The Business Development Director – Federal (Audio Visual & Mount Solutions) is responsible for driving growth and expanding our market presence within the U.S. Federal Government sector. This role focuses on identifying, developing, and securing new opportunities for audio visual (AV) & mounting solutions within unified communications, collaboration, and command center technologies across federal civilian agencies and the Department of Defense and other Government offices.
The ideal candidate is a strategic growth leader with a strong understanding of federal procurement processes, established relationships within key agencies, and a proven track record of winning and supporting large-scale technology integration projects. The Ideal Candidate would be located within the Virgin Beltway, Capital Beltway; within Washington D.C., and its inner suburbs of Virginia and Maryland.
REQUIRED QUALIFICATIONS
- 5+ years of business development or federal sales experience, preferably within technology integration, AV, or communications systems.
- Bachelor's degree required; related work experience may be considered in lieu of degree.
- Demonstrated success winning federal contracts and projects.
- Strong knowledge of federal procurement processes and contract vehicles.
- Established network of relationships within federal agencies, primes, or federal integrators.
- Ability to lead complex opportunity capture efforts from identification to award.
- Excellent communication, presentation, and negotiation skills.
- 35–50% travel for federal customer meetings, industry events, and internal planning sessions.
- Salesforce Expertise
PREFERRED QUALIFICATIONS
- Experience selling AV systems, mounting solutions, unified communications, control rooms, secure collaboration environments, or digital signage.
- Background working with federal systems integrators or technology manufacturers.
- Familiarity with SCIF environments, secure AV systems, and federal cybersecurity requirements.
- Experience with large federal contract vehicles such as GSA, SEWP, CIO-SP, or similar programs.
- Active or previous U.S. security clearance is a plus.
- Acumatica (Cloud) ERP
ESSENTIAL RESULTS:
- Identify and pursue new federal opportunities for audio visual & mount solutions, digital signage and mission-critical communication solutions.
- Develop and execute a federal growth strategy targeting agencies, consultant integrators, and government contracts.
- Build and maintain relationships with program managers, contracting officers, systems integrators, consultants and prime contractors.
- Track federal budgets, initiatives, and procurement forecasts to position the company for upcoming opportunities.
- Develop and manage a qualified pipeline of federal AV opportunities from early market engagement through contract award.
- Lead capture strategies for RFPs, RFIs, and track orders related to AV modernization, conference rooms, command centers, training facilities, and secure collaboration environments.
- Coordinate with solution architects, engineering teams, and proposal managers to create competitive solutions.
- Establish and manage partnerships with federal prime contractors, technology partners, and contract holders.
- Expand presence on government contract vehicles (e.g., GSA schedules, IDIQs, BPAs, GWACs).
- Represent the company at federal industry events, trade shows, and agency engagement forums.
- Work closely with engineering, project managers, marketing, and executive leadership to align growth strategies.
- Provide market intelligence and customer feedback to influence product and service offerings.
- Manage pricing, solution design, and proposal development to ensure competitive positioning.
- Other duties as assigned.
WORKING CONDITIONS:
- Professional, business/office setting.
- Prolonged periods of sitting at a desk and working on a computer (constant computer-based work).
- When Onsite - occasionally entering plant/warehouse (can range in temperature, humidity and dust levels).
- Occasional bending (at knees) or lifting boxes/packages 2-30 lbs.
- Must be able to wear required safety PPE.