Direct Award Account Manager

Omni Federal; Tucson (AZ); On-site; USD 90,000 - 130,000; Full time

Job summary

Omni Federal is seeking a Direct Award Account Manager in Tucson, AZ to align Air National Guard and other mission partners with Omni solutions, advancing SBIR Phase III and task order opportunities from initial engagement through award.

You will build trusted relationships, develop account plans, qualify opportunities, coordinate with Contracts, and translate customer needs into executable proposals to drive growth and mission success.

Qualifications

• 8+ years in account management, business development, or capture, with at least 4 years with Federal Government customers.
• Knowledge of AATC mission and stakeholders; ability to translate needs into opportunities.
• Knowledge of aircraft systems, digital engineering concepts, and test & evaluation principles; ability to discuss with aviation stakeholders.
• Active DoD Secret Clearance.
• Experience building account plans, qualifying opportunities, maintaining CRM records, and producing credible pipeline forecasts.

Responsibilities

• Build trusted relationships with AATC and mission partners; understand priorities, funding, timelines, and decision processes.
• Develop account plans for AATC and partners, identifying aircraft and mission needs, Omni capabilities, stakeholders, and opportunities for new work, renewals, and expansion.
• Qualify and advance opportunities by assessing mission fit, customer commitment, funding readiness, scope, and award timing; coordinate acquisition pathways with Contracts.
• Connect aircraft, test, digital engineering, and broader mission needs to Omni capabilities and the Direct Award approach; coordinate technical discussions, demonstrations, and customer follow up.
• Maintain accurate pipeline records, account activity, forecasts, and next steps across assigned mission partners; identify blockers and coordinate actions to keep opportunities moving.
• Coordinate with proposal management, technical leads, pricing, and Contracts to translate customer needs into executable proposal and award packages.
• Maintain customer continuity through award and delivery handoff; work with program managers to monitor satisfaction, address concerns, and identify additional mission needs and growth opportunities.

Skills

Account management

Business development

Federal government customers

CRM management

Proposal coordination

Customer relationship management

DoD clearance

Tools

CRM software

Job description

Job Title: Direct Award Account Manager

Location: Tucson, AZ

Security Clearance: Active DoD Secret Clearance

We question. We listen. We adapt.

Be honest. Be pragmatic.

Omni Federal, founded in 2017 and headquartered in Washington, DC, is a highly specialized software solutions provider with a robust presence in key locations across the United States, including Boston, MA, Colorado Springs, CO, San Antonio, TX, and St. Louis, MO. Born out of the Department of Defense's software factory ecosystem, OMNI has risen as a trusted provider of Digital transformation Solutions focused on end-user empowerment, tackling complex mission challenges, and disrupting the status quo by driving successful outcomes at the speed of mission. We hardness the power of User Centered Design, DevSecOps, Rapid Software Development, Enterprise Cloud and Platform Solutions, Offensive and Defense Cyber Solutions, and couple these capabilities with data solutions, artificial intelligence and automation. We integrate our commercial mindset and innovation with keen focus on unique DoD, IC and Federal requirements of each mission.

Why Omni?

• Environment of Autonomy
• Innovative Commercial Approach
• People over process

We are seeking a Direct Award Account Manager based in Tucson, Arizona, to provide primary support to Air National Guard Air Force Reserve Command Test Center (AATC) while also supporting other mission partners. This role will align mission needs, aircraft capabilities, and digital engineering opportunities with Omni solutions and advance SBIR Phase III and task order opportunities from initial engagement through award and growth.

Position Description (what you will do)

• Build trusted relationships with AATC and other mission partners, including mission owners, program offices, acquisition stakeholders, and industry partners; understand priorities, funding, timelines, and decision processes.
• Develop account plans for AATC and other assigned mission partners, identifying aircraft and mission needs, relevant Omni capabilities, key stakeholders, and opportunities for new work, renewals, and expansion.
• Qualify and advance opportunities by assessing mission fit, customer commitment, funding readiness, scope, and award timing; coordinate acquisition pathways with Contracts.
• Connect aircraft, test, digital engineering, and broader mission needs to Omni capabilities and the Direct Award approach; coordinate technical discussions, demonstrations, and customer follow up.
• Maintain accurate pipeline records, account activity, forecasts, and next steps across assigned mission partners; identify blockers and coordinate actions to keep opportunities moving.
• Coordinate with proposal management, technical leads, pricing, and Contracts to translate customer needs into executable proposal and award packages.
• Maintain customer continuity through award and delivery handoff; work with program managers to monitor satisfaction, address concerns, and identify additional mission needs and growth opportunities.

Requirements:

• 8 or more years of account management, business development, or capture experience, including at least 4 years supporting Federal Government customers.
• Knowledge of AATC mission, organizational structure, stakeholders, and operational and test priorities; ability to translate needs into opportunities.
• Knowledge of aircraft systems, mission capabilities, integration, modernization, and test and evaluation concepts; ability to discuss technical requirements with aviation stakeholders.
• Knowledge of digital engineering principles, including model based systems engineering, digital twins, digital threads, and lifecycle data management; ability to connect these approaches to aircraft development, integration, and testing.
• Demonstrated success building customer relationships and advancing opportunities from initial engagement through proposal and award.
• Working knowledge of federal acquisition processes, funding cycles, and contract vehicles; ability to coordinate SBIR Phase III opportunities with Contracts.
• Experience developing account plans, qualifying opportunities, maintaining CRM records, and producing credible pipeline forecasts.
• Strong communication, organization, and follow through; ability to manage several accounts and coordinate technical, proposal, pricing, and contracts teams.
• Active Dod Secret Clearance

Nice to Have:

• Direct experience growing SBIR Phase III accounts or developing task order opportunities through BOA and IDIQ vehicles.
• Established relationships with defense mission and acquisition stakeholders, with experience navigating complex customer organizations.
• Experience supporting customer requirements development, statements of work, capability briefings, and acquisition planning discussions.
• Experience expanding technology accounts through renewals, follow on work, and adoption by additional mission partners.

Our team is always hungry for more – more knowledge, more problem solving, more growth, more innovation, and, ultimately, customer success. This hunger and hustle fuel our determination to excel in everything we do. It’s not just about meeting established goals; it’s about exceeding them. We take immense pride in applying our expertise in cutting‑edge technologies and our ability to adapt to emerging trends directly to the users in the field, as our nation’s protectors deserve nothing less.

Omni Federal is an equal opportunity and affirmative action employer. Omni Federal is committed to administering all employment and personnel actions on the basis of merit and free of discrimination based on race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or status as an individual with a disability. Consistent with this commitment, we are dedicated to the employment and advancement of qualified minorities, women, individuals with disabilities, protected veterans, persons of all ethnic backgrounds and religions according to their abilities.