Job Description
Role: Account Executive/ BD Manager— DoD (Air Force & Army)
Company: Arch Systems
Client: DoD
Location: Remote
Type: Full-time
About the Role
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 bookings 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 Leadershi p
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.
Qualifications| Required
Preferred
Company Description
HIGH Growth, small business. Check us out at
Arch Systems LLC is committed to diversity in its workforce and is proud to be an equal opportunity employer. Arch Systems LLC considers qualified applicants without regard to race, color, religion, creed, gender, national origin, age, disability, veteran status, marital status, pregnancy, sex, gender expression or identity, sexual orientation, or any other legally protected class. Arch Systems LLC is an Affirmative Action and Equal Opportunity Employer.HIGH Growth, small business. Check us out at Systems LLC is committed to diversity in its workforce and is proud to be an equal opportunity employer. Arch Systems LLC considers qualified applicants without regard to race, color, religion, creed, gender, national origin, age, disability, veteran status, marital status, pregnancy, sex, gender expression or identity, sexual orientation, or any other legally protected class. Arch Systems LLC is an Affirmative Action and Equal Opportunity Employer.
...light the way, so our scholars can lead their lives. Northwest Indiana Lighthouse Charter Schools is currently seeking High School Teachers to join us! We offer a K-12 education that equips scholars with the life-ready skills and academic proficiency they need to...
...Smoky Hill Construction has an immediate opening for a Construction Laborer to join our hardworking, safety-driven team. Were looking for dependable individuals who take pride in quality work, value teamwork, and are willing to travel for projects across Kansas. Job...
Job Description Job Description Were looking for motivated, people-focused professionals who want to grow their careers in client development. As a Customer Associate, youll connect with individuals and businesses, learn about their needs, and provide insurance solutions...
...every customer, with your personalized sales expertise. Meeting sales targets and earning your commission happens with the power of AT&Ts full suite of products at your fingertips - the latest devices and personalized services that bring friends, families and communities...
...Job Description Job Description Hometown News has a fulltime opening for Editorial Assistant in St. Lucie County. Obsessed with local news? Miss the newsroom? Looking to hire a fulltime editorial assistant to work 40 hours a week in Hometown News' Fort Pierce,...