Business Development Manager - Federal Civilian

Location US-DC | US-DC-Washington
Posted Date 3 days ago(2/19/2018 5:19 PM)
Job ID
# Positions
Sales - Account Executive

About NFF

Incorporated in 1996, NFF is the only Cisco Gold Partner headquartered in the District of Columbia with Advanced Specializations in all major IT disciplines. In addition to Cisco, NFF holds key strategic partnerships with VMware, NetApp, Microsoft, Riverbed, and many System Integrators. NFF is an ISO 9001:2008 certified company. NFF has been ranked in Inc. Magazine's 500/5000 Fastest Growing Companies list since 2007. From Presidential Inauguration Network Design to an Enterprise Architecture Design for 85 Agencies and 45,000 Users, a Nationwide IP based Video Tele-Conferencing Implementation, or an Emergency Network Infrastructure Management Design, NFF is building what’s next.


We provide a competitive salary and benefits package including health insurance (medical, prescription, dental, and vision), life and disability insurance, PTO, paid holidays, 401(k) match, Flexible Spending Accounts, Commuter benefits, and educational assistance.

About this Position / Responsibilities


The Federal Civilian Business Development Manager will be responsible for developing, accelerating, up-selling and closing business with new and existing U.S. Federal customers of NFF. The focus will be solely in the Federal Civilian IT market. The selected individual will maintain the highest level of knowledge about NFF's solutions and capabilities while being responsible for the successful execution of the sales plan.



  • The Federal Civilian Business Development Manager is responsible for the end-to-end management of sales opportunities to include bid and win, pricing, teaming, and proposal strategies.
  • Serve as Capture Manager for all NFF tracked opportunities in the Federal Civilian IT market.
  • Builds strong professional relationship with key IT and Line of business executives at Civilian Agencies (e.g., GSA, OPM, DoT, NASA, DoEd, USDA, Census, HHS, DoL, USPTO, etc.) that ensures that the Federal Civilian Business Development Manager has detailed information with the client in order to be conversant in their opportunities, terminology, policies, organizational structure and strategic initiatives.
  • Works with the Solutions Team to assist in the design of the technical solutions, as well as to identify customer-wide IT and mission parameters and constraints that impact a potential solution. Be a “thought leader” for the group.
  • Drive relationships with NFF  internal counterparts as well as external Channel and Alliance partnerships to identify opportunities, develop strategy and execute successful programs across Federal Civilian community.
  • Interact and lead discussions with Federal Executives, Systems Integrators, partners and other internal/external stakeholders to establish and execute project/customer requirements, address current program issues, and develop long-term strategies

  • Develop a pipeline of activity that focuses on short, medium, and long-term revenue opportunities within the assigned accounts that result in quarterly measured revenue generation and balances that with long term Program wins
  • Set the sales strategy that drives demand and revenue generation and is responsible for developing and executing the business plan that includes a team of resources
  • Must be able to effectively find, assess, and prioritize existing and future opportunities in conjunction with the customer, NFF teammates, and the Channel Partner ecosystem
  • Engage with strategic alliance partners to drive mutually beneficial revenue opportunities
  • Propose, coordinate and participate in marketing activities to enterprise named accounts
  • Effectively executes territory plan, account plans and opportunity plans to maximize revenue
  • Must be available to travel as needed within the assigned territory
  • Performs other duties as assigned
  • Report in writing and orally to customer management, contract program manager, and NFF senior management.




  • Proven track record of being a clear communicator and being comfortable in front of large groups as well as executive/C-Level customers
  • Minimum of five (5) or more years of Federal Civilian IT sales experience; direct and channel sales experience preferred
  • Proven track record of accomplished selling in the Federal Civilian Market. Must have an in-depth understanding of technology trends and issues and their impact in the Enterprise space
  • Proven ability to develop new sales with prospecting, relationship building and executions skills
  • Must have knowledge of solution selling and value-based selling techniques
  • Be a high-energy sales person who is comfortable working in a fast-paced environment where roles and responsibilities change quickly
  • Excellent verbal and written communication skills
  • Ability to work independently with limited direction in a fast-paced environment
  • Ability to adapt to changes in roles and responsibilities
  • Be an aggressive self-starter with the ability to build executive relationships, articulate NFF's solutions and business value, create demand and close deals
  • Bachelor’s Degree required. A combination of education and experience will be considered

NFF Disclosures

We are an Equal Opportunity Employer and do not discriminate on the basis of race, color, religion, sex, age, national origin, disability, veteran status, sexual orientation or any other classification protected by Federal, state, or local law. NFF is subject to certain governmental recordkeeping and reporting requirements for the administration of civil rights laws and regulations and affirmative action. In order to comply with these laws, we invite you to voluntarily self-identify your gender, race and ethnicity. Submission of this information is voluntary and refusal to provide it will not subject you to any adverse treatment. The information will be kept confidential and will only be used in accordance with the provisions of applicable laws, executive orders and regulations, including those that require the information to be summarized and reported to the federal government. When reported, data will not identify any specific individual. This information will not be shared with hiring managers, will be kept separate from your application data and will not affect any employment decisions.


To complete the form and provide us with this information, please visit the careers page of our website and click on the job posting.


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