Summary
The Director, SLED (State, Local, and Education) Business Development leads Ahtna, Inc.’s enterprise-wide growth across the state, local, and education (SLED) market. The Director identifies, develops, and captures strategic opportunities with state governments, counties, municipalities, educational institutions, public authorities, public utilities, transportation agencies, and quasi-governmental organizations throughout the United States.
This is a newly created strategic growth role supporting Ahtna’s long-term diversification beyond traditional federal contracting, leveraging Ahtna’s capabilities across construction, environmental services, engineering, facilities management, technology, cybersecurity, utility services, operations and maintenance, transportation, and professional services.
The Director develops and executes a comprehensive SLED market strategy, establishes and maintains senior-level customer relationships, builds strategic teaming and industry partnerships, and collaborates closely with Ahtna operating companies to develop differentiated solutions and generate sustainable, profitable revenue growth. The Director works in coordination with other Growth & Capture and business development leaders to ensure market activities, pursuits, and investments are aligned with enterprise growth priorities. During the first year, the Director is expected to establish a qualified, actionable pipeline and build the foundational customer and partner relationships that anchor sustained growth.
Priority (Year 1) target markets are aligned to Ahtna’s office footprint and highest opportunity: Alaska, Texas, Alabama, Florida, and the National Capital Region (Washington, D.C., Maryland, Virginia). Secondary and expansion markets are prioritized in the annual market plan.
The salary range for this position is $166,210-211,918 per year.
This position comes with a competitive and comprehensive benefits package, including medical, dental, and vision insurance, life insurance, a 401(k) plan with a 3% match, paid time off (PTO), and company-paid holidays.
This position will be posted for 5 days or until filled.
Essential Duties and Responsibilities (including but not limited to)
Strategic Market Development
- Develop and execute Ahtna’s enterprise strategy for state, local, and education (SLED) markets.
- Identify emerging funding opportunities, infrastructure initiatives, resiliency programs, transportation investments, environmental projects, and technology modernization efforts.
- Develop annual market plans with measurable pipeline, capture, and revenue objectives.
- Expand Ahtna’s geographic presence into targeted state and regional markets and evaluate new market sectors for strategic investment.
Business Development
- Develop qualified opportunity pipelines across targeted SLED and other non-federal public sector markets.
- Build executive-level relationships with governors’ offices, state procurement agencies, departments of transportation, environmental agencies, public utilities, water and airport authorities, transit agencies, counties, municipal governments, school districts, higher education institutions, and public housing authorities.
- Pursue and maintain applicable state and local diversity certifications (e.g., MBE/DBE and state small-business programs) and position Ahtna on cooperative and statewide contract vehicles.
- Lead customer engagement from opportunity identification through award, and represent Ahtna at conferences, trade associations, and procurement events.
Capture Leadership
- Lead capture efforts for strategic opportunities; coordinate cross-functional capture teams and develop win strategies.
- Conduct competitive intelligence, establish teaming strategies, and lead customer call planning.
- Support pricing and proposal strategy, participate in color team reviews, and drive higher win rates.
Partnership Development
- Develop strategic partnerships with engineering, architecture, design, construction management, technology, and program management firms, utility partners, regional contractors, and minority-owned and small businesses.
- Identify acquisitions, joint ventures, mentor-protégé relationships, and strategic alliances that enhance Ahtna’s competitive position.
Internal Collaboration
- Partner with operating company presidents, the Senior Vice President of Growth & Capture, and the proposal, pricing, marketing, strategy, finance, legal, contracts, and operations organizations.
- Coordinate enterprise-wide customer engagement and opportunity pursuit activities.
Market Intelligence
- Monitor funding, state capital budgets, municipal bond initiatives, transportation and water/wastewater investments, energy transition and utility modernization, disaster recovery and resiliency funding, public safety, technology and cybersecurity funding, education funding, and broadband initiatives.
- Provide regular market intelligence reports to executive leadership.
Compliance & Ethical Engagement
- Ensure all engagement with public officials complies with applicable state and local lobbying registration, procurement ethics, gift, pay-to-play, and campaign-contribution requirements, in coordination with Legal.
- Maintain disciplined records of customer engagement and uphold Ahtna’s ethics and compliance standards.
