Director, Capture & Business Development - INDOPACOM

By Light Professional IT Services LLC readies warfighters and federal agencies with technology and systems engineered to connect, protect, and prepare individuals and teams for whatever comes next. Headquartered in McLean, VA, By Light supports defense, civilian, and commercial IT customers worldwide.

The Director of Capture and Business Development - INDOPACOM Region, will lead strategic capture and growth initiatives for high-value (> $100M) DoD contracts, focusing on cybersecurity, cloud, implementation, and network services. Based remotely with travel to key locations (Hawaii, Guam, Japan, Fort Meade), the Director will identify opportunities, manage capture processes, and build partnerships to secure awards with DISA, U.S. Indo-Pacific Command (INDOPACOM), and other DoD entities.

Strategic Business Development:
• Develop and execute a comprehensive business development strategy to achieve revenue targets within DISA and other DoD entities, aligning with company goals and priorities.
• Identify and pursue high-value opportunities, including sole-source contracts, IDIQs, CSO's, and GWACs, to deliver optical networking, cybersecurity, cloud services, and IT solutions to DISA's programs.
• Forecast and track pipeline opportunities using CRM tools (e.g., Salesforce), ensuring accurate revenue projections and alignment with corporate objectives.
• Relationship Management:
  • Build and maintain strategic relationships with DISA leadership, program managers, and key stakeholders at Fort Meade and other DISA locations.
  • Cultivate partnerships with prime contractors, system integrators, and technology partners to position the company for teaming agreements and subcontracts on DISA procurements.
  • Represent the company at DoD-focused industry events, DISA Forecast to Industry, and conferences (e.g., AFCEA TechNet, etc), delivering thought leadership on DISA & DoD-relevant solutions.
• Opportunity Capture and Proposal Leadership:
  • Lead capture efforts for DISA & DoD opportunities, coordinating cross-functional teams (e.g., sales engineers, solutions architects, contracts) to develop winning strategies and proposals.
  • Oversee responses to RFPs, RFIs, and Sources Sought notices, ensuring compliance with DISA & DoD requirements and federal regulations (e.g., FAR, DFARS).
  • Leverage DISA's acquisition vehicles (e.g., ENCORE III, SETI, SEWP, GSA schedules) to streamline contract awards and maximize win rates.
• Market and Technical Expertise:
  • Maintain deep knowledge of DISA's mission, including DISN modernization, cybersecurity frameworks, cloud services, and emerging technologies.
  • Collaborate with product teams to align solutions (e.g., 400G optical transport, inline threat mitigation, secure DNS) with DISA's technical and compliance needs.
• Team Leadership and Collaboration:
  • Work closely with the sales engineering, product management, and delivery teams to ensure solutions meet DISA's stringent requirements and deliver measurable value.
  • Mentor business development staff, fostering a culture of excellence, innovation, and customer focus within the DISA market.
  • Partner with the contracts team to navigate complex federal procurement processes, ensuring compliance with security clearances and certifications (e.g., FedRAMP, DoD Impact Levels).

• Bachelor's degree in Business, Engineering, Computer Science, or a related field; Master's degree or MBA preferred.
• 15+ years of experience in federal business development, with at least 7 years focused on DISA or DoD IT and communications programs.
• Proven track record of securing multimillion-dollar contracts with DISA, including IDIQs, task orders, CSO's, or sole-source awards.
• Technical & Market Skills:
  • Deep knowledge of DISA's mission, programs, and acquisition processes.
  • Expertise in cybersecurity solutions, optical networking, and cloud services.
  • Familiarity with DoD compliance standards and federal mandates.
  • Strong understanding of federal procurement vehicles (e.g., GSA Advantage, SEWP, ENCORE III) and SAM.gov processes.
• Leadership & Soft Skills:
  • Exceptional strategic leadership, with the ability to drive complex, high-stakes sales cycles and build consensus among diverse stakeholders.
  • Outstanding communication and negotiation skills, capable of engaging DISA executives, technical teams, and industry partners.
  • Analytical and results-driven, with a proven ability to forecast opportunities and deliver measurable revenue growth.
  • Collaborative mindset, adept at working cross-functionally in a fast-paced, mission-driven environment.
• Additional Requirements:
  • Willingness to travel up to 30% for DISA engagements, industry events, and partner meetings (primarily Fort Meade, D.C. metro, and Scott AFB).
  • Active U.S. government security clearance or eligibility to obtain one, given DISA's classified environment.
  • Valid driver's license and reliable transportation.

• Established network of relationships within DISA, including program offices like the Cybersecurity Directorate, Emerging Technology Directorate, PEO Transport, etc.
• Background in cybersecurity or optical networking solutions tailored for DoD applications.
• Certifications such as CISSP, PMP, or ITIL; or technical training in optical networking (e.g., Ciena or Nokia certifications).

• Minimum SECRET Clearance required
• Percent of Travel Required: 15-30%

• Ability to travel, type, communicate via telephone and sit for extended periods of time.