Senior Business Development Manager

Company Description

Citizant is a trusted advisor and development partner to federal agencies, helping organizations modernize mission-critical operations through four main expertise domains: 1) enterprise data strategy, governance, and management; 2) AI-based automation, analytics, and governance solutions; 3) Agile development and DevSecOps; 4) strategic IT management and support services.

Job Description

Citizant seeks a senior federal business development professional to drive a high-quality, sustainable growth pipeline. This role is designed for a practitioner who excels in market segmentation, account planning, opportunity qualification, and early capture, and who understands how to win federal business without reliance on a legacy book of contacts.

The successful candidate will apply rigorous lifecycle-based business development practices (e.g., Shipley) to identify where Citizant can win, shape opportunities early, and position the company to unseat incumbents through superior insight, alignment, and execution.

Responsibilities:

Market Segmentation & Account Planning

• Evaluate federal market segments to identify priority areas aligned with Citizant's capabilities and growth strategy.
• Develop and maintain top-down agency account plans for key agencies, including mission priorities, organizational structure, budgets, acquisition trends, contract vehicles, incumbents, and competitive positioning.
• Perform market and budget analysis to identify emerging requirements and potential opportunities to displace incumbents.
• Translate market, customer, and competitive data from tools such as SAM.gov and GovWin IQ into actionable insights for executive decision-making.

Opportunity Qualification & Early-Stage Capture

• Lead structured opportunity qualification to determine viability and strategic fit.
• Assess opportunities against key criteria, including:
  • Customer need, sponsorship, and mission alignment
  • Funding status, timing, and probability
  • Capability fit
  • Competitive landscape and incumbent positioning
  • Contract vehicle access and acquisition strategy
  • Organizational Conflict of Interest (OCI) considerations
• Develop capability matrices, risk assessments, and bid/no-bid recommendations.
• Ensure all opportunities are fully documented in Salesforce.

Qualifications:

• 10+ years of federal government business development and capture experience, with a demonstrated track record of winning new business.
• Local to the D.C. Metro area.
• Hands-on experience applying the Shipley Business Development Lifecycle, including market segmentation, account planning, and opportunity qualification
• Experience developing and executing agency account plans.
• Deep understanding of the federal acquisition lifecycle, budgeting processes, and contract vehicles.
• Familiarity with common federal contract vehicles and buying channels (e.g., GWACs, IDIQs, BPAs).
• Working familiarity with modern IT domains, including cloud migration, data and analytics, AI/automation, and IT modernization.
• Demonstrated commitment to ethical business practices and discretion in handling sensitive competitive information.

Required Skills:

• Ability to identify, qualify, and shape federal opportunities, including incumbent capture.
• Ability to assess opportunities and deliver data-driven bid/no-bid recommendations.
• Proficiency with SharePoint, Salesforce, and market intelligence tools (e.g., SAM.gov, GovWin IQ).

Education:

• Bachleors degree in a related field

Clearance Requirements:

• U.S. Citizenship is required