Arch Systems, LLC

Compensation

Full Description

Role: Account Executive/ BD Manager— DoD (Air Force & Army) Company: Arch Systems Client: DoD Location: Remote Type: Full-time About the Role We’re seeking a proactive Business Development (BD) Manager laser‑focused on the U.S. Air Force and U.S. Army markets. This role requires deep, existing relationships and an immediately activatable AF/Army pipeline so you can hit the ground running on Day 1. You will expand our footprint across key portfolios (e.g., AFLCMC/AFMC/ACC; Army PEO EIS/PEO C3T/Army Futures Command/NETCOM), shaping demand early and converting it into qualified pursuits. You will own early-stage opportunity shaping through capture handoff, orchestrating cross-functional teams (solutions, pricing, contracts) to qualify, pursue, and win. Occasional cross-service coordination may be required when AF/Army missions intersect with DISA, DHA, and CDAO initiatives. Key Responsibilities Market Strategy & Planning Build and continually refine an Air Force & Army GTM plan tied to annual bookings targets and OKRs. Segment the market by portfolio/program (AFLCMC product lines; AFMC sustainment/innovation; ACC ops; PEO EIS enterprise apps; PEO C3T network/mission command; AFC experimentation; NETCOM zero trust). Account Plans: for each priority org, document missions, FY POM/BES context, decision cycles, influencers, current primes, gaps, and must‑win pursuits; update quarterly. Calling Campaigns: monthly call trees with named contacts, objectives, and crisp talk tracks mapped to our capabilities and the customer’s pain points. Pipeline Hygiene: enforce stage exit criteria, probability rules of thumb, and close dates that match procurement calendars. Opportunity Identification & Qualification Sensing: monitor AFWERX/SBIR/STTR topics, BAAs/BICs, OTAs/consortia (NSTXL, S2MARTS), and task‑order vehicles (GSA MAS, OASIS+, CIO‑SPx, SEWP, Alliant) for AF/Army‑relevant buys. Qualification: run structured Gate reviews (MQL→SQL→Pursuit→Capture) using ICD (Issue–Customer–Differentiation) and BCS (Budget–Champion–Sponsor) checks. Competitive Intel: maintain a living competitor matrix (incumbents, primes, subs, price posture, strengths/weaknesses, likely solution angles). Voice of Customer: document problem statements, success criteria, and evaluation hot buttons (LPTA vs. Best Value, technical discriminators, past performance fit). Bid/No‑Bid: crisp decisions with rationale, gaps, and action items to close gaps within two weeks. Customer Engagement Relationship Maps: identify decision makers, technical evaluators, small business offices, and KO/KO reps across AFLCMC/AFMC/ACC and PEO EIS/PEO C3T/AFC/NETCOM. Meetings that Matter: schedule and lead capability briefings, tech exchanges, lab demos, and site visits; publish agendas, meeting notes, and next steps in CRM within 24 hours. Shaping: align messaging to AF/Army priorities—JADC2/ABMS enablers, Zero Trust, Data/CDAO initiatives, Digital Engineering/MBSE, Cloud/DevSecOps, Edge AI/ML. Artifacts: problem–solution one‑pagers, demo scripts, and ROI back‑of‑the‑envelope models tailored to each program office. Capture Leadership Strategy: define win themes, discriminators, and ghost‑the‑competition tactics; maintain a written Capture Plan for every Pursuit≥$5M TCV. Teaming: secure NDAs/TAs; set workshare targets; assign color‑team reviewers; negotiate and track partner commitments (past performance, key personnel, tech components). PTW (Price‑to‑Win): coordinate competitive pricing hypotheses and sensitivity bands; align staffing models with evaluation criteria. Readiness: drive RFI/SS responses that pre‑position features, CLIN structures, and evaluation language favorable to our approach. Partnerships & Ecosystem Prime Relationships: maintain at least three active primes in each theater (AF and Army) with defined pursuit roles and mutual pipeline sharing. Tech Alliances: cloud (Azure/AWS), OEM cyber/zero‑trust stacks, data/AI platforms; co‑market via joint webinars, white papers, and lab demos. Socio‑economic Strategy: cultivate niche smalls for scorecard lift and mission fit; ensure compliance with limitations on subcontracting. Reporting & KPIs Weekly Rhythm: pipeline delta, stage conversions, risk log, customer touches, and next‑2‑weeks call plan. Forecast Integrity: probability, ARR/TCV math, aging; alignment to appropriation types and FY timing. Quality Bar: every opportunity has an owner, capture plan, meeting notes ≤7 days old, and clearly defined next step. Qualifications| Required • 6–9+ years in Federal BD with ≥6 years specifically in Air Force and/or Army BD, covering both new business and recompetes. • Proven wins on AF/Army new business or key recompetes ($5M–$50M TCV+). • Working knowledge of FAR/DFARS, DoD acquisition pathways, OTAs/consortia, and common vehicles (OASIS+, GSA MAS, SEWP, CIO‑SPx). • Relationships across Air Force MAJCOMs/centers (e.g., AFLCMC, AFMC, ACC) and/or Army PEOs/commands (e.g., PEO EIS, PEO C3T, Army Futures Command, NETCOM). • BPAs/IDIQs & OTAs: Demonstrated experience teaming and winning on BPAs/IDIQs (prime or sub) and leveraging OTAs/consortia (e.g., NSTXL, S2MARTS) to accelerate AF/Army pursuits. • Day‑1 Pipeline: Bring an immediately activatable, named AF/Army pipeline (with customer POCs, stage, next steps) ready for meetings in week one. • Ramp Speed: Demonstrated ability to schedule and lead ≥5 AF/Army customer meetings in the first two weeks and convert at least two pursuits to Capture within 60 days. Preferred • Bachelor’s in Business, Engineering, or related field; MBA a plus. • Familiarity with AF/Army priorities (JADC2/ABMS, Zero Trust, Software Modernization, Data/CDAO, Cloud/DevSecOps). • Orals experience and solution demo facilitation; Shipley or equivalent training. • Large Business teaming (preferred): Current teaming relationships with Tier‑1 Large Business primes in AF/Army portfolios. Job Type: Full-time Pay: $130,000.00 - $160,000.00 per year Experience: • DoD (Air Force & Army): 5 years (Preferred) • Federal BD: 7 years (Preferred) • FAR/DFARS, DoD acquisition pathways: 7 years (Preferred) Work Location: Remote