Senior Director, Business Development (DHS, State, DOJ)

Description

Founded by Tuskegee Airmen, ICF is a rapidly growing consulting company, and as we develop our footprint in technology modernization solutions, we are looking for experienced Federal growth leaders to drive business.

As an experienced Business Development (BD) professional, you will bring your intuitive skills and honed business expansion experience to ICF. In this role, you will drive the full lifecycle of business development activities to build, qualify, and manage a robust pipeline, as well as shape and win large single award opportunities in partnership with capture and proposal teams.

The Director, Business Development role is focused on building direct Federal customer relationships within the Federal Financial marketplace to foster opportunity development for ICF. Knowledge and experience in marketing capabilities in the areas of application development and digital modernization is required, and knowledge of low-code/no-code platforms such as ServiceNow, Salesforce, and Appian is a significant plus.

This position is based in the DC area.

Responsibilities:

• Responsible for bringing, establishing, and maintaining relationships with federal clients and solution partners across federal law enforcement agencies including, but not limited to: Department of Homeland Security, Customs and Border Protection, Immigration and Customs Enforcement, Department of State, and Department of Justice.

• Serve as the primary leader for the market/portfolio growth plan/strategy, working with and across the Lines of Business (LOB) to develop and drive a unified go-to-market market/portfolio strategy and identify, qualify, and advance a healthy 3-year pipeline.

• Responsible for identifying, shaping, and winning opportunities with an annual sales target of $50M.

• Work with DMX Growth and market research team as needed to hone search criteria to identify agency-specific opportunities that ICF should evaluate for pursuit.

• Identifies, develops, and implements near-term and long-term business strategies that provide the business an opportunity to grow revenue.

• Provide market/portfolio and client subject matter expertise and insights throughout the capture and proposal process.

• Nurtures & sustains customer and partner relationships that align with market growth and business development objectives.

• Engage, and/or join industry associations relevant to market/portfolio to include speaking and supporting planning of conferences and events attended by market/portfolio clients and partners to showcase ICF's thought leadership and capabilities.

• Interacts regularly with senior management/executives from multiple areas within the company to include briefings and presentations on sales initiatives and outcomes.

• Partners with BD leadership 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 you must have:

• Bachelor's Degree

• 15 or more years of selling work within the federal market.

• 10 or more years of building and executing client call plans, shaping requirements, and leading business development strategies in a collaborative team environment.

• 8 years of demonstrated and verifiable opportunities won, each valued over $50M.

• 5 or more years selling application development and modernization solutions.

• 2 or more years establishing relationships with federal clients and solution partners across federal law enforcement agencies including, but not limited to: Department of Homeland Security, Customs and Border Protection, Immigration and Customs Enforcement, Department of State, and Department of Justice.

What we would like you to have:

• Recent experience (within the last 5 years) winning opportunities valued over $25M.

• Expertise in developing opportunities for program growth and actively proposing and pursuing appropriate enhancements and changes.

• Exemplary presentation and communication skills, including authoring white papers, and responding to RFI's and other presentation materials.

• Demonstrate 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.

• Proficiency in MS Office Applications and CRM tools (Word, PowerPoint, Outlook, Excel, Teams, and Microsoft Dynamics).

#DMX #Growth

Working at ICF

ICF is a global advisory and technology services provider, but we're not your typical consultants. We combine unmatched expertise with cutting-edge technology to help clients solve their most complex challenges, navigate change, and shape the future.

We can only solve the world's toughest challenges by building an inclusive workplace that allows everyone to thrive. We are an equal opportunity employer, committed to hiring regardless of any protected characteristic, such as race, ethnicity, national origin, color, sex, gender identity/expression, sexual orientation, religion, age, disability status, or military/veteran status. Together, our employees are empowered to share their expertise and collaborate with others to achieve personal and professional goals. For more information, please read our EEO & AA policy (~~~) .

Reasonable Accommodations are available, including, but not limited to, for disabled veterans, individuals with disabilities, and individuals with sincerely held religious beliefs, in all phases of the application and employment process. To request an accommodation please email ~~~ and we will be happy to assist. All information you provide will be kept confidential and will be used only to the extent required to provide needed reasonable accommodations.

Read more about workplace discrimination rights (~~~) , the Pay Transparency Statement (~~~) , or our benefit offerings which are included in the Transparency in (Benefits) Coverage Act. (~~~)

Pay Range - There are multiple factors that are considered in determining final pay for a position, including, but not limited to, relevant work experience, skills, certifications and competencies that align to the specified role, geographic location, education and certifications as well as contract provisions regarding labor categories that are specific to the position. The pay range for this position is:

$170,721.00 - $290,225.00

Reston, VA (VA30)