Senior Director, DoT Account Lead

ICF Olson; Virginia (IL); Hybrid; USD 159,000 - 270,000; Full time

Job summary

ICF is seeking an experienced Federal growth leader to drive DoT-focused business development and build robust pipelines for large, strategic opportunities. The role emphasizes closing large, complex wins and expanding ICF’s footprint across the federal landscape.

The Senior Director, DoT Account Lead will cultivate executive relationships, shape capture strategies, and collaborate with lines of business, capture, and proposal teams to achieve YoY growth and market expansion.

Qualifications

• Bachelor's Degree in business or IT fields is required.
• 10+ years selling and winning IT work in the federal market.
• 8+ years of contracts awarded >$50M including IDIQs.
• 2+ years selling AI-enabled solutions to the federal marketplace.

Responsibilities

• Identify and win unrestricted, prime digital modernization and infra opportunities for DoT growth.
• Develop and manage a 3-year growth plan and active pipeline.
• Strengthen customer relationships to gain trusted advisor status and drive growth.
• Lead capture on must-win opportunities and coordinate with capture and proposal teams.

Skills

DoT sales experience

Federal market knowledge

Strategic growth planning

Pipeline development

Executive stakeholder management

Education

Bachelor's Degree in business or IT

Tools

Salesforce

Appian

Databricks

ServiceNow

Data fabric/Data mesh

Open source

Low-code/No-code

Job description

ICF is a leading global consulting and technology services company at the forefront of AI-driven digital modernization. Combining deep domain expertise with cutting edge technologies, advanced analytics, and human-centered practices to help federal agencies achieve a step change in productivity and mission impact. With a team of nearly 2,000 multidisciplinary 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 your robust business acumen, intuitive selling and closing skills and honed business expansion experience to ICF. In this role, you will drive and deliver robust growth throughout the DoT portfolio. You will be responsible for the full lifecycle of business development activities to include building, qualifying, and managing a robust pipeline, and confidently shaping, capturing and winning large single award opportunities, working collaboratively with lines of business, capture and proposal teams. The Senior Director, DoT Account Lead role is focused on new sales, and building direct federal customer relationships within the federal marketplace to further position ICF as a trusted advisor and ensure sustained YoY growth and market expansion. Knowledge and experience in marketing capabilities in the areas of application development, data and analytics, and digital modernization is required, and knowledge of open source, cloud and low-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.

Requirements

• 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.

Equal Opportunity and Accommodations

We are an equal opportunity employer. Together, our employees are empowered to share their expertise and 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 with sincerely held religious beliefs, in all phases of the application and employment process. To request an accommodation, please email [e-mail] and we will be happy to assist. All information you provide will be kept confidential and will be used only to the extent required to provide needed reasonable accommodations. Read more about workplace discrimination rights or our benefit offerings which are included in the Transparency in (Benefits) Coverage Act.

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 or assist with responses during interviews (whether in-person or virtual) is not permitted. 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]. We are dedicated to providing the necessary support to ensure that all candidates have an equal opportunity to succeed.

Pay Range

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) Need help? We're here: [e-mail]

About ICF

ICF is a global consulting and technology services company with approximately 9,000 employees, but we are not your typical consultants. At ICF, business analysts and policy specialists work together with digital strategists, data scientists and creatives. We combine unmatched industry expertise with cutting-edge engagement capabilities to help organizations solve their most complex challenges. Since 1969, public and private sector clients have worked with ICF to navigate change and shape the future. Learn more at icf.com.

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 their expertise and collaborate with others to achieve personal and professional goals.