Major Account Executive- Defense

Blue Yonder; Washington (District of Columbia); On-site; USD 140,000 - 160,000; Full time

Benefits offered by this job

Medical, Dental, Vision

401(k) with matching

Flexible Time Off

Corporate Fitness Program

Job summary

Blue Yonder Defense Solutions seeks a Major Account Executive to translate COTS technology for DoD clients, building a strong pipeline and guiding opportunities from identification to close. The role emphasizes collaboration with cross‑functional teams and a focus on DoD mission needs.

The candidate should have 7–10 years of federal BD experience, familiarity with DoD procurement cycles, and the ability to obtain a DoD security clearance. Washington, DC area preferred with travel up to 30%.

Qualifications

• Bachelor’s degree or higher required.
• 7–10 years of federal business development experience.
• Familiarity with DoD procurement cycles and contract vehicles.
• Ability to obtain and maintain a DoD security clearance (active preferred).

Responsibilities

• Drive revenue growth within assigned DoD organizations and areas of focus.
• Identify, qualify, and capture opportunities aligned with BYDS capabilities.
• Develop and execute a business development strategy targeting DoD entities.
• Collaborate with stakeholders to identify contract vehicles and maximize competitive positioning.
• Build relationships with federal contracting officers, program managers, and industry partners.
• Lead capture processes, including strategies, win themes and pricing approaches.
• Conduct market research and analyze budgets to identify growth areas.
• Ensure FAR/DFAR compliance and maintain CRM records.
• Develop teaming arrangements with subcontractors or primes as needed.
• Engage in industry associations to raise BYDS profile in the Defense community.

Skills

Federal BD

DoD procurement

Security clearance

Sales strategy

DoD knowledge

Education

Bachelor’s degree

Master’s degree preferred

Job description

Position Overview

Blue Yonder Defense Solutions is seeking a Major Account Executive to help translate industry‑leading Commercial‑off‑the‑Shelf (COTS) technology to solve the complex needs of Department of War clients. The role focuses on identifying, developing and closing opportunities in assigned Department of Defense/Department of War organizations or solution areas. Key objectives include developing customer awareness, positioning BYDS capabilities, building a qualified pipeline and achieving bookings and revenue.

Location

Washington, DC preferred with travel up to 30%. Other geographies may be available based on experience.

What You’ll Do

• Drive revenue growth and expand our organization’s footprint within assigned organizations and/or areas of focus.
• Identify, qualify, and capture opportunities aligned with the company’s capabilities and strategic goals.
• Develop and execute an effective business development strategy targeting assigned organizations/focus areas.
• Collaborate with cross‑functional stakeholders to identify contract vehicles and opportunities to maximize competitive positioning.
• Build and maintain strong relationships with key stakeholders, including federal contracting officers, program managers, and industry partners.
• Lead the capture process for opportunities in assigned areas, including developing capture strategies, win themes, and pricing approaches, and collaborate with internal teams to prepare compliant, high‑quality RFI responses and proposals.
• Conduct market research to stay informed of relevant trends, upcoming procurement opportunities, competitor activities, and analyze federal budgets and contracting forecasts to identify key growth areas.
• Ensure compliance with FAR/DFAR and other regulatory requirements throughout the business development lifecycle, maintaining accurate records in the company’s CRM and reporting progress to leadership regularly.
• Partner with technical teams, program managers, and subject matter experts to align proposals with customer needs and requirements, and develop and manage teaming agreements with subcontractors or prime contractors as necessary.
• Actively participate in related industry associations and groups for networking, expanding the awareness of One Network within the Defense community, and early awareness of business opportunities.

What We’re Looking For

• Bachelor’s degree in Business Administration, Supply Chain, Operations, or a related field (Master’s degree preferred).
• The trifecta of Department of Defense/War, supply chain technology software, and storytelling expertise.
• Demonstrated supply chain planning, logistics, and/or execution systems knowledge (e.g., AI/ML‑driven planning solutions, collaboration/control towers, disconnected/contested operations, asset, maintenance, and master data management).
• Knowledge of existing systems in use and organization/key users and decision makers in one or more of the following areas: all service arms (especially US Army, US Navy, USMC), COCOMs/DLA, VA/DHA, specific supply classes (e.g., fuels, munitions, medical, etc.).
• Minimum 7–10 years of experience in federal business development in assigned areas.
• Demonstrated success in developing and closing opportunities.
• Familiarity with DoD procurement cycles and contract vehicles.
• Ability to obtain and maintain a DoD security clearance (active clearance preferred).

Compensation

The base salary range for this position is $140,000–$160,000. Salary may vary by location and be commensurate with experience, certifications, or licenses. Eligible for an annual performance bonus or commission program.

Benefits

• Comprehensive Medical, Dental, and Vision coverage.
• 401(k) with matching.
• Flexible Time Off.
• Corporate Fitness Program.