Business Development Manager

Sales & Capture Bethesda, Maryland


Position Title:

Business Development Manager


Bethesda, MD


Full-Time- Regular

FLSA Category:



We are actively seeking experienced and highly motivated Business Development Professionals who will be responsible for identifying and qualifying Tribalco integrated services and solutions both classified and unclassified communities for our customer base.  The position is based in various locations within the US.


Essential Responsibilities:

Revenue Generation:

  • Prospect to identify and qualify new opportunities / customers and lead efforts to develop account revenues and relationships.
  • Promote search within new and/or existing accounts to identify opportunities for new and/or incremental business.
  • Build successful and profitable teaming relationships with key partners and suppliers.
  • Respond to requests for information, assist in proposals for Tribalco’s services.  Duties include but are not limited to consummating non-disclosure statements, proposing teaming partners, securing price to win, and assisting as required with writing proposal responses, giving oral presentations, etc.
  • Prospect must identify and qualify $400M per year and maintain a fluid yet, dynamic pipeline of new opportunities.
  • Establish procuring cause for $25M - $30M in net new business.


Account Management and Business Development:

  • Generate a “go-to-market” strategy which dovetails to Tribalco’s strategy to Win and Execute.
  • Create a sales plan and projections, including territory management and key areas of opportunity for new business.
  • Build a network of key contacts and relationships within accounts to secure customer loyalty and gain early insights into potential business opportunities.
  • Use every customer interaction as a potential opportunity to develop more business within the account through incisive and effective questioning.
  • Coordinate development efforts with other BDMs and AMs to maximize growth potential while helping to minimize travel budget.
  • Develop and execute strategies for lead generation, sales, pricing and all other matters related to revenue generation.
  • Query and monitor multiple project lead databases and prequalify potential business opportunities.
  • Personally, pursue and close key sales opportunities and managing the sales process
  • Provide market feedback to leadership regarding competitive offerings, prospect needs and generate product development ideas
  • Ensure sales offerings are closely coordinated and in alignment with internal product offerings.
  • Understand the customer’s requirements.
  • Set and manage customer expectations.
  • Telephoning prospective customers to identify decision makers and purchase decision drivers.
  • Track leads within the organization and determine success ratio.
  • Work cooperatively across departments with Contracts, Finance, Operations and Marketing.
  • Provide guidance for technical responses to RFI/RFP/RFQ’s.


Program & Project Management:

  • As the primary customer interface, work with Ops team to present unified team.
  • Support Ops team as needed to ensure accurate translation of presales efforts during delivery.
  • Adhere to Tribalco’s Project Management Lifecycle methodology, which is based upon CMMI.
  • Personal & Professional Development
  • Keep up to date with technical and solutions information within the industry to provide the best solutions for customers.
  • Seek feedback from a variety of sources to improve performance and develop capability.
  • Continuously evolve personal and professional capability in line with business needs.


Specific Skills:

  • Significant Federal sales experience.
  • Sales experience with IT solutions or other technical offerings.
  • Experience with selling against SEWP and GSA ALLIANT.
  • Understanding of Project Delivery Lifecycle.
  • Written & verbal communication skills.
  • Negotiating skills.
  • Ability to use Microsoft Office and contact management tools.


Minimum Qualifications:

  • Successful candidates will have seven plus (7+) years’ experience in selling technology solutions/products to the federal government demonstrating increasing levels of responsibility.


Other Requirements:

  • Ability to travel.


Education and Certifications:

  • Bachelor’s degree is required.
  • Military experience is a plus.


Security Clearance:

  • Must have an active Secret clearance, Top Secret highly desired.



  • Compensation is competitive and is commensurate with experience.
  • All qualified applicants will receive consideration for employment without regard to race, color, religion, sex or national origin.
  • Tribalco is an equal opportunity employer.


About Our Company:

Tribalco is a global systems integrator providing mission-critical information technology, telecommunications, and soldier survival solutions to government and commercial customers worldwide. For over 15 years, Tribalco has been providing defense, civilian government, and international customers with advanced engineering, installation, and O&M solutions in the world's most challenging and secure environments.


Founded in 2004, Tribalco is a CMMI® for Services Maturity Level 3 appraised and ISO 9001:2015 certified enterprise. As a named NSA Commercial Solutions for Classified Trusted Integrator, Tribalco develops, integrates, and deploys multi-layered NSA-compliant COTS-based solutions that enable customers to securely create, share, and protect their classified data. With headquarters in Maryland, regional offices in Florida, California, South Korea, and Germany and supporting satellite locations in Hawaii, Japan, Marshall Islands, Afghanistan, and Kuwait, Tribalco competes internationally and performs with agility across the globe in dozens of countries. For additional information, please visit