Vice President of Business Development – Army and Defense Agen

The Vice President (VP) of Business Development - Army and Defense Agencies will play a pivotal role in expanding Tyto Athene's footprint within the Federal Government. This leadership role is responsible for overseeing the strategy, development, and execution of all business development initiatives aimed at growing revenue within the Army, 4 th Estate, and Combatant Command customers. The VP of Business Development will lead a high-performing growth team, build strategic relationships with key defense stakeholders, and be responsible for achieving growth targets, fostering customer loyalty, and positioning the company as a trusted partner to various civilian departments and the law enforcement community. This is a player/coach role, leading growth in specific accounts (Army/EUCOM/AFRICOM/CENTCOM) while supporting multiple BD Directors across other DoD Components.

The ideal candidate will have a strong background in selling to the Federal Government, a deep understanding of government procurement processes, and the ability to translate complex service offerings into solutions that address the Federal Government's evolving needs. This position requires a visionary leader with a proven track record of success in growth, strategic planning, and business development in the public sector.

Responsibilities:

Strategic Sales Leadership:

• Develop and execute a comprehensive account strategy to drive growth and increase market share in the Army/COCOM sectors.
• Define and set clear growth targets, KPIs, and performance metrics aligned with company revenue goals.
• Collaborate with cross-functional teams, including solution development, marketing, and operations, to ensure that growth efforts are aligned with product capabilities and market demand.
• Oversee the creation and refinement of client-specific sales materials, proposals, and presentations.

Business Development & Relationship Management:

• Cultivate and strengthen relationships with key stakeholders, including government procurement officers, program managers, and decision-makers.
• Serve as the primary point of contact for all major defense accounts, ensuring long-term satisfaction, repeat business, and contract renewals.
• Identify new business opportunities within the client set, including new programs, technologies, and initiatives that align with company offerings.
• Lead negotiations and close complex deals with clients, ensuring compliance with government regulations and contract terms.

Sales Team Leadership:

• Mentor and lead a high-performing growth team dedicated to the Federal market.
• Provide ongoing coaching and support to ensure the team meets or exceeds individual and corporate growth goals.
• Foster a collaborative and performance-driven culture within the growth team.
• Develop training programs that improve sales techniques, product knowledge, and understanding of government regulations.

Market Analysis & Competitive Intelligence:

• Conduct thorough market research to identify trends, opportunities, and challenges within the client markets.
• Maintain a deep understanding of the competitive landscape, including emerging technologies, trends, and policy changes that could impact client procurement processes.
• Use market insights to refine sales strategies, adjust priorities, and maintain a competitive edge in the marketplace.

Compliance & Contract Management:

• Collaborate with the legal and contracts teams to review and negotiate terms of contracts and agreements.
• Support timely delivery of all contract-related documentation and reporting.

Reporting & Forecasting:

• Provide regular updates and reports to the CGO and executive leadership team on sales performance, forecasts, and opportunities.
• Analyze sales data and performance metrics to refine tactics and drive continuous improvement in sales effectiveness.

Qualifications

Required:

• Bachelor's degree in Business, Engineering, or a related field required.
• Master's degree (MBA or equivalent) preferred.
• Minimum of 10 years of experience in growth leadership, with at least 15 years of experience selling directly to the Federal Government.
• Demonstrated experience with the U.S. Department of Defense, particularly Army and COCOM customers
• Active TS clearance or eligibility to obtain one
• Proven track record of success in the Federal sales environment, including experience with government procurement processes and contracting regulations.
• Experience managing complex, multi-million-dollar sales cycles with government clients.
• Strong network and established relationships within the client sets, including knowledge of key stakeholders, agencies, and program offices.

Skills & Abilities:

• In-depth knowledge of the Federal Government's procurement processes, including RFPs, FAR, and DFARS
• Maintain situational awareness of acquisition pathways (e.g., OTAs, BAAs, BPAs, SBIR/STTR, IDIQ) and upcoming solicitations
• Strong leadership abilities, with experience managing and developing high-performing growth teams.
• Exceptional communication and interpersonal skills, with the ability to build relationships with senior government officials and key industry players.
• Ability to think strategically while managing day-to-day operations and driving results.
• High degree of professionalism, integrity, and business ethics.
• Strong negotiation, closing, and deal-making skills in a government contracting environment.

About Tyto Athene

Compensation:

• Compensation is unique to each candidate and relative to the skills and experience they bring to the position. Tyto offers a competitive compensation package, including base salary and performance-based incentives. Compensation is based upon multiple factors such as education, experience, certifications, and other requirements.

Benefits:

• Highlights of our benefits include Health/Dental/Vision, 401(k) match, Paid Time Off, STD/LTD/Life Insurance, Referral Bonuses, professional development reimbursement, and parental leave.

Tyto Athene is a trusted leader in IT services and solutions, delivering mission-focused digital transformation that drives measurable success. Our expertise spans four core technology domains-Network Modernization, Hybrid Cloud, Cybersecurity, and Enterprise IT-empowering our clients with cutting-edge solutions tailored to their evolving needs. With over 50 years of experience, Tyto Athene proudly support Defense, Intelligence, Space, National Security, Civilian, Health, and Public Safety clients across the United States and worldwide.

At Tyto Athene, we believe that success starts with our people. We foster a collaborative, innovative, and mission-driven environment where every team member plays a critical role in shaping the future of technology. Are you ready to join #TeamTyto?

Tyto Athene, LLC is an Equal Opportunity Employer; all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, [sexual orientation, gender identity,] national origin, disability, status as a protected veteran, or any characteristic protected by applicable law.