Business Development Manager

Overview

Business Development Manager

Location

**Fairfax, VA (Hybrid – Washington, DC Metro Area)**Remote may be considered for the right candidate.

Position Summary

ILS Inc. is seeking an experienced Business Development Manager with a proven track record of driving revenue growth within the Federal Government market. The ideal candidate will have extensive experience developing new business opportunities, leading capture efforts, building strategic partnerships, and winning Federal IT contracts.

The successful candidate will work closely with executive leadership, proposal teams, delivery managers, and industry partners to expand ILS's federal footprint and drive long-term growth.

Responsibilities

• Develop and execute strategic business development plans for Federal Government agencies.
• Identify, qualify, and manage a robust pipeline of Federal opportunities.
• Lead capture efforts from opportunity identification through contract award.
• Build and maintain strong relationships with government customers, contracting officers, industry partners, and teaming organizations.
• Develop win strategies, competitive analyses, pricing strategies, and teaming approaches.
• Expand existing customer accounts through organic growth, contract extensions, and recompete opportunities.
• Coordinate proposal development with technical, pricing, contracts, and executive leadership teams.
• Utilize Salesforce or similar CRM platforms to manage opportunity pipelines, forecasting, and reporting.
• Represent the company at Federal industry events, conferences, and networking activities.
• Monitor opportunities through SAM.gov, GovWin, agency procurement forecasts, and other Federal acquisition resources.
• Establish and manage strategic partnerships, Joint Ventures (JVs), and Mentor-Protégé relationships.
• Meet or exceed annual bookings, revenue, and pipeline growth objectives.

Qualifications

• Bachelor's degree in Business, Information Technology, Engineering, or a related field.
• 10+ years of experience in Federal Business Development, Capture Management, or Federal Account Management.
• Demonstrated success winning Federal Government IT contracts within DoD and/or Civilian agencies.
• Strong understanding of the Federal acquisition lifecycle and procurement process.
• Experience supporting agencies such as DoD, DHS, DOJ, DOL, VA, HHS, Treasury, FBI, MDA, NSF, or other Federal agencies.
• Established network of Federal Government customers, contracting officers, industry partners, and prime contractors within the DMV area.
• Excellent executive-level communication, presentation, negotiation, and relationship management skills.
• Experience using Salesforce or another CRM platform for pipeline management and forecasting.

Preferred Qualifications

• MBA or Master's degree in Business, Engineering, or a related field.
• PMP Certification.
• Experience selling Federal IT services, including Cloud, Cybersecurity, AI/ML, Digital Transformation, Data Analytics, Infrastructure, or Application Modernization solutions.
• Experience developing strategic teaming agreements, Joint Ventures, and Mentor-Protégé partnerships.
• Existing relationships with Federal customers and major system integrators (GSIs) within the Washington, DC Metro Area.

Success Metrics

• Achieve or exceed annual revenue and bookings targets.
• Build and maintain a qualified Federal opportunity pipeline.
• Improve proposal win rate (PWin).
• Expand existing Federal customer accounts through organic growth.
• Develop strategic partnerships that strengthen competitive positioning.
• Deliver accurate pipeline forecasting and executive reporting.

Salary: Competitive, based on experience

Employment Type: Full-Time