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Vice President, Business Development DISA Programs

Vice President, Business Development DISA Programs

By Light Professional IT ServicesElkridge, MD, US
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Position Overview

The Vice President of Business Development - DISA Specialization - will lead strategic efforts to expand our portfolio of contracts and partnerships with the Defense Information Systems Agency (DISA), focusing on cybersecurity, cloud services, network modernization, and IT infrastructure solutions. This executive role combines deep knowledge of DISA's mission, federal procurement processes, and technical solutions to drive multimillion-dollar revenue growth. The ideal candidate will leverage existing relationships within DISA and the broader DoD ecosystem to secure new opportunities, foster strategic alliances, and position the company as a leader in supporting DISA's global IT and communications objectives.

Responsibilities

Strategic Business Development :

  • Develop and execute a comprehensive business development strategy to achieve revenue targets within DISA, aligning with company goals and DISA's priorities.
  • Identify and pursue high-value opportunities, including sole-source contracts, IDIQs, CSO's, and GWACs, to deliver optical networking, cybersecurity, cloud services, and IT solutions to DISA's programs.
  • Forecast and track pipeline opportunities using CRM tools (e.g., Salesforce), ensuring accurate revenue projections and alignment with corporate objectives.

Relationship Management :

  • Build and maintain strategic relationships with DISA leadership, program managers, and key stakeholders at Fort Meade and other DISA locations.
  • Cultivate partnerships with prime contractors, system integrators, and technology partners to position the company for teaming agreements and subcontracts on DISA procurements.
  • Represent the company at DoD-focused industry events, DISA Forecast to Industry, and conferences (e.g., AFCEA TechNet, DoD Cyber Summit), delivering thought leadership on DISA-relevant solutions.

    • Opportunity Capture and Proposal Leadership :

  • Lead capture efforts for DISA opportunities, coordinating cross-functional teams (e.g., sales engineers, solutions architects, contracts) to develop winning strategies and proposals.
  • Oversee responses to RFPs, RFIs, and Sources Sought notices, ensuring compliance with DISA requirements and federal regulations (e.g., FAR, DFARS).
  • Leverage DISA's acquisition vehicles (e.g., ENCORE III, SETI, SEWP, GSA schedules) to streamline contract awards and maximize win rates.

    • Market and Technical Expertise :

  • Maintain deep knowledge of DISA's mission, including DISN modernization, cybersecurity frameworks, cloud services, and emerging technologies.
  • Collaborate with product teams to align solutions (e.g., 400G optical transport, inline threat mitigation, secure DNS) with DISA's technical and compliance needs.

    • Team Leadership and Collaboration :

  • Work closely with the sales engineering, product management, and delivery teams to ensure solutions meet DISA's stringent requirements and deliver measurable value.
  • Mentor business development staff, fostering a culture of excellence, innovation, and customer focus within the DISA market.
  • Partner with the contracts team to navigate complex federal procurement processes, ensuring compliance with security clearances and certifications (e.g., FedRAMP, DoD Impact Levels).

    • Required Experience / Qualifications

  • Bachelor's degree in Business, Engineering, Computer Science, or a related field; Master's degree or MBA preferred.
  • 15+ years of experience in federal business development, with at least 7 years focused on DISA or DoD IT and communications programs.
  • Proven track record of securing multimillion-dollar contracts with DISA, including IDIQs, task orders, CSO's, or sole-source awards.

    • Technical & Market Skills :

  • Deep knowledge of DISA's mission, programs, and acquisition processes.
  • Expertise in cybersecurity solutions, optical networking, and cloud services.
  • Familiarity with DoD compliance standards and federal mandates.
  • Strong understanding of federal procurement vehicles (e.g., GSA Advantage, SEWP, ENCORE III) and SAM.gov processes.

    • Leadership & Soft Skills :

  • Exceptional strategic leadership, with the ability to drive complex, high-stakes sales cycles and build consensus among diverse stakeholders.
  • Outstanding communication and negotiation skills, capable of engaging DISA executives, technical teams, and industry partners.
  • Analytical and results-driven, with a proven ability to forecast opportunities and deliver measurable revenue growth.
  • Collaborative mindset, adept at working cross-functionally in a fast-paced, mission-driven environment.

    • Additional Requirements :

  • Willingness to travel up to 30% for DISA engagements, industry events, and partner meetings (primarily Fort Meade, D.C. metro, and Scott AFB).
  • Valid driver's license and reliable transportation.

    • Preferred Experience / Qualifications

  • Established network of relationships within DISA, including program offices like the Cybersecurity Directorate, Emerging Technology Directorate, PEO Transport, etc.
  • Background in cybersecurity or optical networking solutions tailored for DoD applications.
  • Certifications such as CISSP, PMP, or ITIL; or technical training in optical networking (e.g., Ciena or Nokia certifications).

    • Special Requirements / Security Clearance

  • Minimum SECRET Clearance required
  • Active U.S. government security clearance or eligibility to obtain one, given DISA's classified environment.

    • Salary Range

    Based on the roles, responsibilities, and requirements, the projected pay range for this position is : $225,000 - $300,000.

    The annual base salary provided is a guideline for this position and is not a guarantee of compensation or salary. When extending an offer, By Light also considers other variables such as (but not limited to) work experience, education, training, skill set, internal peer equity, clearance level, and market conditions. In addition, By Light provides an extensive selection of benefits and offerings to our employees.

    Physical Demands

  • Ability to travel, type, communicate via telephone and sit for extended periods of time.
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