Business Development Consultant - DoW

Key Responsibilities

• Identify, qualify, and prioritize new business opportunities across DoW, with emphasis on DSCA, COCOMs, and related mission buyers.
• Expand Q2IMPACT’s DoW client base by building new relationships, increasing the company’s visibility, and clearly communicating Q2IMPACT’s value proposition in the market.
• Leverage and expand existing relationships with DoW stakeholders, including DSCA leadership, COCOM J-codes, and SCOs.
• Develop and execute strategies to achieve annual revenue growth targets.
• Represent Q2IMPACT at industry events, partner meetings, customer engagements, and networking forums to build awareness and generate qualified leads.
• Identify and position Q2IMPACT on relevant IDIQs, GWACs, and other contract vehicles that can expand access to future task orders and mid-sized DoW work.

Pipeline Ownership and CRM Discipline

• Own and manage the DoW pipeline, including maintaining accurate, up-to-date records in the company CRM.
• Track pipeline progression, capture status, risks, next steps, and win probability across all active pursuits.
• Ensure pipeline data supports effective decision-making, internal reporting, and resource planning.

Capture Management

• Lead capture efforts end-to-end for DoW programs, from opportunity identification through proposal submission.
• Develop and execute capture strategies, including customer engagement plans, competitive assessments, win themes, teaming strategies, pricing considerations, and positioning actions.
• Convert ambiguous or early-stage opportunities into actionable pursuit plans with clear next steps, owners, and timelines.
• Drive pre-RFP shaping efforts, including requirement influence, relationship development, and early positioning.
• Lead internal gate reviews, bid/no-bid decisions, and capture planning activities.
• Strengthen and formalize internal capture systems, workflows, and pursuit management practices to improve consistency and execution.

Partnering and Teaming Strategy

• Build and maintain a strong network of primes, subcontractors, and other contractors relevant to Q2IMPACT’s DoW priorities.
• Identify and secure strategic teaming positions early in the pursuit lifecycle, whether as a prime or subcontractor.
• Assess where Q2IMPACT is best positioned to pursue directly versus where partnership-based access is the strongest path to growth.
• Align teaming strategies with customer needs, vehicle access, and competitive positioning.

Proposal Support and Execution

• Own capture strategy and support proposal development to ensure alignment between customer intelligence, win strategy, solution positioning, and submission.
• Work closely with technical, pricing, contracts, recruiting, and leadership teams to support compliant, competitive proposals.
• Contribute directly to proposal planning, compliance, strategy content, staffing approaches, and management responses as needed.

Requirements

• 6–12+ years of experience in federal business development and capture management with a focus on DoW.
• Demonstrated success identifying, shaping, and advancing opportunities through the full BD lifecycle.
• Strong understanding of pre-RFP shaping, capture strategy, teaming, proposal support, and federal acquisition processes.
• Experience identifying, leveraging, or pursuing IDIQs, GWACs, and other contract vehicles.
• Existing relationships within government, such as DSCA, COCOM J-codes, SCOs, Service components, or adjacent defense stakeholders.
• Established network across industry, including primes, subcontractors, and vehicle holders relevant to DoW services work.
• Experience supporting technical and cost proposal development.
• Strong organizational, project management, and follow-through skills; ability to manage multiple concurrent pursuits without close day-to-day oversight.
• Ability to lead and execute in an entrepreneurial, high-growth environment.