Associate Client Services Manager - Business Development

ses, and the ability to articulate value through differentiated IT services and solutions (e.g., Cloud Infrastructure, AI, Blockchain).

Key Responsibilities

Pipeline Development & Qualification

• Identify, qualify, and advance opportunities with State and Local agencies through research, networking, and partner engagement.
• Maintain CRM hygiene, track sales targets, and report performance metrics.

Capture & Proposal Support

• Coordinate with Pre-Sales/Solution Architects to shape win themes, solution narratives, and pricing inputs.
• Assist in RFP/RFI response management, compliance checks, and proposal production; contribute to oral presentations and demos.

Client Engagement & Relationship Building

• Participate in client meetings to understand business requirements, program operations, and mission objectives.
• Help cultivate and sustain client and teaming partner relationships in targeted states and agencies.

Market & Competitive Intelligence

• Analyze industry trends, competitors, and procurement calendars to ensure bid competitiveness and timing.
• Support the development and execution of strategic consulting services sales plans.

Collaboration & Governance

• Work cross-functionally with Sales and Delivery on pursuit reviews, risk assessments, and approvals.

• Contribute to account planning and quarterly business reviews; may mentor junior analysts/coordinators (no formal people management).

Required Qualifications:

Experience:

• 7-8 years of total professional experience, with 3-5 years in Business Development or Client Services for US State & Local markets.
• Experience in IT Consulting and Systems Integration (client account selling vs. transaction/product selling).
• Hands-on experience supporting the capture and closure of enterprise deals; contributions to closing $10M+ opportunities (multiple pursuits preferred).
• Proven ability to manage sales quotas, document sales performance metrics, and support pipeline health.

Domain & Technical Knowledge:

• Working knowledge of State & Local Government procurement cycles, RFP processes, and acquisition lifecycle.
• Familiarity with at least one priority vertical: HHS, ERP (Oracle/PeopleSoft, SAP), CIO Services, Transportation.
• Understanding of IT project life cycles and emerging technologies (Cloud, AI, Blockchain) and ability to position services confidently.

Skills:

• Exceptional communication, interpersonal, and presentation skills; fluent in English.
• Strong business acumen and proficiency with public sector IT services terminology.
• Demonstrated capability in negotiation support, contract coordination, and partner alignment.

Travel:

• Ability to travel up to 50%, depending on pursuit activity and client needs

Educational Requirements:

• A bachelor's degree or foreign equivalent is required from an accredited institution. Will consider three years of progressive, relevant work experience instead of every year of education. Candidates who have completed a Master's degree program are strongly preferred.

The job entails sitting and working at a computer for extended periods. Should be able to communicate by telephone, email, or face-to-face. Travel may be required as per the job requirements.

Estimated annual compensation range for this role will be as follows:
In CA/ WA/NY/CO/MD/IL/MN/NJ/VT/MA/Washington DC: $100,000 to $187,000