Business Development Director, Defense & Civilian IT Services

Alexandria, VA, USA Req #343
Thursday, January 14, 2021


The Director of Business Development will lead business development for our Department of Defense, Veterans Administration, and Federal government customer groups focused on the Department of Health & Human Services. Plans and directs all aspects of business development policies, objectives and initiatives and supports sales/business development activities. An experienced understanding of Federal Contracting is required with established existing networks and high-level contacts.


  • Directs, establishes, maintains, and plans the overall direction and goals for business development. Be able to define, and drive growth by focusing on customer interaction, teaming approach, technical differentiation and contracting solution strategies.

  • Knowledge of GSA, 8(a) and Full & Open Government procurements.

  • Able to increase business development with a proven track record in the range of $200-400M.

  • Provide leadership in establishing a short and long-term strategy, with supporting execution plan. Be able to qualify the right opportunities in support of the growth of our business.

  • Establish best practice that incorporates a sense of urgency, and responsiveness while focused on delivering a high-quality result.

  • Identifies potential business opportunities and/or partners. Negotiates agreements that are beneficial in the continued growth and success of the company.

  • Responsible for developing new market initiatives, assessing new markets and analyzing new business opportunities.

  • Establish effective and efficient lines of communication with business staff and IT team.

  • Ensure we are promoting VSE Corp capabilities and corporate qualifications to target customers.

  • Identification and qualification of new business opportunities of all sizes within pipeline.

  • Develop opportunity capture strategies and supporting the execution of those strategies/tactics.

·The Business Development responsibilities include opportunity identification, qualification and maturation to assist VSE Corp in determining pursue no pursue decisions.

·The candidate will lead the qualification process and stay deeply involved in developing the company’s win strategy.

·This position is a senior level business development and therefore it is expected this individual will manage a dynamic, multi-year pipeline of opportunities in various stages of maturity.

  • Ensure all VSE Corp Businesses policies and procedures are followed.

  • Other duties as assigned.


  • Expert knowledge in the federal government IT space

  • Capture planning experience including opportunity generation/validation, bid/no bid assessments, competitive assessments, and color team reviews

  • Customer experience with existing contacts in relevant/comparable markets

  • Practical ‘hands on’ attitude with the ability to operate independently

  • Currently holds or can obtain SECRET clearance

  • Ability to communicate effectively in a variety of settings and be able to assimilate complex instructions easily.

  • Ability to communicate with all levels of management and staff to establish productive relationships. Superior consultation, diplomacy, influencing and negotiating skills is required.

  • Must possess the ability to explain complex concepts in a way that makes sense to someone with fewer knowledgeable about the topic.

·Market analysis, strategic business planning including identification, qualification, and marketing aspects of a complete capture that will lead to the award of major programs.

·This position will include oversight of customer contact and positioning; teaming interactions; and coordination with other internal business development and sales resources available across VSE Corp.

·This position requires the candidate to engage with existing programs to understand current execution and identify improvement opportunities. Experience with customer relationship management and opportunity tracking as well as experience with a variety of contract types including cost plus fixed fee, fixed price, times & material, and performance-based contracting are required.

  • Strategic Thinking and Decisive Judgment: Demonstrate an enthusiasm to engage with and support colleagues to ensure all staff have the information and opportunity to perform to the best of their abilities. Capable of strategic analyzation to determining optimal decision

  • Promote collaboration and facilitate teamwork across the organization and its external service providers. Tactful, diplomatic, and work with integrity, honesty, and respect for others.

  • Display exceptional listening and analytical skills in order to understand customer concerns and needs with the ability to respond promptly and effectively to those needs.

  • Ability to support and encourage performance by motivating individuals and teams to achieve high performance. Will clarify and define the goals and strategies of the organization and successfully communicate this to all. Excellent interpersonal and communication skills are required to work effectively with the US team, suppliers, customer, and corporate parent staff.

High level of self-motivation and standards with the ability to multi-task; balancing "analysis" with "doing". Adaptable and able to prioritize and work under pressure to meet deadlines. Work on own initiative.


Think Analytically, Effective Verbal Communication, Effective Written Communication, Make Decisions, Observe/Examine Details, Remember Details, Interpret Data, Concentrate on Task, Adjust to Changes, Handle Stress/Emotions, Make Decisions


Regular Attendance, Maintain Work Schedule, Irregular Hours, Attend Meetings, Meet Deadlines, Stay Organized, Operate Equipment, Direct Others


Stand, Sit, Walk, Push or Pull, Balance, Bend, Stoop, Kneel, Crouch, Reach, See Repetitive Motion, Eye/Hand Coordination, Fine Manipulation, Lifting Up to 25 Pounds, Carrying Up to 25 Pounds



VSE is an Equal Opportunity/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, gender, age, national origin, disability, Protected Veteran status, sexual orientation, or any other characteristic protected by federal, state or local law.

Other details

  • Job Family Business Development
  • Pay Type Salary
  • Alexandria, VA, USA