Senior Business Development Manager – Department of Defense, Army, DLA, and MDA

Summit Human Capital is dedicated to connecting career passion with client mission, striving to change lives in the process. Operating across commercial, state and local, and federal markets, Summit Human Capital's affiliate, SHC Federal, specializes in delivering workforce solutions and integrated teams tailored to address the most complex technology challenges faced by prime contractors. Utilizing a rigorous vetting and fraud detection ecosystem, SHC Federal efficiently provides federal clients with high-quality cleared and uncleared IT talent.

Position Overview

SHC Federal is seeking a
Senior Business Development Manager
to lead strategic growth within our Department of Defense (DoD) unit. This role is responsible for leveraging both cleared and uncleared workforce resources, as well as SHC Federal's proven expertise in technology workforce solutions, to support prime contractors through genuine teaming partnerships. The focus is on securing subcontracting opportunities by obtaining work scope and work share agreements, rather than competing through traditional Master Service Agreements.

Ideal Candidate Profile

The ideal candidate is a relentless self-starter with demonstrated success in developing new business within the Department of Defense sector, including dedicated experience in the Army, DLA, and MDA space. Candidates must possess a genuine passion for making a positive impact on people's lives, as well as at least five years of experience in subcontracting with prime contractors under work scope and work share agreements, rather than Master Service Agreements. This position focuses on cultivating a robust pipeline of teaming opportunities with prime contractors, aiming to secure four to six contract awards annually, with each award supporting 15 to 20 long-term positions. The selected candidate will also be responsible for executing subcontracting agreements for post-award programs, thereby supporting both ongoing and upcoming teaming initiatives.

SHC Federal's Growth and Market Position

SHC Federal is well-positioned for continued expansion, having demonstrated significant past performance and capability in the federal technology solutions market. We have successfully placed hundreds of candidates in mission-critical roles for federal clients and contractors. This position will build upon this foundation, creating new revenue streams and business opportunities in capabilities-based, task-based, or managed services environments. The Senior Business Development Manager will be based in Tysons Corner, VA, reporting directly to the EVP of SHC Federal.

Responsibilities

• Develop and implement pipeline and sales strategies, tactics, and action plans with a specific focus on Department of Defense, Army, DLA, and MDA
• Leverage SHC Federal's capabilities, past performance, and unique strengths to develop and implement customer-focused capture and growth strategies.
• Build and maintain trusted relationships with clients and teaming partners to enhance pipeline and sales account strategies, focusing specifically on the Department of Defense, Army, DLA, and MDA
• Create, refine, and execute the strategic plan, direction, and decision-making framework to support informed choices in a changing DoD market.
• Align client requirements with technical and operational solutions to deliver mission-critical outcomes and expand the portfolio.
• Grow SHC Federal's DoD portfolio by expanding existing accounts and identifying new opportunities.
• Gain deep insight into client needs and effectively communicate the value of the company's services and solutions.
• Monitor customer trends in the DoD community to support customer acquisition and revenue growth objectives.
• Provide leadership and support throughout the business acquisition process to achieve SHC Federal's financial goals, including bookings, revenue, and profit.
• Drive opportunities from capture to contract award, including devising price-to-win strategies.
• Analyze market trends, conduct competitor analysis, and supply strategic insights.
• Collaborate across departments to ensure alignment and open communication, impacting strategic and growth initiatives.
• Provide data-driven insights for strategic decision-making, recommending changes or new strategies in response to market trends.
• Ensure compliance with company policies, procedures, and best practices.
• Develop staffing strategies for proposals.

Qualifications

• Minimum of five years of strategic growth experience, with a proven ability to execute capture strategies and secure wins within the staffing industry and/or small business government contracting sector, specifically supporting the Department of Defense, Federal Civilian, or Intel markets.
• Demonstrated success in delivering IT professional services within the federal market.
• Experience in IT professional services and managed services environments.
• Ability to travel up to 10% for nationwide customer meetings.
• Commitment to living Summit Human Capital's seven core values, both professionally and personally.
• Successful track record in executing and delivering MSA, Contract, and SOW work.
• Proven ability to collaborate with project teams to develop innovative solutions that meet customer needs.
• Ability to implement a growth plan for federal business lines.
• Bachelor's degree in business or a related field, or equivalent work experience.

Preferred Qualifications

• Multiple sales excellence awards in previous roles.
• Firm understanding of federal business development and capture processes.
• Experience with teaming agreements, mergers and acquisitions, and joint ventures.
• Proven ability to build executive-level relationships.

Benefits of Working at Summit Human Capital

• Direct engagement with the leadership team, including members with extensive experience in workforce solutions.
• Creative, forward-thinking leadership team with a relentless pursuit for growth.
• Unique opportunity to build and lead a growth-focused team with unlimited potential.

Equal Opportunity Statement

Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or other characteristics protected by law.