Supervisory Responsibilities
Provides leadership, direction, and oversight for assigned business development, capture, and growth activities supporting the State, Local, and Education (SLED) market sector. May provide direct or indirect supervision of business development, capture, proposal, or support personnel as assigned. Assists with establishing priorities, assigning work, monitoring performance, coaching team members, and supporting professional development activities. Coordinates cross-functional teams and resources in support of strategic growth initiatives and pursuit activities. Additional supervisory responsibilities may be assigned as organizational needs evolve.
Qualifications
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.
Minimum Qualifications
- Bachelor’s degree in Business Administration, Marketing, Public Administrations, Political Science, Engineering, Construction management, Environmental Science, Information Technology, or related field.
- Experience may be substituted for education on a 1:1 basis.
- Ten (10) years of progressive public sector business development experience.
- Demonstrated success selling to state and local governments, educational institutions, public authorities, or similar public sector customers and winning large competitive procurements.
- Experience managing multimillion-dollar opportunity pipelines.
- Strong understanding of public procurement regulations.
- Working knowledge of state and local lobbying and procurement-ethics requirements.
- Existing senior-level relationships within state, local, education, or related public sector markets.
- Excellent executive communication and presentation skills.
- Ability to travel approximately 40–60%.
Preferred Qualifications
- Master’s degree in Business Administration (MBA), Public Administration (MPA), Public Policy, Engineering Management, Construction Management, or related field.
- Experience with engineering and construction services, environmental services, transportation infrastructure, and utility services.
- Experience with federal and state funding programs and public-private partnerships (P3).
- Experience with alternative delivery methods (CM/GC, Design-Build, Progressive Design-Build, Construction Management at Risk, and Job Order Contracting).
- Experience developing growth strategies across multiple geographic markets.
- Experience leading pursuits exceeding $10M in annual contract value.
- Experience with CRM and pipeline management systems.
- Demonstrated success establishing new markets, business lines, or customer relationships from inception to revenue generation.
- State-level diversity certifications (MBE/DBE) and small-business programs.
- Cooperative purchasing vehicles, IDIQ contracts, and statewide contract vehicles.
- Experience within Alaska Native Corporations or similar organizations.
- Knowledge and experience with Alaska Native cultures.
Shareholder Preference
Pursuant to applicable law, preference will be given to qualified Ahtna Native Corporation Shareholders, Descendants, and Spouses in all phases of employment.
Core Competencies
- Strategic Thinking & Business Judgment – Sets enterprise market strategy and makes disciplined investment decisions
- Executive Presence & Political Acumen – Builds credibility with elected officials and senior public sector leaders
- Relationship Building – Establishes and sustains trusted executive-level customer and partner relationships
- Capture Discipline – Drives disciplined qualification, win strategy, and higher win rates
- Entrepreneurial Drive – Builds new markets and revenue with an ownership mindset
- Collaborative Leadership – Builds partnerships across operating companies, corporate functions, customers, and industry partners to achieve enterprise growth objectives.
- Financial Literacy – Understands pricing, margin, and return on business development investment
- Integrity & Accountability – Champions ethical business development and owns results
Physical Demands
Frequent sitting for extended periods, use of hands/fingers for computer operation, talking, hearing, and seeing. Occasional standing, walking, and light lifting up to 25 pounds.
Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.
Working Environment
Work is performed in an office environment with regular use of computers and communication tools. Periodic travel may be required for client meetings, conferences, and industry events.
Work Schedule: 40 hours per week or as operational/business needs dictate
Bachelor’s degree or equivalent experience, 10 years of progressive public-sector business development experience, success winning large procurements, pipeline management, procurement knowledge, executive communication, and willingness to travel 40–60%.
Key Responsibilities
- developing strategy
- building relationships
- leading pursuits
Skills & Tools
CRM
Job Details
- Category: Business Development
- Seniority: Senior Level
- Commitment: Full Time
- Workplace: Remote — United States or Alaska or Texas or Alabama or Florida or Washington or Maryland or Virginia
- Salary: USD 166,210 – 211,918 / year
- Languages: English
Benefits
- 401k matching
- Generous paid time off
- Retirement plan
About Ahtna Native Corporation
A diversified Native corporation providing construction, environmental, engineering, technology, infrastructure, and professional services. — Industry: Consulting Services