Note: The job is a remote job and is open to candidates in USA. Vertosoft is a small business focused on accelerating the adoption of technology in government by simplifying public sector access to innovative solutions. The Corporate Business Development Director will lead supplier recruitment, strategic corporate partnerships, and Federal and SLED contract vehicle capture, while coordinating cross-functional teams from opportunity development through launch and measurable business results.
Responsibilities
- Develop and execute Vertosoft's supplier recruitment strategy based on company growth priorities, portfolio gaps, public sector demand, and contract vehicle coverage
- Build and maintain a qualified pipeline of emerging and established technology companies that would benefit from Vertosoft's Federal and SLED distribution capabilities
- Research target suppliers, market categories, competitive distribution relationships, public sector readiness, channel strategy, and revenue potential
- Lead executive outreach, discovery meetings, capability presentations, and follow-up through supplier selection and agreement execution
- Create supplier business cases that define strategic fit, market opportunity, expected investment, contract access, revenue potential, and launch requirements
- Coordinate commercial and operational diligence and support negotiation of distribution agreements, go-to-market commitments, reporting expectations, and performance measures
- Manage a disciplined handoff from signed agreement to supplier onboarding, launch, sales enablement, and accountable revenue ownership
- Develop Vertosoft's corporate partnership strategy based on growth priorities, capability gaps, market access, and customer needs
- Identify and recruit strategic partners, including systems integrators, prime contractors, resellers, fulfillment providers, service organizations, and industry associations
- Evaluate potential partnerships based on strategic fit, complementary capabilities, market reach, revenue potential, required investment, and execution risk
- Develop partnership business cases and structures that define each organization's value proposition, responsibilities, investment, performance expectations, and anticipated outcomes
- Lead executive discussions and support negotiation of teaming agreements, referral arrangements, memoranda of understanding, joint go-to-market plans, and other strategic agreements
- Establish operating plans for priority partnerships, including account mapping, joint pursuits, marketing activities, pipeline development, governance, and performance reviews
- Measure partner activation, partner-sourced pipeline, revenue contribution, market access, and other strategic benefits
- Establish and lead a disciplined capture process for strategic Federal and SLED contract vehicles, including GWACs, IDIQs, BPAs, statewide contracts, cooperative purchasing contracts, on-ramps, and major recompetes
- Maintain a prioritized capture pipeline based on strategic fit, addressable market, eligibility, resource requirements, competitive position, and probability of win
- Analyze Vertosoft's contract portfolio to identify coverage gaps, expansion opportunities, eligibility requirements, and competitive risks
- Lead capture from early market intelligence and RFI engagement through bid and no-bid approval, capture planning, proposal development, executive review, and submission
- Assess solicitation scope, evaluation criteria, past performance requirements, certifications, teaming needs, pricing considerations, compliance obligations, and post-award requirements
- Coordinate competitive analysis, procurement engagement, teaming strategy, win themes, proposal schedules, compliance planning, and executive gate reviews
- Partner with Contracts, Finance, Sales, Operations, Marketing, Legal, and proposal resources to produce compliant and competitive submissions
- Coordinate the transition from award to contract implementation, supplier onboarding, sales enablement, and utilization planning, and lead post-submission and post-award reviews
- Translate Vertosoft's strategic growth priorities into measurable supplier recruitment, partnership development, and contract vehicle capture plans
- Monitor competitor activity, supplier and distributor moves, procurement trends, emerging technologies, and partnership opportunities that could affect company growth
- Prepare concise executive updates on pipeline health, decisions required, risks, resource needs, forecasted outcomes, and results
- Represent Vertosoft at supplier and partner meetings, industry conferences, and public sector forums
- Create repeatable processes and guide cross-functional participants in supplier recruitment, partnership development, capture, and proposal execution
- Perform other duties as assigned
Skills
- Bachelor's degree in Business, Marketing, Public Administration, Communications, or a related field, or an equivalent combination of education and experience
- Eight or more years of progressive experience in business development, corporate development, capture management, channel development, strategic partnerships, or related growth functions
- Demonstrated success in the U.S. public sector technology market, including experience with Federal and SLED customers, acquisition pathways, channel partners, and technology suppliers
- Experience developing and managing strategic alliances, channel partnerships, teaming relationships, or comparable corporate partnerships
- Experience building executive relationships and developing a pipeline of technology suppliers, strategic partners, or comparable corporate prospects
- Demonstrated experience capturing Federal or SLED contract vehicles, cooperative purchasing contracts, or other large public sector solicitations
- Experience leading bid and no-bid decisions, capture plans, executive gate reviews, competitive assessments, teaming strategies, and proposal development
- Strong business judgment and the ability to evaluate strategic fit, commercial potential, contract economics, competitive position, compliance obligations, risk, and resource requirements
- Excellent written, verbal, negotiation, facilitation, and executive presentation skills
- Strong project and pipeline management skills, with the ability to manage multiple priorities and maintain consistent follow-through
- Ability to handle confidential information with discretion and operate effectively with limited supervision
- Experience with a public sector technology distributor, value-added reseller, systems integrator, software company, or government contractor
- Working knowledge of Federal and SLED contract vehicles, cooperative purchasing contracts, GWACs, BPAs, IDIQs, schedules, and competitive solicitations
- Experience with structured capture methods, competitive assessments, teaming, proposal color reviews, compliance matrices, and probability-of-win analysis
- Experience negotiating or managing teaming agreements, referral arrangements, memoranda of understanding, or joint go-to-market programs
- Familiarity with Salesforce, SAM.gov, GSA eBuy, GovWin, and similar public sector opportunity or market intelligence platforms
- APMP, Shipley, or other relevant capture, proposal, alliance management, or government contracting training or certification
- Established executive relationships across the U.S. public sector technology ecosystem
Benefits
- Target bonus and/or commission, as applicable to the position
- Comprehensive medical, dental, and vision benefits.
- 401(k) with company match.
- Paid Time Off (PTO) and all Federal holidays.
- Remote or office-based work arrangement. Employees may work remotely or from Vertosoft’s Leesburg, Virginia office; remote employees are expected to visit the office at least once per quarter.
- Professional development, certifications, and career growth opportunities.
Company Overview