Director, Business Development - State Government

Director, Business Development - State GovernmentReq number:R7656Employment type:Full timeWorksite flexibility:RemoteWho we areCAI is a global services firm with over 9,000 associates worldwide and a yearly revenue of $1.3 billion+. We have over 40 years of excellence in uniting talent and technology to power the possible for our clients, colleagues, and communities. As a privately held company, we have the freedom and focus to do what is right-whatever it takes. Our tailor-made solutions create lasting results across the public and commercial sectors, and we are trailblazers in bringing neurodiversity to the enterprise.Job SummaryWe are looking for a motivated Director, Business Development- State Government ready to take us to the next level! If you have experience in sales within public sector and are looking for your next career move, apply now.Job DescriptionThe Director, Business Development - State Government will lead growth strategy and capture across CAI's State Government division. Reporting to the Vice President, Public Sector, this role drives how we identify, pursue, and win work with state agencies, higher education institutions, and related public sector clients.The work spans the full opportunity lifecycle - market analysis, pipeline development, client engagement, capture planning, and proposal leadership through award. Pre-sales activity is central to the role: the Director will drive client outreach and meetings, working to shape RFPs and realign CAI's offerings to market demand. The Director will plan and direct CAI's responses to RFPs, working with CAI's Enterprise Solutions Center and our account leadership to put strong proposals on the table.This position is full-time and remote (ideally in EST or CST ), with approximately 15-20% travel for client meetings, conferences, and occasional in-person sessions with the leadership team.What You'll DoMarket & Competitive IntelligenceTrack state government buying trends, priorities, and federal fundingMaintain current competitor profiles across State Government practice areasCoordinate FOIA requests and analyze responses to sharpen pursuit planningGrowth Strategy & PipelineDevelop and execute growth strategy across the State Government portfolioIdentify and qualify new agency targets aligned to CAI's capabilitiesBuild and manage State Government pipeline data, tracking activity and progressionUse existing contract vehicles and cooperative purchasing agreements (NASPO, Sourcewell, and similar) to expand into new agenciesPartner with CAI support organizations to vet plans, sharpen targeting, and execute on strategic geographic and vertical pursuitsMarketing & Market PositioningLead conference planning for the division, selecting events, identifying speaking opportunities, and developing pre- and post-event engagement plansPartner with CAI Marketing on thought leadership campaigns, website content, and collateral that reflect CAI's capabilitiesDevelop capability 2-pagers and success stories that represent CAI in the market.Represent CAI at industry events and executive briefingsClient Engagement & Pre-SalesBuild and maintain relationships with agency stakeholders, IT and procurement leadership, and other decision-makers across target accountsLead client meetings, capability briefings, and discovery sessions; prepare materials and tailor messaging to each conversationDevelop account maps and stakeholder engagement plans for priority pursuitsConduct capture planning ahead of expected solicitations - understanding client priorities, shaping CAI's positioning, and deciding where to invest pre-bid effortQualifications & Pre-RFP ReadinessMaintain a qualifications library and past performance narratives to use in active bidsDevelop reusable proposal templates and solution boilerplateEstablish an engagement cadence with SMEs to keep qualifications freshBid & Proposal LeadershipPlan and direct response structure, narrative, and win themes across RFPs, RFQs, RFIs, and task ordersOversee bid efforts end-to-end, partnering with CAI's Proposal Development Center on cadence and process, mobilizing SMEs for solution input, and driving pricing strategyRefine draft proposal sections as a senior reviewerDrive handoff from capture to delivery on awardSME Coordination & Cross-Functional WorkBuild working relationships with CAI's capability and industry SMEs across State Government, including industry verticals (HHS, Transportation, Tolls, Finance, Education) and capabilities (Application Development, Application Managed Services, PMOs, Service Desk / IT Service Management, Cybersecurity, AI Enablement, Cloud)Connect with account teams to develop cross-sell opportunities within their territoriesWhat You'll NeedRequired:10+ years of progressive experience in State Government professional services consulting, business development, capture management, and proposal leadershipStrong working knowledge of state government procurement including cooperative contracting (e.g., NASPO, Sourcewell), RFx cycles, and contract negotiationSkilled at building and sustaining relationships with agency stakeholders across multi-year sales cyclesStrong proposal writing, editing, and review skills; comfortable setting direction on narrative, structure, and win themes, and elevating others' writingExperience orchestrating cross-functional teams (delivery, technical SMEs, marketing, pricing, legal) under bid deadlinesStrong strategic, analytical, and problem-solving skillsProficiency with Salesforce or a similar CRM, Microsoft Office Suite, and procurement intelligence tools (GovWin, GovSpend, or equivalent)Bachelor's degree in technology, business, finance, or a related fieldPreferred:Existing network of relationships across state agencies, system integrators, and public sector contracting organizationsExperience selling and/or delivering business and IT consulting services - application development, managed services, PMO, modernization, or similarExperience developing strategic pricing models and delivering fixed-price solutionsFamiliarity with State HHS, Transportation, Tolls, and Education verticalsPhysical DemandsAbility to safely and successfully perform the essential job functionsSedentary work that involves sitting or remaining stationary most of the time with occasional need to move around the office to attend meetings, etc.Ability to conduct repetitive tasks on a computer, utilizing a mouse, keyboard, and monitorLI-JE1Reasonable accommodation statementIf you require a reasonable accommodation in completing this application, interviewing, completing any pre-employment testing, or otherwise participating in the employment selection process, please direct your inquiries to application.accommodations@cai.io or (888) 824 - 8111.$180,000 - $190,000 per yearThe pay range for this position is listed above. Exact compensation may vary based on several factors, including location, experience, and education. Benefit packages include medical, dental, and vision insurance, as well as 401k retirement account access. Employees in this role receive paid time off and may also be entitled to paid sick leave and/or other paid time off as provided by applicable law.