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Arlington, Virginia, United States of America
JOB #R2205812

Senior Director, Business Development

ICF is a rapidly growing, entrepreneurial, multi-faceted consulting company, and we are growing our health IT and health data capabilities. As we develop our footprint in Technology Modernization Solutions, we are looking for experienced Federal growth leaders to drive business.  As a Business Development (BD) professional, 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, DOD, 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 Business Development Manager role is primarily focused on building upon and establishing direct Federal customer relationships to foster opportunity development for ICF. Knowledge and experience in marketing capabilities in the areas of Application Development and Modernization is required, and knowledge in implementing low-code/no-code platforms such as ServiceNow and Appian is a significant plus.

This is a remote position but must be in the DC area due to frequent visits to multiple agencies within the area.


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

  • Focuses on expanding the pipeline and building customer relationships for clients within federal health IT markets

  • 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.

  • Interacts regularly with senior management/executives from multiple areas within the company to include briefings and presentations on sales initiatives and outcomes.

  • Engage in conferences and industry events including external speaking engagements and meetings with clients.

  • Responsible for identifying, shaping, and winning backlog of > $50M.

  • Responsible for identifying, shaping, and winning a backlog of opportunities

  • 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.

What you must have:

  • Bachelor’s Degree

  • 15 or more years of selling solutions within the federal market

  • 15 or more years of experience shaping requirements and building acquisition strategies towards sourcing opportunities, business development, and capturing efforts on opportunities with values

What we would like you to have:

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

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

  • Participation in the federal digital communities of practice to include AFCEA Bethesda, ACT-IAC, AFFIRM and ATARC

  • Expertise in developing opportunities for program growth and actively proposing and pursuing appropriate enhancements and changes. 

  • Exemplary presentation and communication skills, including authoring white papers, and 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

  • Demonstrate success in 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. 

  • 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.

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.

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 and  Pay Transparency Statement.

Pay Range - There are multiple factors that are considered in determining final pay for a position, including, but not limited to, relevant work experience, skills, certifications and competencies that align to the specified role, geographic location, education and certifications as well as contract provisions regarding labor categories that are specific to the position. The pay range for this position is

$162,892.00 - $276,916.00

Arlington, VA (VA31)

Who is ICF?

A global consulting services company with approximately 8,000 people across 75+ countries, but we are not your typical consultants.

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Join our talent network

ICF is growing, and we add new open roles to our site regularly. If you're waiting for that perfect opportunity at ICF or want an inside look at what it's like to do world-changing work, join our talent network to stay updated.

Join our talent network

ICF is growing, and we add new open roles to our site regularly. If you're waiting for that perfect opportunity at ICF or want an inside look at what it's like to do world-changing work, join our talent network to stay updated.