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Arch · 3 months ago

Account Executive/ BD Manager— DoD (Air Force & Army)

United States

Full-time

Remote

Senior Level

$130K/yr - $160K/yr

6+ years exp

Arch Systems, LLC is seeking a proactive Business Development (BD) Manager focused on the U.S. Air Force and U.S. Army markets. The role involves leveraging existing relationships to expand the company's footprint and manage early-stage opportunity shaping through cross-functional collaboration.

Cloud InfrastructureSoftwareUX Design

Growth Opportunities

Responsibilities

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

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

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

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

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

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

Qualification

Federal BD experienceAir Force relationshipsArmy relationshipsDoD acquisition knowledgeBPA/IDIQ experiencePipeline managementMarket strategy planningCustomer engagementTeam leadershipSoft skills

Required

6–9+ years in Federal BD with ≥6 years specifically in Air Force and/or Army BD, covering both new business and recompetes

Proven wins on AF/Army new business or key recompetes ($5M–$50M TCV+)

Working knowledge of FAR/DFARS, DoD acquisition pathways, OTAs/consortia, and common vehicles (OASIS+, GSA MAS, SEWP, CIO‑SPx)

Relationships across Air Force MAJCOMs/centers (e.g., AFLCMC, AFMC, ACC) and/or Army PEOs/commands (e.g., PEO EIS, PEO C3T, Army Futures Command, NETCOM)

BPAs/IDIQs & OTAs: Demonstrated experience teaming and winning on BPAs/IDIQs (prime or sub) and leveraging OTAs/consortia (e.g., NSTXL, S2MARTS) to accelerate AF/Army pursuits

Day‑1 Pipeline: Bring an immediately activatable, named AF/Army pipeline (with customer POCs, stage, next steps) ready for meetings in week one

Ramp Speed: Demonstrated ability to schedule and lead ≥5 AF/Army customer meetings in the first two weeks and convert at least two pursuits to Capture within 60 days