Washington, District of Columbia
The successful candidate combines strong government market knowledge with a proven track record selling complex professional services and the ability to connect ABS Group's capabilities to mission, regulatory, and operational needs.
What You Will Do:
Market & Client Insight
- Develop a deep understanding of government missions, priorities, and operating environments (e.g., federal civilian agencies, DHS, DOT, etc.), including budget cycles, acquisition approaches, and funding mechanisms.
- Monitor policy, regulatory, and market drivers affecting demand for ABS Group services such as risk management, safety and mission assurance, cybersecurity, resilience, and digital/operational excellence.
- Identify and understand the key challenges, risks, and requirements shaping government programs in areas such as critical infrastructure, transportation, maritime, and public safety.
Account & Relationship Management
- Build and maintain strong relationships with government decision-makers, program managers, contracting officials, and key influencers across assigned agencies and accounts.
- Serve as a trusted advisor by understanding agency missions and program needs and aligning ABS Group's technical capabilities and past performance to support those objectives.
- Grow existing accounts by expanding into new programs, missions, and functional areas while ensuring high levels of customer satisfaction and repeat business.
Business Development & Opportunity Generation
- Proactively identify and qualify new opportunities through market research, industry networking, partner engagement, and regular client interaction.
- Track opportunities through government procurement channels (e.g., SAM.gov and other agency portals, contract vehicles, GWACs/IDIQs, BPAs, and task orders).
- Develop and execute capture and account plans for priority agencies and programs, including call plans, competitive positioning, and win strategies.
Solution Development & Sales Execution
- Maintain a strong working knowledge of ABS Group's government-relevant services and solutions, including but not limited to:
- Cybersecurity and OT/ICS security
- Management systems and compliance
- Data analytics, digital and operational excellence solutions
- Work closely with internal subject matter experts (SMEs), project managers, and technical teams to shape solution concepts and value propositions responsive to government requirements.
- Plan and lead client meetings, briefings, and presentations, including bringing ABS Group leadership and technical experts into strategic discussions with agencies.
Capture, Proposal, and Commercial Management
- Collaborate with proposal, contracts, and legal teams to:
- Develop compliant, compelling, and competitive bids and proposals.
- Structure pricing and terms that align with government acquisition regulations and ABS Group business objectives.
- Contribute to proposal strategy, solution narrative, win themes, and orals preparations as needed.
- Ensure accurate and timely entry of all account, contact, and opportunity information in ABS Group's CRM; maintain a clear view of pipeline, stage, probability, and forecast.
What You Will Need:
Education and Experience- Bachelor's degree from an accredited university in business, engineering, science, public administration, or a related field; or equivalent relevant experience.
- Typically 5+ years of experience in business development, capture, or account management within government markets, with a focus on professional/consulting or technical services.
- Demonstrated success winning work with U.S. government agencies (e.g., DHS, DoD, DOT, DOE, USCG), including experience with federal acquisition and contracting processes.
- Experience in one or more of the following domains is strongly preferred:
- Risk management, safety, mission assurance, or asset integri
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American Bureau of Shipping (ABS)