Today
Dept of Homeland Security
Unspecified
Unspecified
Tampa, FL (On-Site/Office)
Description
Growth Strategy & Planning:
Business Development & Capture Management:
Strategic Partnerships & Alliances:
Market Expansion & Innovation:
5. Operational Efficiency & Profitability:
Mergers, Acquisitions & Investment:
Leadership & Accountability:
Performance Metrics:
Revenue & Growth:
Partnership Success:
Market Expansion:
Profitability & Efficiency:
Mergers, Acquisitions & Capital Raising:
Qualifications
1. Federal Contracting Experience:
2. Growth & Revenue Leadership:
- Develop and execute a 5-year growth strategy to achieve sustainable revenue goals.
- Establish clear revenue goals, pipeline development targets, and market penetration objectives.
- Align growth activities with PTP core competencies, market penetration objectives, NAICS codes, contract vehicles, and socioeconomic status to maximize competitive advantage.
- Provide input on bid/no-bid decisions and prioritization of opportunities.
- Lead the identification, qualification, and pursuit of new opportunities.
- Build and maintain relationships with key decision-makers in Federal, State, and commercial marketplaces.
- Oversee capture planning, including customer shaping, teaming strategy, win themes, pricing approach, and proposal development.
- Integrate developed opportunities to ensure the company maintains a qualified pipeline valued at 8-10x annual revenue targets.
- Provide expertise and customer knowledge and/or task understanding to proposal development to support ensure proposals are compelling compliant, and competitive.
- Develop partnerships with large and mid-tier primesand innovative small businesses that expand PTP's access to new markets, customers, and contract vehicles.
- Provide recommendations to teaming agreements, joint ventures, and mentor-protégé arrangements.
- Track and measure partnership effectiveness in terms of pipeline contribution and revenue goals.
- Position the company for entry into new markets and customers each year.
- Drive capability expansion in high-demand service areas such as IT modernization, cybersecurity, data analytics, knowledge management.
- Monitor federal spending trends to identify emerging and legacy markets.
- Champion innovation and differentiation that sets the company apart in crowded procurement environments.
5. Operational Efficiency & Profitability:
- Work with the CFO and COO to enhance pricing strategies.
- Recommend operational efficiencies to streamline BD, proposal, and capture processes.
- Ensure pursuit of opportunities aligns with profitability goals (10-15% annually).
- Deliver accurate quarterly forecasts to the CEO, COO and CFO.
- Identify, assess, and recommend acquisition targets that enhance PTP capabilities.
- Lead due diligence, negotiation, and integration planning for M&A.
- Support capital-raising efforts (PE, VC, or SBA-backed loans) when aligned with company growth needs.
- Coordinate with the COO in building and mentoring a small but effective growth team (BD managers, capture leads, proposal staff).
- Report monthly progress to the CEO and COO with quarterly updates to the COO and CFO, including revenue growth, pipeline health, and capture performance.
- Serve as a visible face of the company at select industry events, conferences, and government engagements.
Performance Metrics:
- Deliver annual growth in Annual Recurring Revenue (ARR) or Monthly Recurring Revenue (MRR).
- Meet gross revenue milestones: Year 1: $25M | Year 2: $60M | Year 3: $120M | Year 4: $200M | Year 5: $300M.
- Achieve 15-20% year-over-year (YoY) growth in sales.
- Expand average deal size and customer lifetime value (CLV) through larger task orders, follow-on contracts, and multi-year awards.
- Expansion of average deal size and customer lifetime value.
- Pipeline coverage of 8-10x annual revenue goals.
- Qualification rate (number of realistic opportunities pursued vs. total identified).
- Secure 3-5 new strategic partnerships per year with primes, small businesses, or technology innovators that expand market share.
- % of total revenue derived from partnerships.
- New contract vehicles or IDIQs won through alliances.
- Drive measurable outcomes from partnerships, such as IDIQ awards, teaming agreements, or customer wins.
- Establish partnership performance reviews to ensure each alliance contributes to pipeline growth and revenue.
- Entry into new agencies each year.
- Enter 2 new Federal agencies per year (e.g., VA, DHS, HHS, SOCOM), with the number of new services/capabilities successfully launched.
- Secure placement on at least 5 new Federal contract vehicles/IDIQs by Year 3.
- Expand service portfolio into high-growth areas (cybersecurity, AI/ML, data analytics, logistics).
- Introduce innovative service offerings that improve competitive advantage and create new revenue streams.
- Improve customer acquisition cost (CAC) by focusing on high-probability bids.
- Increase return on marketing investment (ROMI) through targeted BD and capture initiatives.
- Maintain EBITDA margins of 10-15% while scaling.
- Develop real-time growth dashboards.
- Identify, support and execute 1-2 acquisitions by Year 3, targeting firms with $10M-$50M in revenue.
- Deliver post-acquisition synergies within 12-18 months (measured by pipeline growth, cost savings, and revenue impact).
- Support capital-raising initiatives (equity, debt, or private equity) to accelerate growth strategies.
Qualifications
1. Federal Contracting Experience:
- 10-15+ years of direct experience in Federal Business Development and Capture Management, with a proven record of winning competitive bids.
- Deep understanding of the Federal Acquisition Regulation (FAR), DFARS, and agency-specific procurement rules.
- Experience securing and managing IDIQs/GWACs (e.g., OASIS+, Seaport-NxG, RS3, CIO-SP, Alliant).
- Knowledge of socioeconomic programs (SDVOSB, 8(a), HUBZone, WOSB) and how to leverage them for set-aside opportunities.
2. Growth & Revenue Leadership:
- Demonstrated success in scaling a small/mid-sized government contractor from
group id: 10474224