Senior Director of Business Development

Blackwatch International Corporation (Blackwatch), a small business founded in 2010, is dedicated to supporting Federal government and national security objectives. Based in McLean, VA, with offices in Sacramento, CA, Blackwatch invests in innovation and quality for our customers and staff, holding corporate-level ISO 9001:2015, ISO/IEC 27001:2022, and ISO/IEC 20000-1:2018 quality certifications, as well as an appraisal at CMMI Maturity Level 3 for services and supplier management. We are a leading provider of information technology (IT) infrastructure, cybersecurity, DevSecOps, data exploitation, and engineering services, specializing in large and complex projects. Blackwatch is dedicated to growth and offers a dynamic working environment with multiple opportunities for advancement.

Position Title: Senior Director of Business Development

Position Location: McLean, VA (remote)

Position Type: Full-time

Years of experience: 10 years of Federal Business Development Experience

Security Clearance: Ability to obtain Secret security clearance

US Citizenship Required: Yes, and must possess a Real ID or an active Passport

Summary/Objective

The Senior Director of Business Development is responsible for all business development activities and strategic initiatives to drive growth within a specific department or agency. The position will pursue new opportunities in the areas of mission support, security, cybersecurity, cloud, artificial intelligence, and multi-domain environments. This position will report to the Senior Vice President of Strategic Growth. The selected individual will lead customer engagement, pipeline growth, proposal submissions, and the process for capturing awards at a greater than 55% capture rate. The corporate office location for this position is McLean, Virginia, and requires frequent travel (>50%) to customer locations.

The ideal candidate must have exceptionally strong relationships across many stakeholders within a specific agency and possess a deep understanding of that agency’s decision makers, infrastructures, policies, and performance requirements. We are particularly interested in highly experienced individuals with relationships in the Department of Homeland Security (DHS) and its components, the Department of Commerce (DOC) and its bureaus, and/or the Federal Bureau of Investigation (FBI). We will consider applications from individuals with exceptionally strong contacts in other Federal agencies, however.

The Senior Director of Business Development will shape the future strategy of technology and engineering initiatives while tactically pursuing new business. Responsibilities will include building and growing a strong portfolio and pipeline of revenue and closing business deals. Activities include developing Departmental and Agency business opportunities and go-to-market strategies, collaborating across all corporate departments, and engaging with existing customers and teaming relationships across the Federal marketplace to accelerate growth.

This role requires an experienced and skilled professional who is aggressive and methodical in opportunity management, business development, and capture activities for technology and engineering programs in Federal Government accounts. The ideal candidate will have (1) background working in a matrixed and entrepreneurial environment; (2) the ability to translate customer requirements into technology and engineering solutions, and; (3) a successful track record growing a balanced pipeline of near, mid, and long term opportunities through identification, validation, qualification, proposal, and award.

Responsibilities: 

The responsibilities for this position include, but are not limited to, the following:

• Grow the opportunity pipeline to 10X annual revenue, to include new markets/customers, through diligent and timely identification/qualification of new business opportunities by leveraging current technologies, existing customer relationships, and strong inter-company collaboration.
• Maintain and manage a robust and realistic sales pipeline that drives growth through a balance of near, mid, and long-term opportunities while engaging in activities required to continually refresh the pipeline.
• Leverage existing strong relationships within targeted Federal Government accounts to rapidly identify and start pursuit of qualified opportunities scheduled for acquisition during the next 12-18 months.
• Meet regularly with Government stakeholders, decision makers, and mission owners to understand their requirements, desired outcomes, and IT and engineering challenges.
• Orchestrate and execute face-to-face meetings with Federal Government stakeholders to shape and influence requirements and embed differentiated win themes into their acquisition strategies.
• Participate in Business Development and Gate Reviews with executive leadership, using traditional business development methods and sales tactics.
• Drive revenue and market share in a defined addressable market (Federal Departments, Agencies, Bureaus, and Activities).
• Establish, build, and maintain customer relationships and assess competitor capabilities aligned to those specific customers.
• Initiate and manage teaming relationships to create differentiated solutions and satisfy client requirements.

Minimum Qualifications:

• Bachelor’s degree in business or a related field
• More than 10 years of business development experience in the Federal Government.

• Demonstrated success in leading and winning contracts >$50M in total value
• Demonstrated experience in developing and growing a large portfolio with positive book-to-bill (>1) and sustained year-over-year growth
• Demonstrated background in selling solutions and developing new markets, with proven leadership from inception to fruition of a strategic campaign.
• Ability to develop, document, and execute a plan for achieving awards/growth.
• Knowledge of Government contracting, current acquisition trends, and customer buying behaviors.
• Experience in B&P budget management.

• Aggressive, action-oriented mindset, founded in strong organizational and time management skills.
• Ability to use automated tools and applications such as Microsoft Office Suite and Teams to present ideas, information, and reports.
• Demonstrated experience with large and small Government contract wins throughout the entire Federal Acquisition lifecycle from inception to award.
• Ability to develop and implement tactical and strategic plans.
• Ability to develop and maintain a robust pipeline of opportunities and manage sales/business development efforts to secure high-value contracts
• Strong relationship and business development skills.
• Excellent knowledge of government procurement activity, to include GSA MAS, 8(a), and other best-in-class GWACs, as well as full and open competitions.
• Proven ability to operate independently with limited supervision and feedback.
• The role requires frequent travel to client sites, customer meetings, as well as Blackwatch HQ. Travel is required up to 50% of the time.