Senior Director, DoT Account Lead

ICF; United States; Remote; USD 159,000 - 270,000; Full time

Job summary

ICF, a leading global consulting and technology services company, is seeking a Senior Director, DoT Account Lead to drive new sales and build direct federal relationships, delivering sustained YoY growth across the DoT portfolio. The role emphasizes modern AI-enabled solutions, open source, cloud, and enterprise platforms, with travel to client sites, offices, and conferences.

You will own a 3-year growth plan, shape win strategies, manage an active pipeline, and collaborate with capture, line,

Qualifications

• Bachelor’s degree in business or IT fields.
• 10+ years selling and winning IT work in the federal market.
• 10+ years building and executing client call plans and shaping requirements.
• 8+ years of contract awards >$50M (including IDIQ).
• 8+ years DoT experience building partner/client relationships selling modernization solutions.
• 2+ years selling AI-enabled solutions to the federal market.
• Experience with program teams to identify capabilities in adjacent markets.
• Strong presentation/communication skills, including white papers & RFIs.
• Ability to articulate customer positions to executives clearly.

Responsibilities

• Identify, shape, and win DoT digital modernization opportunities to enable YoY growth.
• Develop and own a 3-year strategic growth plan and active pipeline.
• Strengthen customer relationships and establish trusted-advisor status.
• Develop and implement win strategies for revenue growth.
• Own delivery against annual new-business sales targets and improve win rates.
• Nurture partner relationships aligned with growth objectives.
• Represent ICF at meetings, conferences, and external engagements.
• Develop strategic partnerships with government and industry leaders.

Skills

Federal sales experience

Account planning

Executive communication

Cross-functional collaboration

Presentation skills

Strategic growth planning

Industrial knowledge of DoT

AI-enabled solutions selling

Proposal & capture leadership

Education

Bachelor’s Degree in business or IT related fields

Tools

Salesforce

Appian

Databricks

ServiceNow

Job description

ICF is a leading global consulting and technology services company at the forefront of AI-driven digital modernization. Combining deep domainexpertisewithcuttingedgetechnologies, advanced analytics, and human-centered practices to help federal agencies achieve a step change in productivity and mission impact. With a team ofnearly2,000multidisciplinary technologists and an expansive ecosystem of over 30 platform partners, ICF delivers scalable, innovative solutions across the federal government, from AI and cloud to open source, low-code platforms, and data analytics. As we expand our technology footprint across the federal marketplace, we are looking for experienced Federal growth leaders to drive the next chapter of our impact.

As an experienced business development professional, you will bring yourrobust business acumen,intuitivesellingand closingskills and honed business expansion experience to ICF. In this role, you will driveand deliverrobust growththroughout theDoTportfolio.You willbe responsible forthe full lifecycle of business development activities toincludebuilding, qualifying, and managinga robust pipeline,and confidentlyshaping, capturingand winninglarge single award opportunities, working collaboratively withlines of business,captureand proposal teams.

The Senior Director, DoT Account Lead role is focused onnew sales, andbuilding direct federal customer relationships within the federal marketplace tofurther position ICF as a trustedadvisor andensure sustained YoY growth and market expansion. Knowledge and experience in marketing capabilities in the areas of application development, data and analytics, and digital modernization isrequired, and knowledge ofopen source, cloud andlow-code/no-code and enterprise platforms such as Salesforce, Appian, Databricks, ServiceNow, and related data fabric/data mesh technologies, and AI-enabled solutions.

This role is remote and requires regular travel to client sites, ICF offices, and conferences.

Responsibilities

• Identifies, shapes, and wins unrestricted, prime digital modernization and infrastructure/transportation opportunities to enable DoT YoY growth and footprint expansion within the department.

• Develops, builds, and owns a 3-year strategic growth plan and effectively owns and manages an active pipeline

• Strengthens, expands, and nurtures customer relationships to gain trusted advisor status and delivers sustained growth.

• Identifies, develops, and implements near-term and long-term win strategies that provide the business an opportunity to grow revenue.

• Owns delivery against annual new-business sales targets and drives win rates on new pursuits and recompetes.

• Nurtures & sustains partner relationships that align with market growth and business development objectives.

• Represents ICF at customer meetings and executive briefings, conferences and industry events, and external speaking engagements.

• Develops and supports strategic partnerships with government and industry leaders, driving innovation and new business opportunities.

• Interacts regularly with senior management/executives from multiple areas within the company, including briefings and presentations on sales initiatives and outcomes.

• Partners with lines of business to support overall strategic planning and links pursuits/capture activities that support business development metrics for awards submits and pipeline growth in IT modernization and digital services.

• Directly engages in capture on the account’s must-win opportunities and may lead line-led captures as needed, partnering with capture, line and proposal teams to protect recompete win rates and expand new business.

What you must have

• Bachelor’s Degree in business or IT related fields.

• 10+ years of demonstrated experience selling and winning IT work within the federal market.

• 10+ years of building and executing client call plans, shaping requirements, and leading business development strategies in a collaborative team environment.

• 8+ years of demonstrated and verifiable contract awards valued over $50M, in addition to IDIQ vehicles.

• 8+ years of recent and demonstrated DoT experience establishing partner and client relationships and selling digital modernization solutions to multitude of OAs at DoT.

• 2+ years selling modern AI-enabled solutions to the federal marketplace.

• Demonstrated experience working with program teams to identify capabilities and potential opportunities in adjacent and alike markets.

• Exemplary presentation and communication skills, including authoring white papers and responding to RFIs and other presentation materials.

• Demonstrated success in developing and presenting complex ideas to executive audiences and effectively articulating customer positions, status, and strategies to senior management in a clear, concise, and decisive manner.

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Working at ICF

ICF is a global advisory and technology services provider, but we’re not your typical consultants. We combine unmatched expertise with cutting-edge technology to help clients solve their most complex challenges, navigate change, and shape the future.

We can only solve the world’s toughest challenges by building a workplace that allows everyone to thrive. We are an equal opportunity employer.Together, our employees are empowered to share theirexpertiseand collaborate with others to achieve personal and professional goals. For more information, please read our EEO policy.

We will consider for employment qualified applicants with arrest and conviction records.

Reasonable Accommodations are available, including, but not limited to, for disabled veterans, individuals with disabilities, and individuals withsincerely heldreligious beliefs, in all phases of the application and employment process. To requestan accommodation,please email [e-mail] and we will be happy toassist. All information you provide will be kept confidential and will be used only to the extentrequiredto provide needed reasonable accommodations.

Read more about workplace discrimination rights or our benefit offerings which are included in the Transparency in (Benefits) CoverageAct.

Candidate AI Usage Policy

At ICF, we are committed to ensuring a fair interview process for all candidates based on their own skills and knowledge. As part of this commitment, the use of artificial intelligence (AI) tools to generate orassistwith responses during interviews (whether in-person or virtual) is notpermitted. This policy is in place tomaintainthe integrity and authenticity of the interview process.

However, we understand that some candidates may require accommodation that involves the use of AI. If such an accommodation is needed, candidates are instructed to contact us in advance at [e-mail]. Weare dedicated to providingthe necessary support to ensure that all candidates have an equal opportunity to succeed.

Pay Range - There are multiple factors that are considered in determining final pay for a position, including, but not limited to, relevant work experience, skills, certifications and competencies that align to the specified role, geographic location, education and certifications as well as contract provisions regarding labor categories that are specific to the position.

The pay range for this position based on full-time employment is:

$158,819.00 - $269,993.00

Virginia Remote Office (VA99)