeks of paid time off
Performance bonus tied to account growth, recompete wins, and portfolio financial performance
Long-term equity incentives for the right candidate