Business Development Manager

Job Locations US-VA-Herndon
Business Development
Regular Full-Time
Top Secret/SCI


Job Summary
Director, Business Development 

Implements the Illuminate Technologies (ILT) business strategy and delivery of client account growth with exceptional customer relationship management. Will work at the direction of the Vice President of Global Programs and in tandem with ILT operations leadership and Subject Matter Experts to grow a qualified short-term thru long-term business winning pipeline. This assignment will focus on both direct and indirect Government, IC/DOD/DOJ and Cyber Security clients as well as related Prime contractors. Will cultivate business relationships and represent our capabilities to these clients and collaborate with our proposal capture & contracts team in opportunity qualification, teaming discussions, and producing winning responses to these clients Requests for Proposals, Requests for Quotations and Requests for Information.   


A complimentary role of this Business Development assignment will be to assist the company in establishing and expanding company brand recognition as the preferred Mobile Network Monitoring & Mobile Network Security solutions provider within assigned accounts and territory.




Principle Accountabilities

  • Be the primary point of contact for sales & business development with assigned accounts or regional territory.
  • Identifies accounts with the greatest growth potential for ILT products & solutions.  Particular emphasis’ on New account development and establishing new contract footprint.
  • Build territory & account sales strategies, account management & business development plans to grow existing and expand into new client accounts
  • Responsible for lead generation and qualification, pursuit win strategies, client and competitive assessments, and win plans. Including active participation in opportunity capture, proposal generation, and award of IDIQ and single award programs
  • Identifies accounts with the greatest growth potential and prioritizes these vs accounts having low potential. Particular emphasis on NEW account development.
  • Develop and maintain a trusted advisor relationship with enterprise-level client relationships, connecting with key client executives & stakeholders and foster those relationships for greatest mutual benefit.
  • Collaborates with ILT Program Managers to coordinate sales or business development activities within existing client programs & accounts to maximize growth of current & emerging Programs of Record. 
  • Responsible for maintaining a pipeline for forecasting and tracking key account business metrics. Including Order and Revenue forecasting.
  • Collaborates with our Marketing Organization & Business Product/Solutions planning teams to represent and provide customer centric input to company marketing efforts, conference messaging and branding initiatives
  • Assess future growth opportunities aligned with Illuminate Technologies strategic growth objectives


Knowledge & Skills 

  • Demonstrated networking capabilities & relationships among various communities, e.g. client decision making departments in the IC, DOJ communities & US Cyber Security clients for identifying and developing potential business opportunities
  • Demonstrated knowledge of the Mobile Network Monitoring, Mobile Network Security and Lawful Intercept competitive market landscape
  • Complete understanding of business development that includes contract cost and pricing principles required to win new and follow-on business 
  • Ability to read, analyze, interpret and respond to the most complex RFI and RFP documents. 
  • Ability to integrate regulatory, customer, political and market information into effective business strategies and plans
  • Strong interpersonal skills including tact, diplomacy, and flexibility to work effectively with senior managers, employees, and the general public
  • Strong leadership skills with an ability to coach, lead, motivate and influence others to support corporate goals and objectives


Experience & Education

  • Bachelor's Degree or relevant experience
  • 8+ years in business development, program management and/or strategic planning with 4 of those years focused on developing business in the government and/or commercial telecommunications markets.
  • Proven record of successfully growing business with expanded customers and markets domestically and/or internationally.
  • Experience in IC/DoD/DOJ as mid-grade level leader with exposure to intelligence systems and an enterprise level view and understanding of the infrastructure supporting the IC
  • Experience in working with systems engineering & technology development groups, including COTS product development, DevOps, rapid prototyping
  • Experience building and managing client relationships within assigned accounts and territory to seek out and identify new business opportunities



  • Ability to travel domestically and internationally as required



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