Associate Business Development Manager – Department of War (DoW) Portfolio

Location: Hybrid (1–2 days per week in Sterling, VA)
Clearance: Ability to obtain and maintain a DoW clearance strongly preferred; existing clearance highly desirable
Employment Type: Full-Time

About Mc3 Partners

Mc3 Partners helps organizations achieve mission success through innovative technology solutions and strategic growth initiatives. We specialize in federal and defense sectors, driving measurable outcomes that align with customer goals.

This role operates in an environment where Artificial Intelligence (AI) and Machine Learning (ML) are embedded into growth strategies—enhancing speed, precision, and competitive positioning in highly dynamic defense markets.

Position Overview

The Associate Business Development Manager – Department of War (DoW) is a growth leader responsible for identifying, cultivating, and advancing strategic customer relationships to generate new business with DoW components (e.g., Air Force, Army, Navy/USMC, DISA, DHA, 4th Estate agencies).

This role combines pipeline development, customer access, early shaping, teaming strategy, and long-term account expansion. Typical pursuits range from $50M–$100M+ across IT modernization, cyber, AI/ML, cloud, and mission-enabling services.

You will partner closely with Capture Managers, Solution Architects, Pricing, Recruiting, Delivery, and Executive Leadership to ensure Mc3 Partners is competitively positioned to win and deliver.

Key Responsibilities

Pipeline & Opportunity Development

• Identify and qualify high-value DoW opportunities proactively.
• Build and maintain a healthy DoW pipeline aligned with growth priorities.
• Use market intelligence (FPDS, program roadmaps, tech priorities) to influence early-stage alignment.

Market & Account Strategy

• Lead account planning for priority DoW components.
• Understand mission drivers, operational challenges, acquisition strategies, and technology initiatives.
• Tailor positioning to DoW-specific needs such as cyber posture, data modernization, logistics, and readiness solutions.

Capture-Ready Positioning

• Engage with DoW stakeholders early to shape acquisition approaches and requirements.
• Drive early Phase 0 capture activities: white papers, RFIs, tech demos, thought leadership engagements, and solutioning workshops.

Go/No-Go Governance

• Lead qualification for major DoW pursuits.
• Evaluate mission fit, competitive landscape, security requirements, win themes, and risks.

Cross-Functional Collaboration

• Work closely with Capture Managers, Solutioning/Delivery leads, Pricing, Recruiting, and Executive Leadership.
• Ensure solutions address DoW mission requirements and technical needs.

Teaming & Alliance Management

• Build relationships with primes, subs, integrators, and niche DoW technology firms.
• Negotiate teaming agreements that strengthen technical differentiation and customer access.

Forecasting & Reporting

• Maintain historical and forward-looking forecasting in CRM.
• Provide regular pipeline health updates and strategic assessments to leadership.

Representation & Branding

• Represent Mc3 Partners at DoW conferences, industry days, AFCEA events, and component-level forums.

Innovation & Solution Enablement

• Stay ahead of emerging technologies driving DoW priorities: cyber resilience, zero trust, AI/ML, cloud/edge, DevSecOps, RPA, and mission analytics.

AI-Focused Responsibilities

• Leverage AI-powered market intelligence to identify mission trends and competitor shifts.
• Use AI-enabled tools for rapid opportunity assessments and competitive insights.
• Apply AI to generate growth artifacts (call plans, value propositions, discriminator maps, pursuit strategies).
• Champion AI adoption across BD and capture teams by modeling best practices and identifying new DoW-specific use cases.

Qualifications

Basic Qualifications

• Bachelor’s degree (Business, IT, Computer Science, Engineering, or related field).
• 2–4+ years of experience in business development, capture support, or federal contracting, preferably within DoD/Defense markets.
• Exposure to identifying and qualifying opportunities; experience supporting pursuits or proposals.
• Basic understanding of DoD acquisition processes, FAR/DFARS, and procurement lifecycles (or willingness to learn quickly).
• Strong written and verbal communication skills; ability to manage tasks and deadlines across multiple pursuits.

Professional Attributes

• Self-motivated, organized, and eager to learn BD and capture best practices.
• Confident communicator in customer- and partner-facing settings.
• Strategic thinker with curiosity and integrity.
• Team-oriented and thrives in a collaborative, mission-driven culture.

Additional Details

• Clearance: Ability to obtain and maintain a DoW clearance strongly preferred; existing clearance highly desirable.
• Location: Hybrid – 1 to 2 days per week in Sterling, VA.
• EEO Statement: Mc3 Partners is an Equal Opportunity Employer. We welcome and respect diversity in all forms.