Business Development Executive - Army
Herndon, VA (hybrid/remote)
SUMMARY:
Founded in 2001, Indigo IT is an award winning information technology consulting and services company. We are a trusted services provider to government agencies seeking innovative Cloud, Cybersecurity, Knowledge Management, and Enterprise solutions. We know our defense, federal, and civilian customers have critical IT infrastructures that must remain reliable, available, and maximized. Indigo IT is mission focused and committed to maintaining a sense of urgency in anticipating and supporting our customers' technology goals and objectives. Our unique ability to think beyond today allows our clients to stay ahead of their IT challenges. As a Veteran-Friendly employer, we are proudly partnered with the Virginia Values Veterans (V3) Program, and a recipient of the HIRE Vets Gold Medallion Award, which recognizes our commitment to recruiting our nation's Veterans. Recognized on the Inc. 5000 list of America's fastest growing companies in 2020 & 2021 and named as one of the 2022 Best Places to Work in Virginia, we are always looking to hire top talent in the field - come join us today!
Reporting to the Director of Business Development, the Business Development Manager - Army is responsible for identifying, qualifying, and winning IT and cybersecurity opportunities within the U.S. Army market. This role is built for a mid-career BD professional who understands the Army's IT modernization priorities, has existing relationships across key Army commands and program offices, and has a demonstrable track record of winning competitive federal contracts.
This is a hunter role. The right candidate brings Army-relevant domain knowledge in IT, cyber, and enterprise networks, combined with the BD discipline to manage a pipeline, execute a capture process, and contribute to winning proposals. We are seeking candidates with proven investigative skills coupled with sufficient business acumen to evaluate opportunity alignment with overall strategy and fit for the business.
PREFERRED CANDIDATE PROFILE:
Preferred candidates will have prior Army service or direct Army mission-network experience, ideally as a former officer (O-3/O-4), warrant officer, or senior enlisted leader (E-7 to E-9), with established working relationships across one or more of the following communities: Army Cyber, NETCOM, INSCOM, DEVCOM/C5ISR, ACC, AMC, or ASA(ALT). Equivalent civilian experience supporting Army IT, cyber, or network modernization programs will be considered.
The role will primarily focus on Army cyber, IT modernization, cloud, zero trust, managed IT services, and enterprise networks. Secondary focus areas include electronic warfare, spectrum operations, EMSO, RF-enabled mission systems, and opportunities aligned to Indigo IT's strategic partnership ecosystem.
ESSENTIAL FUNCTIONS/RESPONSIBILITIES:
- Identify, qualify, and pursue IT and cybersecurity opportunities within the Army market, with a focus on building a pipeline sufficient to achieve $10-15M in annual new contract wins.
- Execute the full BD lifecycle from opportunity identification and customer engagement through capture planning, teaming, bid/no-bid recommendation, and proposal contribution.
- Develop and maintain target account plans, opportunity call plans, and partner strategies; report pipeline health accurately and consistently.
- Build and maintain relationships with Army customer stakeholders at the program and contracting office level, as well as with industry teaming partners.
- Support proposal development by contributing win themes, technical narratives, staffing inputs, and competitive assessments.
- Leverage Indigo IT's contract vehicles (ITES-3S, GSA MAS, and others) to position for and execute task order captures.
- Coordinate with the Director of BD and internal technical leads to develop solutions aligned to customer requirements.
- Monitor SAM.gov, GovWin, GovTribe, and other procurement intelligence tools to track and prioritize emerging opportunities.
- Participate in industry events, conferences, and networking activities to maintain market visibility and grow customer and partner relationships.
- Support small business positioning strategies, including set-aside planning, teaming agreements, and subcontracting relationships.
SPECIFIC KNOWLEDGE, SKILLS, & ABILITIES:
- Working knowledge of U.S. Army commands, program offices, and acquisition processes relevant to IT and cybersecurity, including Army Cyber Command, NETCOM, DEVCOM/C5ISR, ACC, AMC, or ASA(ALT).
- Understanding of Army and DoD IT modernization priorities, including cloud adoption, zero trust, enterprise network modernization, and managed IT services.
- Familiarity with Army and DoD contract vehicles and task-order environments, including ITES-3S/ITES-4S, CHESS, GSA MAS, OASIS+ or successor vehicles, and Army/DoD GWACs.
- Experience using SAM.gov, GovWin, GovTribe, GSA eBuy, or similar procurement intelligence platforms.
- Working familiarity with federal BD and capture methodologies (Shipley or equivalent).
- Highly organized with the ability to manage multiple simultaneous pursuits with competing deadlines in an independent work environment.
- Highly resourceful team-player, with the ability to also be extremely effective independently.
- Strong written and verbal communication skills, with the ability to interact positively with all levels of management, coworkers, customers, and the general public.
- Experience building or contributing to pipeline reporting, including opportunity status, gate progression, forecast accuracy, and proposal conversion.
- Ability to translate customer mission needs into differentiated win themes, technical narratives, teaming strategies, and price-to-win inputs.
- Basic understanding of IT, cybersecurity, and cloud professional services as they relate to federal government delivery.
- Established Army and industry relationships across cyber, IT modernization, network, or related mission communities preferred.
EDUCATION, EXPERIENCE, & CERTIFICATIONS:
- Bachelor's degree or equivalent experience.
- U.S. Citizenship required.
- 5 to 7 years of federal business development or account management experience, with at least 3 years focused on U.S. Army accounts.
- Demonstrated wins or meaningful contributions to wins in IT, cybersecurity, or professional services environments.
- Detailed knowledge of the end-to-end capture process, proposal process, and delivery lifecycle.
- Understanding of the Federal procurement process and use of various GWACs.
- Proven ability to execute account plans to gain new business.
- Previous business development/sales experience in a services-focused company.
- Experience interacting with and presenting to program office leadership and senior government stakeholders.
- Former Army officer (O-3/O-4), warrant officer, or senior enlisted leader (E-7 to E-9) experience preferred; equivalent Army mission-network experience considered.
- Active Secret clearance or ability to obtain a Secret clearance required; TS/SCI preferred, if appropriate for the account portfolio.
- Experience operating in or selling into Army cyber, IT modernization, network, spectrum, or EW/EMSO mission environments preferred.
At Indigo IT, we offer an expansive benefits package for our employees, which includes: Medical, Dental, and Vision coverage options. In addition, we offer 401(k) with company match, Group life and disability, Flex Spending Accounts (FSA), Paid Time Off (PTO), Paid holidays, and Education assistance. We also have in house training programs for employees, we reward thought leadership with bonuses and recognition for publishing, speaking, and innovative thought leadership in our industry.
Indigo IT is committed to hiring and retaining a diverse workforce. We are proud to be an Equal Opportunity/Affirmative Action Employer, making decisions without regard to race, color, religion, creed, sex, sexual orientation, gender identity, marital status, national origin, age, veteran status, disability, or any other protected class. This employer uses E-Verify.
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Indigo IT, LLC
paid time off, paid holidays, 401(k)
Jun 09, 2026