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Senior Director Business Development 

EOE StatementWe are an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, national origin, disability status, protected veteran status or any other characteristic protected by law.
Req Number FSI18-0013  
Category Business Development  
Division Frontier Systems Integrators (Doing business as Koniag Government Services)  
Location FSI Fairfax  

Koniag Government Services is seeking a recognized and seasoned leader to oversee the pursuit of strategic business opportunities. The Business Developer will oversee all aspects of new business identification, qualification, and capture in the Washington DC metropolitan area with emphasis on Department of Homeland Security and Department of Justice. This position leads development of gap analysis, competitiveness assessments, discriminators and key win themes, price to win and overall win strategy/ value proposition. Serves as the lead architect for external teaming arrangements and team partner roles to include identifying, selecting and recruiting teammates, subcontractors, and suppliers. They will report to the SVP, Business Development and work in close collaboration with Koniag Government Services executive leadership, Program Managers/Directors, and staff in identifying and qualifying new business opportunities.

The Business Developer will devise appropriate strategies to ensure contract wins through active, strategic, tactical, and hands-on developmental roles in all facets of the new business acquisition life-cycle and proposal development. They will orchestrate timelines, identify and recommend allocation of resources, and monitor and summarize progress of new business pursuits. There may be travel associated with this position for the coordination and completion of call plan and marketing efforts. The Business Developer must build and maintain working relationships with potential customers, team members, vendors, and other departments involved in pursuit activities. They will prepare reports and briefs for the Koniag leadership team regarding status of pursuits, including preparation of Step Reviews and participation in the Monthly Pipeline Review.

Essential Functions, Responsibilities and Duties include, but are not limited to:

  • Development and qualification of a new business pipeline for opportunities, primarily with DHS and DOJ.
  • Capabilities to be exploited include: Application Development, Maintenance, and Enhancement; Enterprise IT Infrastructure Services; and Integrated Program Management and IT Security and Management Consulting.
  • Building and executing a call plan
  • Diligently using the KGS Capture Management system to capture and share all customer relationship data and lead management activities
  • Identifying and capturing new business by leveraging knowledge and contacts within the Federal marketplace
  • Meet with potential customers frequently to introduce Koniag Government Services Sector companies and their capabilities, determine client needs and challenges, and offer potential near term solutions leveraging the unique contracting capabilities of Native Alaskan-owned companies
  • Identify potential teaming partners and build integrated teams in both the Prime and Sub positions on substantial new programs
  • Develop a capture plan for opportunities identified and qualified
  • Track the status of potential opportunities and be responsible for updating the status of all pipeline opportunities within their assigned accounts
  • Research and qualify opportunities within existing/new customer base and utilize the individual's personal contacts to identify potential business opportunities
  • Lead the initial investigation under the capture umbrella; develops capture plans, call plans, and focused presentations to prospective clients
  • Once a business opportunity is identified and qualified, will lead bid/no bid decision process and assist in proposal coordination on those opportunities identified for bid submission
  • Work with KGS leadership to determine teaming strategies and meet with potential teaming partners
  • Support the preparation of technical and price proposals
Position Requirements

Work Experience, Knowledge, Skills & Abilities:

  • 8 years business development as either a manager or business developer\sales executive in the Federal IT Services market within the Northern Washington DC metro area (required)
  • Managed at least 3 winning procurements with individual values greater than $25M
  • Proven experience in increasing revenues on IDIQ contracts (large deal volume, small and medium average value $10M-200M)
  • Substantial relationships with Federal Government agency personnel and deep IT Industry contacts (required)
  • Understand the target client market and IT Services required by Federal customers (required)
  • Experience with Federal contracting processes, including SBA 8(a) (required)
  • Strategic thinking and decision making to maximize probability of win (required)
  • Creative thinking on competitive positioning, win strategy, themes, and discriminators
  • Extensive experience evaluating and recommending key teammates and partners, along with determining a teaming strategy to optimize value
  • Capture management experience (required)
  • Demonstrated oral and written communication skills with all levels of company and customer management (required)
  • Superior personal communications skills (required)
  • Demonstrated ability to write well and adapt information into required formats for documents (required)
  • Successful IT Services Business Development experience (required)
  • Knowledgeable of IT Services and technologies and the different skill sets required to introduce and support those technologies in support of customer requirements (desired)
  • Familiar with the technologies and techniques associated with core competency areas (Application Development, Maintenance, and Enhancement; DevOps; Cloud Computing Services; Enterprise IT Infrastructure Services; Cyber Security; and Integrated Program Management) (desired).

Working Environment & Conditions

This position is primarily indoors, consistent with a standard office position and has a noise level of mostly low to moderate. The incumbent is required to stand; walk; sit; use hands to finger, handle, or feel objects, tools, or controls; reach with hands and arms; talk and hear. The work load may require the incumbent to sit for extended periods of time. The incumbent must be able to read, do simple math calculations and withstand moderate amounts of stress. The incumbent must occasionally lift and/or move up to 25 lbs. Specific vision abilities required by the job include close vision, distance vision, color vision, depth perception, and the ability to adjust focus.

Our Equal Employment Opportunity Policy

The company is an equal opportunity employer. The company shall not discriminate against any employee or applicant because of race, color, religion, creed, sex, sexual orientation, gender or gender identity (except where gender is a bona fide occupational qualification), national origin, age, disability, military/veteran status, marital status, genetic information or any other factor protected by law. We are committed to equal employment opportunity in all decisions related to employment, promotion, wages, benefits and all other privileges, terms and conditions of employment.

The company is dedicated to seeking all qualified applicants. If you require an accommodation to navigate or to apply to a position on our website, please contact Heaven Wood via e-mail at or by calling 703-488-9377 to request accommodations.

Travel Requirements  
Security Clearance Ability to obtain a Secret Clearance  
About our Company

Frontier is a member of the Koniag, Inc. family of companies providing physical security, facilities management, and special projects management for the Federal Government marketplace.  To learn more, please visit


Our Equal Opportunity Policy EOE Minorities/Female/Protected Veterans/Disabled. Shareholder Preference in accordance with Public Law 88-352  

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