Senior Business Development Representative Director - Federal Civilian Agencies

Oracle•Apply•Published 7 days ago•First seen 7 days ago

Oracle Government Defense & Intelligence is seeking a results-driven Business Development Director with deep financial acumen and extensive experience across Federal Civilian agencies. In this pivotal role, you will focus on driving strategic growth by identifying and shaping opportunities that deliver measurable financial value to our clients and to Oracle. Your responsibilities will center on understanding complex federal budgeting, funding streams, and financial priorities, and leveraging this expertise to proactively develop pipeline and ensure Oracle’s solutions maximize operational and fiscal impact.

As the Federal Civilian Business Development Director, you will lead early capture efforts—analyzing program funding, appropriations, and financial trends 6–18 months before RFP release. You will leverage your broad experience and relationships within federal agencies to align Oracle’s compliant solutions with key financial drivers and mission objectives. By effectively navigating the acquisition landscape and influencing decision-makers, you will position Oracle as a strategic technology and financial partner of choice for our Federal Civilian clients.

This is a hybrid role based in the Reston VA/ Greater Washington DC area. The position typically requires working onsite at our office or client locations 3–4 days per week, with the flexibility to work remotely 1–2 days per week, depending on business needs.

Qualifications

Acknowledged authority within the Corporation. Acts as a leader of large-scale company initiatives. Viewed by peers as a leader and top contributor and by line management as a key business partner. 12+ years of progressively increased responsibilities in sales or sales management. Marketing and business development experience preferred. Proven track record in managing multiple opportunities and ability to negotiate and close complex deals. Ability to determine strategy and tactical plans that deliver tangible results. Strong written, verbal, and interpersonal skills. Ability to Travel as needed. BA/BS degree or equivalent, advanced degree highly desirable.

Responsibilities

Key Responsibilities

Proactively identify, pursue, and lead new business opportunities within federal civilian agencies, with a focus on shaping early-stage capture strategies and prioritizing opportunities aligned with financial and strategic impacts.
Leverage financial expertise to analyze agency initiatives and uncover opportunities for driving operational efficiencies and financial value through Oracle solutions.
Have and maintain a deep knowledge base of federal agency priorities and modernization efforts to ensure broad strategic solution sets for the unique challenges across and within federal agencies.
Craft tailored business development strategies that address complex financial and operational challenges.
Establish and strengthen relationships with key Contracting Officers, Program Managers, and federal decision-makers to influence acquisition planning and position Oracle for strategic wins.
Develop collaborative teaming arrangements with major Systems Integrators, small business partners, and prime contractors to enhance solution offerings and expand Oracle’s federal market presence.
Ensure Oracle’s solutions meet federal security, compliance, and data residency requirements, advocating for business development approaches that address the financial implications of regulatory demands.
Align Oracle solutions to agency strategies, mission needs, and approved acquisition vehicles to maximize opportunity.
Map and track target programs, funding sources, and contract timelines to drive pipeline growth for upcoming fiscal years.
Proactively shape and expand the opportunity pipeline 6–18 months pre-RFP by strategically mapping target programs, funding sources, appropriation trends, and aligning pursuits with agency budget priorities to optimize capture potential and financial outcomes.
Collaborate with sales leadership to continually refine and execute effective business development and growth strategies

Basic Qualifications

10+ years of successful federal business development experience, with demonstrated expertise supporting federal civilian agencies at a senior executive level and a proven track record of driving financially impactful strategies.
Deep understanding of federal policies, regulations, and budget cycles as applicable to modernization and system support efforts.
Strong understanding of mission-critical IT systems and enterprise support functions across federal Civilian agencies, with the ability to articulate their financial benefits, impacts on operational efficiency, and return on investment.
Applied experience as a Chief Financial Officer, or equivalent position, within federal or state agencies.
Established relationships with senior level leaders within federal policy and acquisition to include Contracting Officers and Program Managers in top federal civilian agencies.
Demonstrated success in capture management and proposal development, including winning federal contracts by clearly presenting financial value propositions, identifying cost drivers, and aligning solutions with agency budget constraints.
Build and leverage an extensive teaming network with Federal Systems Integrators and small-business partners, creating financially advantageous teaming strategies and maximizing revenue opportunities for Oracle and its partners.
Maintain deep knowledge of federal security, compliance, and data residency mandates, proactively addressing the financial implications and cost-benefit analysis of compliance requirements in client engagements.
Familiarity with federal acquisition vehicles (SAM.gov, GSA schedules/e-Buy) and proficiency in federal acquisition (FAR, SBA rules).
Exceptional communication, proposal writing, and executive engagement skills.
Ability to work in a fast-paced, deadline-driven environment with outstanding attention to detail and professional ethics.
Must possess or have the ability to obtain and maintain a TS/SCI clearance.

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