Senior Director of Business Development

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🏄 California, Florida, +2 more states – Remote

🏄 California – Remote 🐊 Florida – Remote 🦀 Maryland – Remote 🤠 Texas – Remote

⏰ Full Time

🟠 Senior

💰 Business Development (BDR)

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GP Strategies Modern Apprenticeships

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11 - 50 employees

GP Strategies Modern Apprenticeships is a leading Modern Apprenticeship training provider and IT training specialist.

📋 Description

• Own annual growth targets including bookings, recognized revenue, and gross margin contribution aligned to company objectives • Develop and execute the company growth strategy across federal agencies, DoD, prime contractors, and strategic partners • Recruit, coach, and manage a team of BD and support professionals, creating accountability for measurable outcomes • Build and manage a qualified pipeline maintaining minimum coverage of annual growth targets • Lead and institutionalize capture management processes (Shipley or equivalent), ensuring disciplined approach from Identify through Award including all CRM related processes • Own the strategic management of contract vehicles (eg GSA schedules, GWACs, BPAs, IDIQs, etc) including pursuit, leverage, and renewal • Drive new logo acquisition with priority customers and expand footprint within strategic accounts • Oversee bid/no-bid governance, ensuring disciplined opportunity selection based on PWIN, margin profile, and strategic alignment • Partner with Operations and Finance leadership to ensure growth is margin-accretive and operationally executable • Shape market awareness and specific opportunities by building capability statements, white papers, and solicitation responses • Shape opportunities pre-RFP, including customer engagement, requirement influence, teaming strategy, and competitive positioning • Establish and manage strategic teaming relationships with primes, OEMs, and subcontractors to expand addressable market access • Lead proposal strategy and win theme development, ensuring compelling value propositions and differentiated positioning • Drive pricing and margin discipline in coordination with Finance to protect gross margin and EBITDA targets • Develop and implement growth targets and KPIs, reporting performance monthly and on demand • Support executive-level customer engagement, including participation in key agency meetings, industry days, and executive briefings • Ensure all proposals comply with FAR/DFARS regulations and other federal acquisition standards.

🎯 Requirements

• 10+ years of experience in federal and prime contract business development • Proven track record of consistent success in securing competitive government contracts within DoD, DHS, or civilian agencies despite budget constraints • Established government and prime contractor network in one of several focus areas (USAF, USN, DHS) with strong preference for training related networks • Familiarity with learning and knowledge technologies and workforce development priorities, initiatives, differentiators is advantageous • Active participation in federal contracting and business development organizations such as NDIA, AFCEA, PSC, ACT-IAC, or NCMA is preferred • Experience with federal procurement databases (eg GovTribe, SAM.gov, FPDS) and CRM systems (eg Unanet) for managing business development pipelines and tracking opportunities • Exceptional negotiation skills with a proven ability to conclude complex government contracts • Bachelor’s degree required; master’s degree or other relevant certifications a plus • Capability to obtain and maintain a security clearance (existing Top Secret preferred) • Ability to perform sedentary work – exerting up to 10 pounds of force occasionally and/or a negligible amount of force frequently or constantly to lift, carry, push, pull or otherwise move objects, including the human body.

🏖️ Benefits

• Remote position • Ability to travel frequently as required • Opportunities for professional development