Senior Business Development Manager - Technology

ABOUT THE TEPA COMPANIES

Established in 2005 and owned by the Paskenta Band of Nomlaki Indians, The Tepa Companies deliver comprehensive and sustainable solutions to federal, state, local, and private-sector clients throughout the United States. The tribally owned companies work independently and collaboratively to provide wide-ranging construction, engineering, environmental, industrial, staffing, and technology services.

When you join Tepa Companies, you have the opportunity to expand your entrepreneurial skill set while growing professionally alongside the best in the industry. You will have the opportunity to impact your team, the organization as a whole, and subsequently, our Tribe.

We seek out top talent to provide the best services for our clients. We focus on being a responsible company for our employees and their families by creating a culture that reflects our core values and offering competitive pay and benefits package. Our benefits package includes comprehensive medical, dental, vision, generous paid time off and holidays, 401(k) plan with company match, life insurance, flexible spending and health savings account, mental health support and resources, short and long-term disability, and tuition reimbursement.

LOCATION: This is a remote position and can be based from any location within the United States.

ABOUT THE JOB

The Tepa Companies are seeking a Senior Business Development Manager, Technology to develop and win new business within the Federal Government market. This role leads customer engagement, opportunity identification, capture, and sales activities for Information Technology services and IT staff augmentation solutions across defense and civilian agencies.

Job Functions:

• Develop and execute federal business development strategies for Tepa’s Technology Division, with primary emphasis on information technology services and IT staff augmentation across defense and civilian agencies.
• Build and maintain relationships with federal program managers, contracting officers, acquisition professionals, technical leaders, and other key decision-makers to understand mission priorities, funding, procurement timelines, and workforce needs.
• Identify, qualify, and advance new business opportunities through disciplined account planning, customer discovery, competitive analysis, and early positioning, with accountability for pipeline quality, revenue growth, and margin objectives.
• Lead opportunities throughout the full business development lifecycle, from market identification and initial customer engagement through capture, proposal development, negotiations, contract award, and transition to operations.
• Position Tepa’s capabilities in IT staff augmentation, end-user services, infrastructure and cloud support, cybersecurity, enterprise applications, data and analytics, and other technology-enabled professional services against specific agency mission requirements.
• Develop pursuit and capture strategies that clearly define customer needs, competitive positioning, win themes, pricing considerations, teaming requirements, contract vehicle access, and actions required to improve probability of win.
• Leverage and expand Tepa’s federal contract vehicles, socioeconomic status, and tribally owned enterprise advantages to pursue competitive, set-aside, and direct-award opportunities in accordance with applicable acquisition requirements.
• Establish and manage strategic relationships with prime contractors, subcontractors, technology partners, and small-business partners to increase market access, strengthen solutions, and develop effective teaming arrangements.
• Partner with operations, recruiting, contracts, finance, pricing, and proposal teams to develop compliant, competitive, and executable solutions, particularly for labor-intensive and rapid-response staffing requirements.
• Maintain accurate and timely customer, pipeline, opportunity, activity, and forecast data within the CRM system; provide leadership with reliable assessments of opportunity status, risks, next steps, and projected revenue.
• Represent Tepa at federal industry events, conferences, and agency outreach sessions while promoting collaboration, accountability, ethical conduct, and shared growth.

WHAT WE’RE LOOKING FOR

• Bachelor’s degree in business, Information Technology, or a related field required; equivalent relevant professional experience will be considered.
• 8+ years of progressive experience in federal business development, capture, or sales for information technology services, professional services, or staff augmentation, with demonstrated success developing and winning new business.
• Established relationships and experience selling to U.S. Federal Government customers, including defense and/or civilian agencies, and working with federal systems integrators and industry partners.
• Experience leveraging the capabilities and acquisition advantages of a tribally owned or 8(a) company preferred, along with a strong federal IT industry network and knowledge of relevant competitors.
• Demonstrated understanding of federal acquisition processes and contract vehicles, including IDIQs, GWACs, BPAs, task orders, set-aside programs, and competitive and sole-source procurement strategies.
• Strong knowledge of the federal IT services market, including IT staff augmentation, managed services, infrastructure and cloud support, cybersecurity, enterprise applications, and data and analytics solutions.
• Proven ability to build an actionable pipeline, qualify opportunities objectively, develop account and capture strategies, and advance pursuits against established revenue and growth goals.
• Working knowledge of federal procurement cycles, appropriations and funding, acquisition regulations, source-selection practices, and common labor-category and staffing models.
• Ability to translate agency missions and technical requirements into differentiated, credible, and executable solutions in partnership with operational and technical subject-matter experts.
• Strong executive presence and consultative selling skills, with the ability to establish credibility and communicate effectively with government executives, contracting personnel, technical stakeholders, and industry partners.
• Excellent written, verbal, negotiation, presentation, and relationship-management skills, including the ability to contribute to high-quality proposals, presentations, and customer-facing materials.
• Highly organized, self-motivated, and accountable, with sound judgment and the ability to manage multiple complex pursuits in a deadline-driven environment.
• Proficiency with customer relationship management systems, Microsoft Office, and collaboration tools.
• Willingness to travel up to 50% annually, as required.

Equal Opportunity Employer/Veterans/Disabled

Salary Range: