Business Development Executive - Army
Herndon, VA (hybrid/remote)
SUMMARY:
Founded in 2001, Indigo IT is an award winning information technology consulting and services company. We are a trusted services provider to government agencies seeking innovative Cloud, Cybersecurity, Knowledge Management, and Enterprise solutions. We know our defense, federal, and civilian customers have critical IT infrastructures that must remain reliable, available, and maximized. Indigo IT is mission focused and committed to maintaining a sense of urgency in anticipating and supporting our customers' technology goals and objectives. Our unique ability to think beyond today allows our clients to stay ahead of their IT challenges. As a Veteran-Friendly employer, we are proudly partnered with the Virginia Values Veterans (V3) Program, and a recipient of the HIRE Vets Gold Medallion Award, which recognizes our commitment to recruiting our nation's Veterans. Recognized on the Inc. 5000 list of America's fastest growing companies in 2020 & 2021 and named as one of the 2022 Best Places to Work in Virginia, we are always looking to hire top talent in the field - come join us today!
Reporting to the Director of Business Development, the Senior Business Development Manager is responsible for the identifying, qualifying, and winning new business opportunities within the Army. This position is a critical function for the future of the company, so we're seeking growth-oriented hunters with demonstrated past performance sourcing opportunities, executing the capture process, and participating in proposal development. To be successful in this role, you must synthesize explicit and implicit customer requirements, build strategic internal and external relationships, and lead all involved parties to a win.
The Senior Business Development Manager works closely with multiple teams and is responsible capturing new business as well as recompete efforts. Additionally, the individual will be responsible for market analysis, opportunity strategy development and execution, and reporting progress toward achieving objectives. The Senior Business Development Manager ensures that teaming decisions, pricing, and win strategies are in alignment with customer objectives to increase the probability of closing new business.
PREFERRED CANDIDATE PROFILE:
Preferred candidates will have prior Army service or deep Army mission-network experience, ideally as a former officer (O-3/O-4), warrant officer, or senior enlisted leader (E-7 to E-9), with established relationships across Army cyber, IT modernization, network, spectrum, and electronic warfare communities.
The role will primarily focus on Army cyber, IT modernization, cloud, zero trust, enterprise networks, and managed IT services. Secondary focus areas include electronic warfare, spectrum operations, EMSO, RF-enabled mission systems, and opportunities aligned to Indigo IT's Xtremis/spectrumOS strategic partnership ecosystem.
ESSENTIAL FUNCTIONS/RESPONSIBILITIES:
- Your job is to win work! You will be accountable for winning at least $15M in total contract value each year and will be highly incentivized through performance-based compensation tied to bookings, wins, and overachievement of growth targets.
- Create and manage a pipeline of opportunities to meet and exceed individual and corporate growth targets within the Army.
- Independently and successfully mature efforts through the Gate process, and participate in proposal development to include supporting technical, management, staffing, and pricing elements.
- Apply understanding of customer requirements to create winning solutions and strategies that result in new business.
- Actively meet with industry partners to create successful teaming opportunities.
- Maintain long-term relationships with customers in your targeted market at the working level and up to "C" level government executives.
- In collaboration with the Vice President of Business Development, source internal and external technical expertise to assist with solution development and solicitation responses.
- Build and maintain a qualified Army pipeline sufficient to support corporate growth targets, including target-account plans, opportunity call plans, partner strategies, gate-qualified pursuits, and accurate monthly pipeline reporting.
- Own Army account planning and opportunity shaping from early identification through bid/no-bid recommendations, competitive assessment, price-to-win input, win themes, color reviews, and proposal handoff.
- Develop and execute Army account strategies that position Indigo IT for cyber, IT modernization, cloud, zero trust, network, spectrum, and EW/EMSO-related opportunities.
- Use small-business positioning, teaming, subcontracting, mentor-protege/JV structures, and transition strategies to help Indigo IT compete effectively in both set-aside and full-and-open environments.
SPECIFIC KNOWLEDGE, SKILLS, & ABILITIES:
- Operate in a highly independent manner with minimal direction.
- In-depth understanding of specific US Army accounts, commands, and acquisition processes, including Army Cyber Command, PEO EIS, PEO C3T, PEO IEW&S, NETCOM, ACC, AMC, ASA(ALT), DEVCOM/C5ISR, HQDA, and other relevant Army modernization and mission-support organizations.
- Demonstrated success in shaping and winning opportunities in several of the following technical areas: IT Support Services, Cybersecurity, Cloud Solutions, Zero Trust, Network/Systems Administration, electronic warfare, spectrum operations, EMSO, RF-enabled mission systems, and related professional services.
- Demonstrated experience working in a similar role exceeding designated sales targets/quota
- Experience with an industry-standard federal account/capture management and proposal development methodologies, such as Shipley
- Highly organized with ability to manage several simultaneous sales efforts
- Highly resourceful team-player, with the ability to also be extremely effective independently
- Experience working with common Federal procurement communication sites (i.e. Sam.gov, GovWin, GovTribe, GSA eBuy, etc.)
- Experience and an understanding of IT, cybersecurity, and cloud professional services
- Strong analytical capabilities
- Expert level written and verbal communication skills, with the ability to interact positively with all levels of management, coworkers, customers, and the general public
- Familiarity with Army and DoD contract vehicles and task-order environments, including ITES-3S/ITES-4S, CHESS, GSA MAS, OASIS+ or successor vehicles, RS3, and Army/DoD GWACs.
- Experience building and reporting pipeline health metrics, including qualified pipeline coverage, customer meetings, partner meetings, gate progression, forecast accuracy, and proposal conversion.
- Ability to translate customer mission needs into differentiated win themes, technical narratives, teaming strategies, and price-to-win inputs.
- Established Army and industry relationships across cyber, IT modernization, network, spectrum, EW, and related mission communities preferred.
EDUCATION, EXPERIENCE, & CERTIFICATIONS:
- Bachelor's Degree or equivalent experience
- 7 to 10 years of demonstrated business development or account management experience which includes at least 5 years of US Army account experience
- Detailed knowledge of end-to-end capture process, proposal process, and delivery lifecycle
- Understanding of the Federal procurement process and use of various GWACs
- Proven leadership and experience in executing account plans to gain new business
- Previous business development/sales experience in a services-focused company
- Experience interacting with and presenting to GO and SES level leadership
- Former Army officer (O-3/O-4), warrant officer, or senior enlisted leader (E-7 to E-9) experience preferred; equivalent Army mission-network experience considered.
- Active Secret clearance or ability to obtain a Secret clearance required; TS/SCI preferred, if appropriate for the account portfolio.
- Experience operating in or selling into Army cyber, IT modernization, network, spectrum, or EW/EMSO mission environments preferred.
At Indigo IT, we offer an expansive benefits package for our employees, which includes: Medical, Dental, and Vision coverage options. In addition, we offer 401(k) with company match, Group life and disability, Flex Spending Accounts (FSA), Paid Time Off (PTO), Paid holidays, and Education assistance. We also have in house training programs for employees, we reward thought leadership with bonuses and recognition for publishing, speaking, and innovative thought leadership in our industry.
Indigo IT is committed to hiring and retaining a diverse workforce. We are proud to be an Equal Opportunity/Affirmative Action Employer, making decisions without regard to race, color, religion, creed, sex, sexual orientation, gender identity, marital status, national origin, age, veteran status, disability, or any other protected class. This employer uses E-Verify.
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Indigo IT, LLC
paid time off, paid holidays, 401(k)
Apr 23, 2026