Business Development Manager

Lightower Fiber Networks   •  

Herndon, VA

Industry: Technology


5 - 7 years

Posted 29 days ago


 The Business Development Manager is an “overlay” position in the Sales Department responsible for the short and long-term sales strategy for Enterprise and Wholesale channels with the Federal Government and other prime contractors to the government.  The Business Development Manager will be part of a team responsible for securing MSA’s and Teaming Agreements with Contractors and System Integrators as well as develop revenue opportunities for all sales channels and monitor the progress of those opportunities.  The Business Development Manager works with Sales to drive results and to achieve the company and revenue goals.        Job Responsibilities  

  • Achieve quarterly revenue objectives for Federal business with agencies and system integrators
  • Execute on long and short term strategies for Federal business development
  • Support sales compliance with Federal contracts
  • Schedule and attend sales meetings to present how Federal Overlay Team supports the sales channels
  • Assist with producing effective and professional RFP’s
  • Leverage system integrators, carriers and other 3rd party vendors to target federal opportunities
  • Work with the channels to maintain a strong funnel of opportunities to achieve revenue objectives
  • Provide monthly report on the status of Federal business
  • Leverage Federal lobbyist relationships
  • Drive strategic SI, teaming and sub-contracting partnerships
  • Provide guidance and business development support to sales on Federal Funding / grants / programs

Job Knowledge

  • Strong leadership skills
  • Strong written and verbal communications
  • Professional presentations and negotiations
  • Strong understanding of Federal contracts and processes
  • Ability to collaborate and work with internal departments (i.e. Sales, Operations, Finance, Engineering, Legal etc.)
  • Extensive knowledge of selling telecommunications and fiber infrastructure services to Federal agencies and system integrators


  • 5+ Years selling Dark Fiber, WAN, and IP Technologies to federal entities
  • Strong background and knowledge of federal contracting vehicles
  • Experience working with prime contractors and system integrators on sell through arrangements for metro connectivity
  • Proficiency in Microsoft Office Suite
  • Proficiency in Sales Force Automation and CRM applications
  • High School Diploma or equivalent
  • Bachelor’s degree or equivalent experience in marketing, or public/business administration preferred