Arch Systems, LLC
Account Executive/ BD Manager— DoD (Air Force & Army)
Arch Systems, LLC, Baltimore, Maryland, United States, 21276
Account Executive / BD Manager – DoD (Air Force & Army)
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 booking 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.
Required Qualifications
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 Qualifications
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).
Oral experience and solution demo facilitation; Shipley or equivalent training.
Large Business teaming: current teaming relationships with Tier‑1 Large Business primes in AF/Army portfolios.
Seniority Level Mid‑Senior level
Employment Type Full‑time
Job Function Business Development and Sales
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Key Responsibilities Market Strategy & Planning
Build and continually refine an Air Force & Army GTM plan tied to annual booking 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.
Required Qualifications
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 Qualifications
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).
Oral experience and solution demo facilitation; Shipley or equivalent training.
Large Business teaming: current teaming relationships with Tier‑1 Large Business primes in AF/Army portfolios.
Seniority Level Mid‑Senior level
Employment Type Full‑time
Job Function Business Development and Sales
Referrals increase your chances of interviewing at Arch Systems, LLC by 2x.
#J-18808-Ljbffr