• Federal Business Development Director

    Job Locations US-DC
    Posted Date 3 weeks ago(11/21/2018 1:43 PM)
    # of Openings
    Business Development
  • Overview

    Focal Point Data Risk is a new type of risk management firm, one that delivers a unified approach to addressing data risk through a unique combination of service offerings. Focal Point has brought together industry-leading expertise in cyber security, internal audit, identity governance and access management, data privacy and analytics, and hands-on training services. By integrating these services, Focal Point provides clients with the scalable support they need to protect their assets and leverage data across their organizations. Simply put, Focal Point is the next generation of risk management.


    The Federal Business Development Director (“Director”) is responsible for fostering business development opportunities and leading Focal Point’s capture management initiatives within the federal business space. A primary role of the Director is to generate, strengthen, and maintain Focal Point’s client relationships. They will stay up-to-date of industry news, information, and market trends. Additionally, the Director will follow up on client leads, identifying both prime contracting and subcontracting opportunities aligned to Focal Point’s capabilities. The Director will manage government-focused sales and proposal efforts, steering these opportunities towards a successful sales closing, ultimately generating new engagements and sources of revenue for the firm.



    • Provide intensive efforts towards identifying new business opportunities within the federal government sector and navigating the necessary people, teams and processes to generate new engagements and ultimately additional sources of revenue.
    • Monitor resources for government acquisition notices that align with Focal Point’s capabilities and goals.
    • Cultivate, maintain, and strengthen client relationships with various company and organization leaders to identify, pursue, and secure client opportunities.
    • Cultivate, maintain, and strengthen client relationships to maximize the opportunity and success of federal contracts.
    • Research and analyze opportunities based upon resource capabilities, incumbent strengths and weaknesses, competing providers, budget and schedule requirements, and other pertinent factors.
    • Assist in the development of evaluation processes that garner feedback from existing contracts, and work with multiple resources to develop and refine successful proposal strategies.
    • Lead and manage the capture lifecycle, from identifying/qualifying opportunities to managing successful bids and proposals.
    • Identify opportunities to present complementary or supplementary capabilities in current contracts, ultimately identifying additional revenue opportunities within existing business.
    • Assist in price-setting, based upon scope, duration, and skill requirements that aim to drive the firm’s profitability.
    • Track contracts throughout the pipeline to properly forecast business revenues.
    • Track and analyze past performance to refine business strategies and improve development initiatives.
    • Present frequent executive-level reports, which include qualifying statuses of both in-process bids and pipeline opportunities.


    Required Experience

    • 5+ years of relevant business development background in the federal sector, preferably within IT, cyber security, or the corporate training areas.
    • 5+ years leading the capture lifecycle with a demonstrated track record of identifying and qualifying opportunities and managing winning proposals successfully driving new revenue in the amount of $1-5M annually and active pipeline of $15-25M.
    • 5+ years of project and/or program management background.
    • Working with senior-level management to align sales strategies initiatives and solutions.
    • Demonstrated knowledge with the FAR, BPAs, IDIQ, contract vehicles, teaming agreements and government contract lifecycle.
    • Proven track record of increasing revenue through the generation of leads.

    Preferred Experience

    • Recent work with the Department of Defense, U.S. Cyber Command, and/or the Department of Homeland Security is strongly preferred.

    Preferred Qualifications

    • Active TS/SCI Clearance is strongly preferred.

    Travel Requirements

    • This position requires travel to client sites, based upon client expectation.

    Educational/Certification Requirements

    • Bachelor’s Degree or equivalent work/certification that equals a 4-year program.


    Focal Point is an Affirmative Action and Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.  If you’d like to view a copy of the company’s affirmative action plan or policy statement, please email hr@focal-point.com.  If you are an individual with a disability and would like to request a reasonable accommodation as part of the employment selection process, please contact Chelsea Campbell at 813-402-1208 or recruiting@focal-point.comThis telephone line and email address is reserved solely for job seekers with disabilities requesting accessibility assistance or an accommodation in the job application process. Please do not call about the status of your job application if you do not require accessibility assistance or an accommodation. Messages left for other purposes, such as following up on an application or non-disability related technical issues, will not receive a response.




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