Senior Director, Business Development - DOD

at ICF in Dover, Delaware, United States

Job Description

As ICF intentionally expands our footprint in Technology Modernization Solutions we are looking for experienced Federal growth leaders to drive business. As a Defense Business Development executive, we look to you to bring your intuitive skills and honed business expansion experience to join ICF. ICF is a company whose known work and methodologies encompass mission services and transformative projects throughout hundreds of Federal, Defense and commercial organizations. In this role you will drive the full lifecycle of business development and capture activities to build, qualify, and manage a large pipeline as well as shape and win $50M+, single award opportunities. The Defense BD Executive role is primarily focused on building upon and establishing direct Federal customer relationships to foster opportunity development for ICF. Knowledge and experience marketing capabilities in the areas of Application Development and Modernization is required.


+ Facilitates the effective identification, qualification, and advancement of a multi-year Defense business pipeline of pursuits totaling over $500 million annually. Identify target opportunities that align with strategic plans and go-to-market strategies.

+ Focuses on expanding the pipeline and building customer relationships for clients within the DOD, Navy, Air Force and/or other “Fourth Estate” Defense agencies and offices.

+ Uses deep and current connections, relationships, and insights across Defense clients to fully understand their current and upcoming needs.

+ Partners with BD leadership to support overall strategic planning and linking pursuits/capture activities which support the business development metrics for awards, submits, and pipeline growth in IT Modernization.

+ Identifies, develops, and implements near-term and long-term business strategies that provide the business an opportunity to grow revenue.

+ Nurture & sustain customer relationships that align with market growth and business development objectives.

+ Work collaboratively with other enterprise resources to achieve successful execution of growth strategies.

+ Demonstrated ability to cross-sell capabilities and solutions into adjacent markets.

+ Develops and supports strategic partnerships with industry leaders, driving innovation and new business opportunities.

Basic Qualifications

+ Bachelor’s Degree required; Master’s Degree preferred.

+ 12 plus years’ experience of business development in the DOD market.

+ Substantiated customer relationships necessary across the DOD, Navy, Air Force and/or other “Fourth Estate” Defense agencies and offices.

+ 10 plus years of experience leading application modernization campaigns and pursuits in the Federal market.

+ 7 plus years’ experience shaping requirements and building acquisition strategies towards sourcing opportunities, business development and capture efforts on opportunities with values >$50M.

Professional Skills:

+ Executive-level business development skills with the ability to easily work across many diverse organizations, expand within one organization and support several complex projects simultaneously.

+ Demonstrate success developing and presenting complex ideas to executive audiences and effectively articulating customer positions, status and strategies to senior management in a clear, concise and decisive manner.

+ Positive, pragmatic, and collaborative style, with an ability to motivate teams and generate enthusiasm, train and develop others, and be innovative in accomplishing goals in a large, complex, multi-cultural, and matrixed environment.

+ Strategic but hands-on leader with exceptional organizational, communications, and people management skills.

+ The ability to gain the respect of peers within the ICF leadership team, forge strategic alliances, and be able to influence peers across the organization.

+ Strong business and financial acumen; linking ICF’s operational and federal health strategy to tactical account plans and activities, and qualified pipeline

+ Experience crafting, iterating, and achieving behavior change and outcomes through Objectives and Key Results (OKRs)

+ Experience building, executing client call plans & shaping strategies in a collaborative market team environment.

+ Expertise in developing opportunities for program growth and actively propose and pursue appropriate enhancements and changes.

+ Exemplary presentation and communication skills, including authoring white papers, responding to RFI’s and other presentation materials.

+ Ability to lead/support business intelligence and market analysis, and lead consortium/teaming efforts while supporting several projects simultaneously.

+ Proficiency in MS Office Applications and CRM tools (Word, PowerPoint, Outlook, Excel, TEAMS, and Microsoft Dynamics).



Working at ICF

Working at ICF means applying a passion for meaningful work with intellectual rigor to help solve the leading issues of our day. Smart, compassionate, innovative, committed, ICF employees tackle unprecedented challenges to benefit people, businesses, and governments around the globe. We believe in collaboration, mutual respect, open communication, and opportunity for growth. If you’re seeking to make a difference in the world, visit to find your next career. ICF-together for tomorrow.

We can only solve the world’s toughest challenges by building an inclusive workplace that allows everyone to thrive. We are an equal opportunity employer, committed to hiring regardless of any protected characteristic, such as race, ethnicity, national origin, color, sex, gender identity/expression, sexual orientation, religion, age, disability status, or military/veteran status. Together, our employees are empowered to share their expertise and collaborate with others to achieve personal and professional goals. For more information, please read our EEO & AA policy ( .

COVID-19 Policy: New or prospective U.S. employees must provide proof of complete vaccination on the date of their commencement of employment. If selected for employment, you will provide proof of your full vaccination status, defined as vaccinated two weeks after receiving the requisite number of doses of a COVID-19 vaccine approved or authorized for emergency use by the FDA.

Reasonable Accommodations are available, including, but not limited to, for disabled veterans, individuals with disabilities, and individuals with sincerely held religious beliefs, in all phases of the application and employment process. To request an accommodation please email and we will be happy to assist. All information you provide will be kept confidential and will be used only to the extent required to provide needed reasonable accommodations. Read more about non-discrimination: EEO is the law (\files/employers/poster\screen\reader\optimized.pdf) and Pay Transparency Statement (\English\unformattedESQA508c.pdf) .

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About ICF

ICF (NASDAQ:ICFI) is a global consulting services company with over 7,000 full and part-time employees, but we are not your typical consultants. At ICF, business analysts and policy specialists work together with digital strategists, data scientists and creatives. We combine unmatched industry expertise with cutting-edge engagement capabilities to help organizations solve their most complex challenges. Since 1969, public and private sector clients have worked with ICF to navigate change and shape the future. Learn more at

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Job Posting: JC199017544

Posted On: Dec 04, 2021

Updated On: Dec 31, 2021