Business Development Manager – Federal

📋 Description

• • SHI International Corp. is seeking a dynamic and strategic Federal Business Development Manager to drive growth within the federal sector. This pivotal role is instrumental in shaping and executing SHI's federal growth strategies, focusing on maximizing new business opportunities through existing contracts and identifying new avenues for expansion. By coordinating strategically and tactically, this position will ensure SHI remains at the forefront of technology solutions for government organizations, contributing directly to the company's mission of helping organizations change the world through technology. As a $16 billion global provider of IT solutions and services since 1989, SHI relies on dedicated professionals to maintain its concierge approach and achieve its ambitious goals.
• • The day-to-day responsibilities of the Federal Business Development Manager are multifaceted, encompassing the execution of quarterly strategies and tactics to build a robust pipeline of qualified contract opportunities, each with a clear pursuit and win plan. This includes meticulously maintaining the Strategic Federal Business Capture pipeline for GWACs, IDIQs, BPAs, and other strategic coordination efforts, leveraging both internal and external resources to prepare pre-RFP strategies. A significant part of the role involves researching and analyzing available data from various sources, such as third-party bid sites, distribution data, events, and AI tools, to identify competitive buying trends and inform strategic decisions. Collaboration is key, as the manager will work closely with Federal Sales teams, Proposal Writing teams, Compliance teams, Consultants, and the broader Federal Business Development team to create and maintain comprehensive Capture Plans. A deep understanding of federal contracting vehicles is essential to grow business and identify opportunities within channel partner, SI, and Distribution contracts. The manager will act as the capture lead, coordinating with key internal stakeholders like partner teams, sales teams, the proposal team, contracts, and writers to position SHI and its partners for success in winning new business.
• • In addition to direct business development, the role involves significant partner engagement. In coordination with the Senior Federal Development Officer, the manager will develop, maintain, and advance relationships with partners and contract holders aligned with SHI's target areas. This includes establishing external teaming arrangements with channel partners, distribution networks, and relevant strategic federal manufacturer CAM managers for capture pursuits. The manager will also manage existing partnerships and cultivate new ones with partners and contract officers to uncover new opportunities and enhance value for the existing client base. Gathering intelligence on the competitive partner landscape and positioning SHI to win new contracts are critical functions. The manager will define win strategy criteria based on RFP requirements and qualification phase information, and lead program pursuits, proposal responses, win strategies, technical discriminators, solution providers, and pricing strategies. Identifying the optimal mix of partners to develop, identify, and qualify upcoming GWAC, IDIQ, and BPA opportunities is paramount. After-action reviews for both awarded and non-awarded bids will be conducted to document lessons learned and refine capture techniques and strategies. The role requires interfacing between the Sales team and internal/external stakeholders, including prime or subcontractors and business group units. Furthermore, the manager will mentor and counsel account managers, account executives, sales managers, and proposal writers through the contract capture process, attend conferences and external partner meetings to explore business development opportunities, and support continuous improvement of the business development process. Maintaining accurate records, tracking, monitoring, and reporting data to support business development efforts is also a key responsibility. The manager will evangelize and enable the use of profitable, strategic contracts among SHI sellers and educate internal and external parties on federal strategic capture efforts.
• • This role also extends to supporting business development events, including assisting with the planning of DC events for customers, partners, and analysts, such as Summits and Huddles. This involves supporting out-of-town travel arrangements by engaging with SHI leaders and customers regarding hotel accommodations and travel options. For events held at the DC office, the manager will assist with sales representative hotel blocks, catering, breakout room setup, and local transportation, and support the EBC team during large customer Summits and internal Huddles. Collecting, analyzing, and acting on customer feedback from surveys, reviews, and support interactions before, during, and after events is also part of the event support function.
• • The Federal Business Development Manager will report to the Director Federal Programs or as directed by SHI management and is required to operate within the DMV area. This position offers significant opportunities for professional growth, allowing the individual to become a thought leader in program pursuit, proposal responses, win strategies, technical discriminators, solution providers, and pricing within the federal sector. The role provides a platform to develop and hone skills in data analysis, competitive intelligence, strategic planning, and relationship management, directly contributing to SHI's continued success and expansion in the federal market. Success in this role means not only achieving business objectives but also contributing to the development of a high-performing federal sales and capture team.
• • The ideal candidate will possess strong analytical thinking and data analysis skills, with the ability to identify patterns and trends, propose hypotheses, and use statistical techniques to test them. Excellent communication skills are essential for effectively conveying complex ideas and adapting communication styles to different audiences. The ability to build relationships and collaborate effectively within a team, while also working independently and demonstrating results orientation, is crucial. Time management and task prioritization will be key to managing a demanding workload and meeting deadlines. The role requires an intermediate understanding of IT products and solutions, the inner workings of a company, and the ability to effectively utilize standard office applications like Word, Excel, PowerPoint, and Outlook. The candidate will be expected to identify learning gaps within a team, propose training solutions, and implement them, as well as identify problems, propose solutions, and take action to resolve them without explicit instructions. This role is designed for an individual who can proactively identify opportunities for collaboration and build effective communication strategies.
• • SHI International Corp. is committed to fostering a diverse and inclusive workplace, being the largest minority- and woman-owned enterprise in the U.S. Employees enjoy continuous professional growth and leadership opportunities, comprehensive health, wellness, and financial benefits, and access to world-class facilities and technology. The company culture emphasizes teamwork, problem-solving, and results orientation, providing a supportive environment for employees to thrive and advance their careers in the technology solutions and services industry.