Business Development Manager – Department of War (DoW) Portfolio

REI Systems’ mission is to deliver reliable, innovative technology solutions that advance federal missions and exceed expectations. For 35+ years, REI has supported government organizations with technology that transforms operations and improves outcomes for millions of citizens, warfighters, and analysts.

We take a Mindful Modernization® approach in delivering our services—including application modernization, cyber readiness, case management, logistics systems, data engineering, AI/ML solutions, and digital transformation programs. This approach ensures measurable mission impact by aligning people, processes, and technology to DoW's operational environment and readiness objectives.

REI is rapidly expanding its use of Artificial Intelligence and Machine Learning to help federal agencies—including DoW—enhance mission speed, improve situational awareness, modernize legacy systems, strengthen cybersecurity, and deliver real-time insights at enterprise scale. We expect our growth leaders to understand how AI enables new mission capabilities, shapes capture strategies, and differentiates REI in highly competitive DoW markets.

Employees voted REI Systems a Washington Post Top Workplace in 2015, 2016, 2018, 2020, 2021, 2022, 2023, 2024, and 2025.

The 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.  The BDD partners closely with Capture Managers, Solution Architects, Pricing, Recruiting, Delivery, and Executive Leadership to ensure REI is competitively positioned to win and deliver.

Key Responsibilities:

Pipeline & Opportunity Development

• Drive proactive identification and qualification of high-value DoW opportunities.
• Build and maintain a healthy DoW pipeline aligned with corporate growth priorities and target portfolios.
• Use DoW market intelligence (FPDS, program roadmaps, tech priorities) to identify upcoming bids and influence early-stage alignment.

Market & Account Strategy

• Lead account planning for priority DoW components (Air Force, Army, Navy/USMC, DISA, DHA, COCOMs).
• Understand each organization’s mission drivers, operational challenges, acquisition strategies, and technology initiatives.
• Tailor REI’s 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, capability briefings, and solutioning workshops.
• Position REI as a trusted digital modernization and AI-focused partner.

Go/No-Go Governance

• Lead qualification for major DoW pursuits.
• Evaluate mission fit, competitive landscape, security requirements, resources, win themes, risks, and pricing parameters.
• Bring rigor and structure to capture milestone reviews and solution development.

Cross-Functional Collaboration

• Work closely with Capture Managers, Solutioning/Delivery leads, Pricing, Recruiting, and Executive Leadership.
• Ensure solutions address DoW mission requirements, technical needs, and delivery feasibility.
• Partner with Recruiting to build cleared and partially cleared pipelines aligned to pursuits.

Teaming & Alliance Management

• Build and maintain relationships with primes, subs, integrators, FFRDCs, and niche DoW technology firms.
• Help identify both large-system integrator partners and agile innovation partners.
• Negotiate teaming agreements that strengthen technical differentiation and customer access.

Forecasting & Reporting

• Maintain historical and forward-looking forecasting in REI’s CRM.
• Provide regular pipeline health updates, gate reviews, and strategic assessments to senior leadership.

Representation & Branding

• Represent REI at DoW conferences, industry days, AFCEA events, and component-level forums.
• Elevate REI’s visibility within DoW leadership, program offices, and acquisition communities.

Innovation & Solution Enablement

• Stay ahead of emerging technologies that drive DoW priorities: cyber resilience, zero trust, AI/ML, M&S, cloud/edge, data fabrics, DevSecOps, RPA, and mission analytics.
• Tie these technologies to customer-specific mission needs and modernization pathways.

AI-Focused Responsibilities

• Leverage AI-powered market intelligence to identify DoW mission trends, competitor shifts, S&T priorities, and pre-RFP indicators.
• Use AI-enabled tools for rapid opportunity assessments, customer analysis, risk reviews, and competitive insights.
• Apply AI to generate high-quality growth artifacts including call plans, value propositions, discriminator maps, storyboard drafts, and pursuit strategies.
• Integrate AI outputs into capture and solution strategies while enforcing accuracy, traceability, and compliance.
• Champion AI adoption across the BD and capture organization by modeling best practices and identifying new DoW-specific AI use cases.

Basic Qualifications:

• Bachelor’s degree required (Business, IT, Computer Science, Engineering, or related field).

• 5–8+ years of business development, capture, or sales experience within DoD/DoW or Federal Defense markets.

• Demonstrated success supporting or leading the identification, shaping, and pursuit of mid- to large-scale opportunities (>$25M preferred).

• Working knowledge of DoD/DoW acquisition processes (FAR/DFARS), procurement lifecycles, and agency buying patterns.

• Experience building and maintaining customer relationships across DoD components (e.g., Army, Air Force, Navy, 4th Estate).

• Proven ability to collaborate with cross-functional teams including capture, proposals, solution architects, program managers, and executives.

• Strong written and verbal communication skills, including customer engagement, briefings, and teaming discussions.

• Ability to manage multiple pursuits in a fast-paced, high-growth, competitive environment.

Professional & Leadership Attributes – Business Development Manager

• Self-driven, organized, and proactive with strong follow-through.

• Comfortable working in a mission-focused, collaborative environment.

• Professional communication style with confidence in customer-facing interactions.

• Strategic mindset with the ability to recognize customer needs, market trends, and competitor activity.

• Strong integrity, accountability, and commitment to high-quality work.

• Hands-on team player who can support capture efforts, drive pipeline activities, and coordinate internally to move opportunities forward.

Education

• Bachelor’s Degree in Business, Information Technology, Computer Science, Engineering, or a related technical field.

Clearance

• Ability to obtain and maintain a DoW clearance strongly preferred; existing clearance highly desirable.

Location

• Hybrid – 1 to 2 days per week at REI Systems’ Sterling, VA office.

EEO Statement

• REI Systems is an Equal Opportunity Employer. We seek, welcome, and respect diversity in all of its forms.

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