Business Development Account Manager

Business Development & Capture Manager

Defense & National Security Accounts — DoD, DOE, DHS

Reports to:

Business Development Director

Location:

Fairfax, VA (Hybrid) — with regular presence in the DC/MD/VA region

Position Type:
Full-time, Exempt

OnPoint Consulting, Inc. is an ISO/CMMI/CMMC-certified Information Technology and management consulting firm serving the United States Government, and is a wholly owned subsidiary of Publicis.

Sapient. OnPoint delivers solutions across cybersecurity, Zero Trust, cloud architecture, infrastructure services, enterprise systems management, and program management, for Federal clients. We are a lean, senior-level team, and everyone — including BD — pitches in wherever the mission needs it.

OnPoint is seeking an experienced, entrepreneurial Business Development & Account Manager to oversee our National Security portfolio to include, but not limited to, Department of War (DOW), Department of Homeland Security (DHS), and Department of Energy (DOE). This is a full life-cycle role: you will help qualify and shape opportunities early, lead capture strategy, and stay engaged through solutioning, teaming, pricing input, and getting the proposal out the door.

As a lean headquarters, we need someone who takes ownership rather than waits for direction — someone who arrives with a recommended solution rather than asking "what's next," and who is equally comfortable building an account plan and running a proposal kickoff call. Beyond your own accounts, you will flex to support proposal management and other BD needs firm-wide.

Owns the full opportunity life-cycle for the National Security portfolio — from early qualification (market and pipeline research, SAM.gov, agency budget and acquisition forecasts, etc.) through capture strategy, teaming, competitive positioning, price-to-win input, and proposal submission.

Builds and maintains account plans, cultivates customer relationships, and represents OnPoint directly with agency contacts.

Brings, or rapidly builds, a network of relationships within, but not limited, to DOW, DHS, and/or DOE components, and/or with prime and subcontracting partners active in those markets. Builds and continually nurtures a personal network of Federal customers, primes, and small-business partners relevant to OnPoint's target markets.

Leads teaming strategy — identifying, vetting, and negotiating relationships with partners, and closing capability gaps through teaming.

Conducts or directs competitive intelligence, price-to-win analysis, and win-theme development for assigned pursuits.

Presents opportunities and capture status at internal Gate/Step Reviews with clear, decision-ready recommendations for leadership.

Runs proposal kickoff calls for National Security opportunities and manages the schedule and compliance for assigned pursuits, coordinating volume leads, writers, subject matter experts, contracts, and pricing.

Serves as OnPoint's proposal manager when teaming as a subcontractor, including responding accurately and on time to prime data calls, RFIs, and teaming requests.

Leads, contributes to, and/or reviews RFI and proposal content to make sure win themes, discriminators, and compliance are clearly reflected.

Maintains accurate, current opportunity and account data in OnPoint's BD pipeline/CRM tools.

Represents OnPoint at industry days, conferences, and association events (e.g., AFCEA, NDIA, ACT-IAC) primarily in the DC/MD/VA region, with occasional out-of-town travel.

Prepares for events with purpose — researching attendees and speakers, setting meeting objectives, and following up promptly and consistently afterward.

Stays current on Federal acquisition trends, agency priorities, relevant executive orders and OMB/agency memoranda, and industry developments, and shares insights that sharpen OnPoint's positioning.

Contributes to BD process improvement which includes templates, playbooks, and lessons learned.

Flexes to support proposal management and other BD tasks outside of assigned accounts as needed — "that's not my account" isn't part of our culture.

Demonstrated success qualifying, capturing, and…