TDI is seeking a proactive, self-directed Senior Business Development Manager to drive Navy cybersecurity growth. This role is responsible for identifying, developing, and qualifying new opportunities; building and maintaining customer and industry relationships; and advancing a portfolio of approximately 20–40 opportunities through TDI’s identification and qualification stages. The successful candidate will routinely initiate customer outreach, secure and conduct meetings, develop actionable opportunity intelligence, maintain complete and current Salesforce records, and brief opportunities at TDI growth-step reviews.
This position is ideal for a hands-on government contracting growth professional who proactively identifies and develops new opportunities, builds customer relationships, and independently manages a substantial pipeline from early identification through qualification.
This is a hybrid position requiring regular travel throughout the National Capital Region. Travel will primarily support customer engagement, opportunity identification and shaping, partner development, and industry conferences.
RESPONSIBILITIES:
- Own the front end of TDI’s Navy Cyber growth cycle by researching, identifying, developing, and qualifying new opportunities and independently advancing existing pipeline opportunities toward Decision to Qualify and Decision to Capture.
- Proactively build customer access: develop call plans, initiate outreach, secure and conduct customer meetings, uncover mission needs and funding/acquisition paths, shape requirements where appropriate, and translate customer intelligence into specific growth actions.
- Actively manage approximately 20-40 identification and qualification opportunities at varying maturity levels; maintain timely, accurate, and complete Salesforce records including customer contacts, opportunity status, next actions, value, schedule, acquisition approach, competitors, partners, and qualification rationale; prepare and brief required TDI step-review materials.
- Build and maintain productive relationships with Navy mission organizations, acquisition stakeholders, primes, small-business partners, OEMs, and other industry teammates; identify teaming strategies and use TDI capabilities, vehicles, past performance, and strategic partnerships to create differentiated positions.
- Remain engaged as qualified opportunities transition to capture by supporting, rather than leading, capture activities, including collaboration on win themes and value propositions, competitive and incumbent research, and solution and teaming development. The role may lead or support RFIs and other pre-RFP responses and provides customer and market intelligence to the Capture Lead.
- Support proposal development for strategic pursuits by preserving customer and competitive intelligence through the handoff, participating in Black Hat/competitive reviews and color-team or other proposal reviews, and providing actionable feedback to strengthen solution differentiation, responsiveness, and win probability.
QUALIFICATIONS:
- Bachelor’s degree and 8+ years of relevant federal government contracting experience in business development, capture, account growth, or a related customer-facing growth role. Four (4) additional years of directly relevant experience may substitute for a degree. At least 3 years of experience in cybersecurity, IT, C5ISR, or related DoD services and solutions.
- Proven ability to independently generate customer meetings and leads, qualify federal opportunities, and build and manage a multi-opportunity pipeline.
- Current U.S. Navy customer and/or industry relationships, with knowledge of Navy missions, organizations, acquisition approaches, contract vehicles, and buying environment. Navy cyber, RMF/GRC, enterprise IT, or related experience strongly preferred.
- Proficiency with Salesforce or a similar CRM, including pipeline management, opportunity tracking, and reporting. Experience supporting gate/step reviews and pursue/no-pursue decisions.
- Experience advancing qualified opportunities into capture, including competitive intelligence, win themes and value propositions, teaming, RFIs, solution shaping, and proposal reviews. Ability to independently prioritize and manage approximately 20–40 early-stage opportunities.
- Current Secret or Top-Secret clearance.
- Experience with small-business growth strategies, IDIQ/GWAC/BPA task-order pursuits, GSA or other government-wide vehicles, and alternative acquisition approaches.
- Formal Shipley or comparable business development/capture training and experience with Black Hat, competitive assessment, win-theme development, and color-team reviews.
- Experience selling or positioning cybersecurity services/solutions involving RMF/GRC, cyber operations, security engineering, continuous monitoring, cyber analytics, or related capabilities.
The anticipated salary range for this position is $160,000 - $190,000. This range is a good-faith estimate and not a guarantee of compensation. Final compensation will be based on factors including experience, education, skills, geographic location, internal equity, market data and applicable contract requirements, and may fall outside the posted range.
Skills Required
- Bachelor's degree or equivalent (4 years additional relevant experience may substitute) and 8+ years federal government contracting business development/capture/account growth experience.
- At least 3 years experience in cybersecurity, IT, C5ISR, or related DoD services and solutions.
- Proven ability to independently generate customer meetings and leads, qualify federal opportunities, and manage a multi-opportunity pipeline.
- Current U.S. Navy customer and/or industry relationships and knowledge of Navy missions, organizations, acquisition approaches, and contract vehicles.
- Proficiency with Salesforce or a similar CRM for pipeline management, opportunity tracking, and reporting.
- Experience advancing qualified opportunities into capture: competitive intelligence, win themes, teaming, RFIs, solution shaping, and proposal reviews.
- Ability to independently prioritize and manage approximately 20-40 early-stage identification and qualification opportunities.
What We Do
For over 20 years, TDI’s one and only passion has been delivering cybersecurity solutions to effectively manage the business of cyber. At the global vanguard of innovation, we created Cybersecurity Performance Management (CPM) and the industry-leading CPM platform, CnSight®. Combining CnSight® with our remarkable historical experience and our exceptional capabilities of cyber operations and compliance, we offer Managed Cybersecurity Performance, a first of its kind managed CPM offering. TDI’s CPM solutions mitigate risk, reduce ransomware, provide continuous compliance, improve cyber-ROI, and provide comprehensive instantaneous visibility into how an organization is performing against its cyber strategy, particularly for Boards of Directors. CnSight® is the industry-leading Cybersecurity Performance Management (CPM) platform which mitigates risk, reduces ransomware, provides continuous compliance, improves cyber-ROI, and provides comprehensive instantaneous visibility into how an organization is performing against its cyber strategy, so executives and Boards may effectively manage the business of cybersecurity– the result: reduced stress, better performance, less cost, and a true understanding of cyber investment. With CnSight® at its core, TDI’s Managed Cybersecurity Performance offering ensures strategic cyber goals are met to protect an organization’s investments, assets and reputation by reducing the risk of ransomware, lowering cyber insurance premiums, improving ROI, reducing legal and fiduciary liability, delivering actionable reporting to the Board and C-Suite, providing on-call advice, ensuring continuous compliance and providing subject matter expertise on the organization’s behalf in meeting with the C-Suite and the Board, dealing with auditors, and supporting budget decisions – the result: reduced stress, better performance, less cost, and a true understanding of cyber investment.
