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Sales Manager - Business Development
ICF is currently seeking candidates for our Sales Manager (SM) role, focusing on digital transformations enabled by platform solutions for federal clients. The SM’s primary objective is to identify early stage opportunities by working directly with the broader ICF sales teams. The SM will bring a clear, compelling perspective on the value ICF offers as a go-to-market partner with platform technologies—and, how ICF and our technology partners can position and sell our combined solutions to target accounts. SMs will need to have strong networking skills, great sales instincts, federal industry knowledge, outstanding communication skills, and the ability to work in a fast-paced environment across a matrixed organization.
Team: SMs are critical members of the IT Modernization Sales Team. SMs, working closely with BD Directors, Capture Managers, and Portfolio Leaders, focus on developing trusted relationships with partner Sales teams, Partner Alliance teams and Go-To-Market teams. The SM will work most closely with the existing Sales Team as the highly visible go-to ICF contacts for the partner alliance teams. Additionally, SMs will engage directly with the broader ICF teams for knowledge sharing and evangelizing ICF’s IT Modernization capabilities.
Work you’ll do: SMs will take a lead role in securing and maturing many key relationships with Partner Account Executives (AEs) and sales management across our IT Modernization teams. The SM will develop engagement and coverage strategies, co-facilitate meetings, secure and prepare for quarterly business reviews, grow pipeline by identifying and shaping new leads, manage pipeline, drive attendance to marketing events and help shape new offerings.
Key activities include:
Identify new leads for the federal account teams
Qualify new leads based on a select group of sector specific criteria
Establish yourself as the face of ICF to all partner sales executives and sales leaders.
Drive the initial interaction between qualified sales account discussions between IFC account teams and partner sales professionals.
Create excitement around ICF’s platform capabilities
Develop authentic and trusted relationships with partner team members
Leverage partner relationships to identify new sales leads, with a focus on creating leads at new logo accounts
Partner with the broader sales team to qualify and shape leads into new sales opportunities
Assist with business development activities by teeing up account planning sessions with the appropriate ICF team members and partner sales teams
Meet sales targets/goals that will be set based on the number of new deals closed.
Learn ICF’s platform differentiators and create client-specific marketing and selling materials
Track market trends and propose ideas for new differentiators to address new market opportunities
CSM should continue to build knowledge of forward-thinking processes and capabilities around digital transformations in federal IT Modernization
Take a lead role in the opportunity management process, including actively leveraging the ICF CRM (Dynamics) solution for efficient collaboration and communication
Work with the IT Modernization and broader team on partner planning meeting preparation, including agenda development, research, materials creation, logistics, as well as notes capture and report outs
Collaborate with marketing teams to:
Propose ideas for events to connect with clients, including customization of ICF materials and distribution of relevant thought-leadership to key stakeholders
Promote ICF presence at partner events to vendor contacts and ICF clients
Drive client attendance at ICF and Partner events
Support the broader team by collecting and curating relevant selling materials (thought leadership, success stories, proposals, etc.)
Experience in large enterprise sales
Proven track record of success in prior sales position selling into large clients
5+ years of relevant experience
Strong business development background working in the federal space
Strong business development background working with clients on eCommerce digital transformation initiatives across both B2C and B2B
Exceptional relationship building/relationship management skills to establish rapport, trust and confidence with vendor teams
Team player with excellent follow-up skills
Project Management experience (process-oriented) and ability to work in a fast-paced environment and manage multiple parallel projects
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 www.icf.com/careers to find your next career. ICF—together for tomorrow.
ICF is an equal opportunity employer that values diversity at all levels. (EOE – Minorities/Females/ Protected Veterans Status/Disability Status/Sexual Orientation/Gender Identity). For more information, please read our EEO & AA policy.
Reasonable Accommodations are available for disabled veterans and applicants with disabilities in all phases of the application and employment process. To request an accommodation please email firstname.lastname@example.org 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 and Pay Transparency Statement.
Arlington, VA (VA31)