Business Development Analyst

Business Development Reston, Virginia Job ID: 2017-11675


Business Development Analyst

As an STG Business Development Analyst you are part of an integrated business capture team to generate leads, prospects, and transform them to competitive bid opportunities. Your focus will be to identify new federal customers and opportunities that align well with STG’s core capabilities/solution offerings and shepherd them through a standardized bid process as well as draft and final input to technical, management, past performance, or personnel sections of proposal volumes, up to and including functioning in proposal efforts. You will work closely with and across delivery organizations, contracts specialists, proposal teams, and senior managers to identify opportunities, craft winning capture strategies, and contribute/direct the preparation, presentation, and follow-up of proposals. Local travel is expected.


This is a junior-career experience level opportunity.


In this role, you will:

  • Monitor and identify emerging sales opportunities through paid subscriptions and federal databases such as GovWin, FedBiz Opps, etc.
  • Prospect, cold call, and develop new business relationships/customer accounts.
  • Maintain a pipeline of leads, qualified, and bid target opportunities through monthly appointment activity and sales calls.
  • Hold step reviews (readiness reviews) to Capture, Proposal, Operations, Contracts and Executive personnel.
  • Educate customers on STG’s capabilities, solutions, and contract vehicles.
  • Represent STG’s at customer-facing events, tradeshows, and industry events.
  • Maintain strong relationships with existing and potential teaming partners.
  • Utilize various research techniques to gather information in support of capture activities to include contract scope, spending profile, key personnel, potential teammates, and competitors.
  • Keep updated on new IT product, solutions and industry knowledge.
  • Maintain a stellar relationship with customers and industry partners as well as internal team including BD, Capture, Proposal, Operations, Contracts and Recruiting personnel.
  • Participate in proposal activities to ensure customer intelligence is incorporated in the proposal.
  • translating RFP requirements into initial outlines and compliance matrices and
  • providing input to rudimentary solutions, developing initial drafts, and driving final deliverables.
  • Additional activities include review and editing of proposal sections and volumes, understanding and meeting the proposal schedule, working with other proposal and review team members, preparing documentation for formal reviews, and responding to direction from the Capture Manager.



  • A Bachelor’s degree and basic understanding of IT is required.
  • 0-2 years of Federal IT market intelligence research or sales experience
  • Understanding of the Federal procurement process is required.
  • Knowledge of the proposal preparation process, including the ability to understand and analyze the details of an RFP/RFQ is preferred
  • Proficiency in MS Office tools – Outlook, Word, Excel, PowerPoint
  • Must have experience utilizing tools such as GovWin IQ, INPUT, or similar, and federal public. databases such as Central Contractor Registry (CCR), System for Award Management (SAM) and
  • Experience utilizing Customer Relationship Management (CRM) tools such as Deltek CRM is highly desired
  • Characteristics necessary for success include: analytical, presentation, reasoning and problem-solving skills; the ability to gain internal support; to operate independently with minimal supervision or minimal feedback; and the ability to establish a solid working relationship with supported staff, managers and peers.
  • High level of commitment to exceptional customer service & relationship building
  • Strong written and verbal communication skills
  • Strong problem solving, organizational and interpersonal skills
  • Ability to work both individually and in a team environment
  • Self-motivated with the ability to work in a fast paced environment
  • Must be comfortable with cold calls
  • The candidate must be highly organized and have outstanding writing and editing skills. The candidate must have the ability to work to and meet deadlines, excellent verbal and written communication skills, and the ability to communicate to all levels of the organization and work as part of a team.
  • The candidate must have the ability to work collaboratively with technical staff to produce quality documents for delivery to a variety of clients, and coordinate and communicate effective internal review procedures for ensuring high quality deliverables to each client.