Note: The job is a remote job and is open to candidates in USA. CAI is a global services firm with over 9,000 associates worldwide, seeking a Business Development Manager - Public Sector to drive growth strategies within the Texas market. The role focuses on identifying and pursuing new business opportunities, managing a sales pipeline, and collaborating with internal teams to support proposal development.
Responsibilities
- Monitor industry trends, market conditions, and public sector buying trends across Texas and priority national accounts
- Maintain current competitor profiles across core Public Sector practice areas
- Review potential clients and market segments, including select Commercial opportunities, to identify areas for CAI to acquire new business
- Coordinate FOIA requests and analyze responses to sharpen pursuit planning, as needed
- Identify, research, and qualify prospective clients within target markets to build a robust sales pipeline
- Develop and execute a strategic outbound business development plan, including account mapping and stakeholder engagement, across Texas and priority national accounts
- Maintain meticulous tracking and management of all business development activity and pipeline progression within the CRM platform
- Leverage existing contract vehicles and cooperative purchasing agreements (e.g., NASPO, Sourcewell, DIR) to expand into new agencies and accounts
- Collaborate with CAI's Marketing team on integrated marketing plans, campaigns, and thought leadership content that support lead generation and brand awareness
- Attend conferences and industry events to build relationships with potential clients and partners, and to refine messaging for the vertical
- Contribute to capability materials, one-pagers, and success stories used in the market
- Build and maintain relationships with agency and commercial stakeholders, including procurement and IT leadership
- Act as a liaison between public sector and commercial clients and CAI's technical delivery teams, ensuring CAI remains a trusted, preferred partner
- Support capture planning ahead of expected solicitations, including understanding client priorities and shaping CAI's positioning
- Partner with CAI's Proposal Development team to develop solution strategy for RFx and SOW responses
- Conduct reviews of competitor RFx responses, analyzing strengths and weaknesses relative to CAI's offerings
- Support pricing strategy development and provide ongoing support through negotiation and award
- Coordinate with Vertical Executives and Service Delivery leaders to develop SOWs
Skills
- Ideal candidate must be located in or near Austin, TX area
- 5-7+ years of progressive experience in business development, sales, or capture management, with a strong focus on public sector contracts; experience supporting Commercial pursuits a plus
- Experience in the staffing and service delivery space, including familiarity with Managed Services Program (MSP) delivery and similar service offerings
- Working knowledge of Texas state/local government procurement, along with general SLED procurement including cooperative contracting (e.g., NASPO, Sourcewell, DIR) and RFx cycles
- Proven track record of meeting or exceeding sales targets and winning new business
- Excellent communication and interpersonal skills, both verbal and written
- Strong strategic, analytical, and problem-solving skills
- Ability to work independently and as part of a team
- Proficiency in Microsoft Office Suite and Salesforce or similar CRM software
- Experience with GovWin, GovSpend, and/or other government procurement intelligence tools
- Bachelor's degree in Business, Marketing, or a related field
- Existing network of relationships across Texas state/local agencies and/or commercial accounts
- Experience selling and/or delivering business and IT consulting services (application development, managed services, PMO, modernization, or similar)
- Experience developing strategic pricing models and delivering fixed-price solutions
- Exposure to both public sector and commercial sales cycles
- Experience using AI-powered productivity tools such as Microsoft Copilot, ChatGPT, Claude, or similar platforms to enhance efficiency, streamline workflows, and support data-driven decision making
Benefits
- Benefit packages include medical, dental, and vision insurance
- 401k retirement account access
- Employees in this role receive paid time off
- May also be entitled to paid sick leave and/or other paid time off as provided by applicable law
Company Overview