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Business Development Executive - CBP & ICE

Date: Jan 31, 2023

Location: Tysons Corner, Virginia, US

Company: QinetiQ

Who Are We?

We are a world-class team of professionals who deliver next generation technology and products in robotic and autonomous platforms, ground, soldier, and maritime systems in 50+ locations world-wide. Much of our work contributes to innovative research in the fields of sensor science, signal processing, data fusion, artificial intelligence (AI), machine learning (ML), and augmented reality (AR).

QinetiQ Inc.’s dedicated experts in defense, aerospace, security, and related fields all work together to explore new ways of protecting the American Warfighter, Security Forces, and Allies. Being a part of QinetiQ Inc. means being central to the safety and security of the world around us. Partnering with our customers, we help save lives; reduce risks to society; and maintain the global infrastructure on which we all depend. 

Why Join QinetiQ Inc.?

If you have the courage to take on a wide variety of complex challenges, then you will experience a unique working environment where innovative teams blend different perspectives, disciplines, and technologies to discover new ways of solving complex problems.  In our diverse and inclusive environment, you can be authentic, feel valued, be respected, and realize your full potential. QinetiQ Inc. will support you with workplace flexibility, a commitment to the health and well-being of you and your family and provide opportunities to work with a purpose. We are committed to supporting your success in both your professional and personal lives.

QinetiQ Inc. seeks a Business Development (BD)/Account Lead with proven results within the Civilian National Security market, with a focus on Customs and Border Protection (CBP) and Immigration and Customs Enforcement (ICE) within the Department of Homeland Security (DHS). The individual will be a key driver of growth and will work within a dynamic team environment and be part of a fast paced, highly collaborative business development organization. The ideal candidate must have the initiative to identify new business opportunities, develop solutions, and move captures from initiation to proposal phase with the flexibility to adapt to a fast growth environment.

The BD/Account Lead will focus on full range of activities from opportunity identification and qualification through proposal and transition support. The candidate will report to the Vice President for Civilian/Homeland Enterprise within QinetiQ’s Business Development Office (BDO) and will work closely with senior leaders across the enterprise to execute account growth strategies.


Your Contribution to Our Mission:


  • Work closely with senior leaders to identify, refine, and execute account plan strategies
  • Achieve yearly sales (Total Contract Value) targets and build a forward-leaning opportunity pipeline focused on unrestricted opportunities
  • Prepare, present, and mature opportunities through defined capture management processes
  • Leverage relationships to identify potential opportunities, arrange meetings, initiate marketing strategies, and build corporate relationships
  • Develop and execute effective call plans for meetings with target clients, program managers, and industry partners
  • Support outreach to the Department of Homeland Security (DHS), including Customs and Border Protection (CBP), Immigration and Customs Enforcement (ICE), and other DHS components, to build new partnerships and communication strategies; develop methods to expand customer base; and develop strategies to help ensure consistent, efficient, and effective solutions
  • Develop and maintain positive working relationships with both internal and external stakeholders, including other BDO team members, client executives, proposal managers, corporate infrastructure departments and program teams to ensure effective, efficient, and integrated implementation of growth strategies
  • Assist in the development of proposal win themes, pricing strategies, and risk mitigation strategies
  • Interpretation of solicitation requirements, terms, and conditions
  • Interface and manage teaming partners for current and future opportunities
  • Meet or exceed established performance goals in support of overall corporate growth and success

To Land This Job, You Need:

  • Bachelor’s degree in Business Administration, Information Technology, or relevant field
  • Requires a minimum of 8 years of delivering consulting and other professional services to federal and private sector clients
  • Minimum of 3 years selling technology-enabled solutions and associated services as well as fostering strategic relationships in the DHS market
  • Must have a demonstrated track record of proven success in the design and implementation of sound business development, teaming, and capture strategies within the DHS market
  • Strong written and oral communications skills
  • Direct experience identifying and leading the capture of unrestricted prime opportunities and strategic subcontracting opportunities
  • Experience winning unrestricted opportunities
  • Desire to succeed in a fast-paced and rapidly evolving business organization
  • Proven track record in building accomplished teams; developing and selling solutions; and executing strategic campaigns
  • Experience building and maintaining high-level relationships and demonstrated ability to prospect and close new customers
  • Awareness of key competitors in the CBP and ICE markets
  • Experience with the federal budgeting and appropriation process as it applies to federal programs


Preferred Qualifications


  • Advanced degree in Management, Information Technology, or relevant field
  • Experience delivering technology enabled solutions at the Border Patrol, Office of Field Operations, Enforcement and Removal Operations, and/or Homeland Security Investigations.
  • Experience developing and leading law enforcement, investitive, or intelligence-related projects and portfolios supported by data driven technologies, advanced analytics, or IT transformation
  • Experience winning, growing, or delivering work at CBP and/or ICE
  • Experience with open-source intelligence
  • Knowledge policies, practices, trends, technology, and information that may impact business performance with the DHS market
  • Proposal writing experience
  • Mature and active network of CBP and ICE contacts
  • Active within relevant industry associations
  • Active TOP SECRET security clearance



No One Has Time for Long Job Applications!

We completely understand, that is why we have made the application process easy. We promise. This will be simple.


If because of a medical condition or disability you need a reasonable accommodation for any part of the employment process, please send an e-mail to or call (540) 658-2720 Opt. 4 and let us know the nature of your request and contact information.

QinetiQ Inc. is an Equal Opportunity/Affirmative Action employer. All Qualified Applicants will receive equal consideration for employment without regard to race, age, color, religion, creed, sex, sexual orientation, gender identity, national origin, disability, or protected Veteran status.