Director, GSA & Federal Programs

About GCB Services

Founded in 2004, GCB Services LLC is an established technology services company with more than two decades of experience delivering large-scale enterprise technology, telecommunications, and network infrastructure projects across the United States. GCB has supported nationwide deployments and mission-critical programs for leading organizations, including various Tier 1 and Teir II Wireless carriers in US market, demonstrating the ability to manage complex projects, coordinate distributed teams, and execute at scale.

GCB recently expanded into the Federal Government market through its GSA Multiple Award Schedule contract under SIN 54151S Information Technology Professional Services. Building on its commercial delivery experience, GCB offers software engineering, application modernization, cloud solutions, cybersecurity, data analytics, AI and automation, network engineering, IT infrastructure, and managed support services.

Our goal is to become a trusted long-term technology partner to Federal agencies and prime contractors by combining enterprise-scale execution, strong technical capabilities, disciplined program management, and a commitment to delivering measurable mission outcomes.

Position Summary

We are seeking an entrepreneurial Federal Growth leader to build and scale GCB's federal business. This is not a traditional sales role. You will own the complete federal growth lifecycle from market strategy and agency targeting to capture management, proposal strategy, prime contractor partnerships, and contract awards.

You will be responsible for building a sustainable multi-million-dollar federal pipeline while improving win rates through disciplined capture and relationship management.

Key Responsibilities

Federal Growth Strategy

• Develop and execute GCB's federal growth strategy.
• Identify priority agencies, buying offices, and programs.
• Build a 3-year federal revenue roadmap.
• Define target markets aligned with GCB's capabilities and GSA contract.

Business Development

• Develop qualified opportunities before solicitation.
• Build relationships with Program Managers, CIO organizations, Contracting Officers, CORs, and Small Business Offices.
• Represent GCB at industry days, conferences, matchmaking events, and networking forums.
• Build a repeatable business development process and CRM discipline.

Capture Management

• Lead capture efforts from identification through award.
• Perform competitive assessments and incumbent analysis.
• Develop customer engagement plans.
• Create win themes and competitive positioning.
• Coordinate internal capture reviews.

Opportunity Qualification

• Evaluate opportunities using a structured qualification framework.
• Recommend Bid, No Bid, Partner, or Subcontract decisions.
• Prioritize opportunities based on probability of award, profitability, and strategic value.
• Avoid low-return proposal efforts.

Prime Contractor Relationships

• Develop relationships with large and mid-sized federal contractors.
• Negotiate teaming agreements and subcontract opportunities.
• Position GCB as a preferred delivery partner.
• Expand relationships across multiple contract vehicles.

Proposal Leadership

• Support proposal strategy and compliance.
• Review solicitations and evaluation criteria.
• Coordinate technical, pricing, and management responses.
• Improve proposal quality and win probability.

Federal Marketing

• Develop agency-specific capability statements.
• Create outreach campaigns.
• Improve GCB's federal brand.
• Build thought leadership within target agencies.

Pipeline Management

• Maintain accurate opportunity forecasts.
• Track pipeline value, win probability, proposal status, and expected revenue.
• Report weekly and monthly performance metrics.

Required Qualifications

• 10+ years in Federal Government Business Development, Capture, or Sales.
• Demonstrated success winning federal contracts.
• Strong understanding of GSA MAS, GWACs, IDIQs, BPAs, and task orders.
• Hands-on experience managing GSA Multiple Award Schedule (MAS) contracts, including contract administration, modifications, and compliance.
• Experience using the Vendor Support Center (VSC) and maintaining contract information.
• Experience reporting GSA contract sales and submitting Industrial Funding Fee (IFF) payments through the FAS Sales Reporting Portal (SRP).
• Experience using GSA eBuy to identify and respond to Requests for Quotes (RFQs) and Requests for Information (RFIs).
• Experience managing Special Item Numbers (SINs) and maintaining appropriate Points of Contact (POCs) for GSA contracts.
• Familiarity with the Multiple Award Schedule (MAS) Interact Community, GSA policy updates, and best practices.
• Active participation in GSA events, webinars, and training to stay current on federal acquisition regulations and GSA initiatives.
• Experience with SAM.gov, GSA eBuy, procurement forecasts, and agency acquisition planning.
• Existing relationships with Federal agencies and/or prime contractors.
• Strong capture planning and opportunity qualification skills.
• Experience leading proposals and cross-functional pursuit teams.
• Excellent executive communication and negotiation skills.

Preferred Qualifications

• Experience growing a small or mid-sized federal contractor.
• Existing relationships with major federal IT integrators.
• Knowledge of AI, cloud, cybersecurity, networking, software engineering, and digital modernization.
• Experience with Department of Defense, DHS, VA, HHS, Treasury, GSA, or civilian agencies.
• Experience selling through GSA Schedule contracts.
• Familiarity with emerging federal technology priorities such as AI, automation, zero trust, and cloud modernization.

Personal Characteristics

The ideal candidate:

• Thinks like an entrepreneur.
• Builds relationships before opportunities exist.
• Makes disciplined Bid/No Bid decisions.
• Focuses on profitable growth rather than proposal volume.
• Uses data to prioritize effort.
• Is comfortable building new processes from scratch.
• Can influence executives, contracting officers, and program leaders.
• Works independently with minimal supervision.
• Has a long-term mindset focused on sustainable growth.