Job Description

Director, Capture & Business Development - INDOPACOM

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Overview

By Light Professional IT Services LLC prepares warfighters and federal agencies with technology and systems designed to connect, protect, and prepare individuals and teams. Headquartered in McLean, VA, By Light supports defense, civilian, and commercial IT clients worldwide.

Role Description

The Director of Capture and Business Development for the INDOPACOM region will lead strategic initiatives for high-value (> $100M) DoD contracts, focusing on cybersecurity, cloud, implementation, and network services. The position is remote with travel to locations such as Hawaii, Guam, Japan, and Fort Meade. Responsibilities include opportunity identification, managing capture processes, and building partnerships to secure awards with DISA, INDOPACOM, and other DoD entities.

Key Responsibilities

1. Strategic Business Development
   • Develop and execute strategies to meet revenue targets within DISA and other DoD agencies.
   • Pursue high-value opportunities including sole-source contracts, IDIQs, CSOs, and GWACs.
   • Use CRM tools like Salesforce for pipeline management and revenue forecasting.
2. Relationship Management
   • Build relationships with DISA leadership and stakeholders.
   • Establish partnerships with prime contractors and technology providers.
   • Represent the company at industry events and conferences, showcasing thought leadership.
3. Opportunity Capture & Proposal Leadership
   • Lead capture efforts and coordinate cross-functional teams for proposal development.
   • Respond to RFPs, RFIs, and Sources Sought notices, ensuring compliance with federal regulations.
   • Leverage DISA’s acquisition vehicles to streamline contract awards.
4. Market & Technical Expertise
   • Maintain knowledge of DISA’s mission and emerging technologies.
   • Collaborate with product teams to align solutions with DISA’s needs.
5. Team Leadership & Collaboration
   • Work with sales, product, and delivery teams to meet requirements.
   • Mentor staff and foster a culture of excellence.
   • Partner with contracts team to ensure compliance with security clearances and certifications.

Minimum Qualifications

• Bachelor’s degree in Business, Engineering, Computer Science, or related; Master’s preferred.
• 15+ years in federal business development, with 7+ years focused on DISA or DoD IT programs.
• Proven success in securing multimillion-dollar contracts with DISA.

Technical & Market Skills

• Deep understanding of DISA’s mission and programs.
• Expertise in cybersecurity, optical networking, and cloud services.
• Knowledge of DoD compliance standards and federal procurement vehicles.

Leadership & Soft Skills

• Strategic leadership and high-stakes sales experience.
• Excellent communication and negotiation skills.
• Results-driven with forecasting ability.
• Collaborative and adaptable in fast-paced environments.

Additional Requirements

• Willingness to travel up to 30%, primarily to Fort Meade, D.C., and Scott AFB.
• Active U.S. government security clearance or eligibility.
• Valid driver’s license and transportation.
• Established relationships within DISA.
• Background in cybersecurity or optical networking solutions for DoD.
• Certifications such as CISSP, PMP, or ITIL preferred.
• Minimum SECRET clearance required.

Job Details

• Seniority level: Director
• Employment type: Full-time
• Job function: Business Development and Sales
• Industries: IT Services and Consulting

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