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BDM, Federal

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AVI-SPL

1mo ago

  • Job
    Full-time
    Mid & Senior Level
  • Government & Politics
    Business, Operations & Strategy

AI generated summary

  • You must understand federal contracting, possess strategic problem-solving skills, manage complex contracts, communicate effectively, and have 4-6 years in business development, preferably in AV/UC.
  • You will drive federal business development, ensure compliance, lead a support team, build client relationships, manage partnerships, and report on sales and market trends in the defense sector.

Requirements

  • Strong understanding of U.S. federal contracting regulations, including compliance, certifications, and procurement processes.
  • Demonstrated strategic thinking and structured problem-solving skills, particularly in federal and defense market contexts.
  • Ability to negotiate and manage complex federal contracts and maintain constructive relationships with government officials and organizations.
  • Proven leadership skills with the ability to build, manage, and develop a team focused on federal business objectives.
  • Exceptional communication skills to represent the company effectively within government and defense sectors.
  • Ability to utilize local market strategy in accordance with company direction.
  • Ability to negotiate conflict and maintain constructive working relationships with people at all levels of the organization.
  • Ability to balance multiple tasks with changing priorities.
  • Ability to work and think independently and ensuring to meet deadlines.
  • Demonstrated ability to maintain strict confidentiality and handle sensitive matters with discretion.
  • Excellent attention to detail and organizational skills.
  • Must have clear and professional communication skills (written and oral) both internally and externally.
  • Proficient with Microsoft Office (Word, Excel, Outlook).
  • Effective communication and interaction with employees, clients, and colleagues and the ability to work effectively with all levels of the organization.
  • Demonstrated customer service focus and client communication skills.
  • Bachelor’s Degree in Business, or related field required (MBA or Master’s Degree is preferred).
  • Minimum 4 – 6 years’ of professional business development experience preferably in the Audio Visual, Construction or Unified Communications industry, with knowledge and tied to the US Federal and Defense contract vehicles, contacts, and decision makers.
  • Experience in Unified Communications/Audiovisual preferred.
  • Quoting experience in the AV/Video Conferencing market a plus.
  • Experience with sales operations reporting is required. Salesforce.com knowledge is preferred.
  • Demonstrated experience leading complex operational and strategic initiatives.
  • Experience operating in a multi-state and/or complex matrix business environment is desirable.

Responsibilities

  • Own and drive the development of the Federal and Defense Business Unit, focusing on U.S. Federal Government and Defense opportunities within Germany.
  • Establish and maintain expertise in federal contracting requirements, ensuring compliance with U.S. government regulations, and manage certification and contract requirements.
  • Lead business development strategies to identify, pursue, and secure federal contracts, including building relationships with key federal and defense sector clients.
  • Develop and lead a dedicated team to support U.S. Federal and Defense projects, ensuring alignment with sector-specific needs and growth objectives.
  • Serve as the subject matter expert in U.S. Federal and Defense sector operations, providing guidance and insight into market trends, regulatory changes, and strategic opportunities.
  • Manage alliance and partnership initiatives between the company and relevant government and defense partners to strengthen the company’s position in the sector.
  • Ensure full sales updates, forecasting, pipeline reporting, and business analysis specific to the federal sector, facilitating executive reporting and strategic planning.
  • Establish professional relationships with all the key client sales and marketing personnel.
  • Other duties assigned as needed.

FAQs

What is the primary responsibility of the BDM, Federal position?

The primary responsibility is to develop assigned accounts and drive new business opportunities with the U.S. Federal Government and Defense sectors within Germany, including strategic development, compliance, and relationship management.

What qualifications are required for this role?

A Bachelor's Degree in Business or a related field is required, with an MBA or Master's Degree preferred. Additionally, a minimum of 4-6 years of professional business development experience, preferably in the Audio Visual, Construction, or Unified Communications industries, is required.

Is prior experience with U.S. federal contracting necessary?

Yes, a strong understanding of U.S. federal contracting regulations, compliance, certifications, and procurement processes is essential for this role.

What skills are important for the BDM, Federal position?

Important skills include strategic thinking, problem-solving, negotiation abilities, leadership skills, exceptional communication skills, attention to detail, and proficiency in Microsoft Office.

Will I be required to lead a team?

Yes, you will need to develop and lead a dedicated team to support U.S. Federal and Defense projects.

Is there a specific industry experience preferred for applicants?

Yes, experience in Unified Communications/Audiovisual is preferred, as well as knowledge tied to the US Federal and Defense contract vehicles.

What sort of working environment can I expect?

The work environment is a professional office setting, generally moderate in noise with standard office equipment.

Are there physical demands associated with this position?

Yes, the position regularly requires sitting, walking, standing, talking or hearing, as well as using hands to operate standard office equipment.

Does this position involve direct reports?

No, this position does not have direct reports.

Does the company offer equal employment opportunities?

Yes, AVI-SPL is an Equal Opportunity Employer/AA/Disabled/Veteran Protected VEVRAA Federal Contractor.

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AVI-SPL

Transforming how people and technology connect to shape a more human work experience.

Technology
Industry
1001-5000
Employees
1979
Founded Year

Mission & Purpose

At AVI-SPL, we go beyond technology; we empower the human experience at work. As the world's largest AV/UC integrator and digital solutions leader, we collaborate with organizations globally, including 80% of Fortune 100 companies, to redefine collaboration, elevate experiences, and unlock business value. With a team of over 4,300 experts worldwide, we create user-friendly, scalable, and people-centric solutions. Join us on this transformative journey to empower people to work smarter and live better, making work more efficient – and also more meaningful.