VP of Federal Business Development

Securis•Chantilly, VA

About The Position

The Vice President of Federal Business Development will build and lead Securis' federal government contractor business practice across the Northern Virginia, Washington, D.C., and Maryland market. This is a senior growth leadership role responsible for establishing Securis as a trusted ITAD, secure data destruction, and technology lifecycle partner within the federal contracting ecosystem. The VP will develop relationships with major government prime contractors, systems integrators, federal program teams, and strategic partners while creating the strategy, pipeline, partnerships, and market presence needed to build a scalable federal business. The VP will lead Securis' efforts to leverage our GSA Schedule and other contract vehicles to drive federal growth, become an approved and preferred supplier to major federal contractors, identify subcontracting and teaming opportunities, position Securis within federal program proposals, and develop opportunities to support both prime contractors' internal ITAD requirements and their federal programs. This role requires an established presence in the GovCon community and a proven ability to open doors, develop strategic relationships, navigate complex federal sales cycles, and convert those relationships into recurring revenue. The successful candidate will not simply inherit a federal book of business, they will have the opportunity to build and develop Securis' federal business practice and play a significant role in the company's long-term growth.

Requirements

5+ years of successful B2B sales experience selling services or complex solutions to government prime contractors, large systems integrators, or their program organizations.
Demonstrated experience developing business as a supplier, subcontractor, or teaming partner within the federal government contractor ecosystem.
Demonstrated experience positioning a company, solution, or service within a prime contractor's federal proposal as a subcontractor or teaming partner.
Experience building relationships within prime contractor procurement, subcontracting, program, capture, or supplier-management organizations.
Demonstrated ability to develop new accounts, manage complex sales cycles, negotiate agreements, and close high-value business.
Demonstrated experience successfully navigating supplier qualification and securing approved-supplier status with government prime contractors or large systems integrators.
Working knowledge of federal subcontracting practices, including teaming agreements, NDAs, contractual flowdowns, and small-business subcontracting requirements.
Ability to build and maintain relationships through long federal sales cycles and periods in which an immediate opportunity may not exist.
Strong commercial judgment with the ability to understand pricing, margin, and profitability.
Established relationships within the Northern Virginia/National Capital Region government contractor community.
Strong CRM and pipeline management discipline.

Nice To Haves

Existing relationships with major federal prime contractors and systems integrators.
Experience selling ITAD, secure data destruction, IT lifecycle services, data center services, logistics, records management, cybersecurity, or another compliance-driven service.
Familiarity with NIST SP 800-88, CMMC, CUI handling, classified environments, and federal data-security requirements.
Active or previous U.S. Government security clearance.
Salesforce and Google Workspace proficiency.
Bachelor's degree preferred.

Responsibilities

Build and manage a targeted portfolio of government prime contractors, systems integrators, and federal program teams.
Develop relationships across procurement, subcontracts, supplier diversity, Small Business Liaison Offices, program and capture teams, information security, and corporate IT leadership.
Position Securis for inclusion on approved supplier lists and within prime contractor procurement ecosystems.
Maintain consistent engagement with key accounts to build relationships before specific opportunities arise and position Securis as a trusted ITAD partner.
Drive the full sales cycle from prospecting and qualification through solution development, pricing, negotiation, closing, and account expansion.
Identify opportunities to provide ITAD services for a prime contractor's own corporate IT assets, including laptops, servers, storage, networking equipment, and data center assets.
Develop opportunities for Securis to provide ITAD and secure data destruction services as a subcontractor on prime government programs.
Work with program and capture teams early enough in the sales cycle to position Securis within the prime contractor's proposed solution.
Pursue teaming arrangements, supplier commitments, and opportunities for Securis to be included in prime contractor proposals.
Convert successful engagements into recurring, multi-site, and multi-program relationships.
Develop a strong understanding of Securis' security, compliance, and ITAD capabilities and translate those capabilities into meaningful solutions for clients.
Effectively communicate Securis' capabilities related to secure data destruction, chain of custody, data sanitization, IT asset disposition, remarketing, and responsible electronics recycling.
Understand and communicate relevant federal requirements and standards, including NIST SP 800-88, CMMC, CUI handling requirements, and other security and compliance considerations.
Partner with security, compliance, operations, and executive leadership to address complex customer requirements.
Develop pricing and commercial solutions within company-approved guidelines.
Understand ITAD economics, including service fees, remarketing, recovered value, and revenue-share structures.
Negotiate commercial terms while protecting margin and long-term account value.
Coordinate with Operations before committing to scope, volume, turnaround times, on-site services, or other operational requirements.
Partner with Finance and executive leadership when opportunities require non-standard commercial or contractual terms.
Develop and execute Securis' strategy for building a scalable federal and GovCon business practice.
Develop and execute strategies to leverage Securis' GSA Multiple Award Schedule and other government contract vehicles to generate new opportunities, expand federal market access, and drive revenue growth.
Establish revenue, pipeline, and market-development priorities in partnership with executive leadership.
Own revenue and gross-profit performance for the federal business practice.
Develop and maintain strategic account plans for priority government contractors and partners.
Track supplier qualification, teaming, proposal inclusion, sales opportunities, and other critical milestones.
Maintain accurate account, opportunity, activity, pipeline, and forecast information in Salesforce.
Identify opportunities to expand the federal practice into new agencies, programs, prime contractor relationships, and service offerings.
Help define the resources, partnerships, processes, and future team structure needed to support continued federal growth.
Build Securis' visibility and reputation within the Northern Virginia and National Capital Region government contracting community.
Represent Securis at relevant federal and GovCon industry events, conferences, associations, and networking opportunities.
Develop relationships within organizations and communities such as AFCEA, PSC, ATARC, and other relevant federal technology and contracting groups.
Build a strong network of prime contractors, systems integrators, program leaders, capture professionals, procurement leaders, and strategic partners.
Continually identify new relationships, programs, partners, and market opportunities that can expand Securis' federal presence.