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ICON Prime is seeking an entrepreneurial Senior Associate in Business Development to expand its defense business across the U.S. military services, spanning military construction (MILCON) and defense technology (MilTech). You will operate with significant autonomy to generate, shape, and close complex government opportunities across the Army, Navy, Air Force, Marine Corps, and National Guard.
Key responsibilities include developing and executing a business development strategy to expand ICON Prime's DoD presence; building and maintaining a high-quality federal pipeline by engaging program offices, requirements owners, and contracting officers early; cultivating deep relationships with key stakeholders at USACE, NAVFAC, AFCEC, DIU, AFWERX, and service-specific construction and installation commands; leading end-to-end capture for targeted opportunities from business validation through contract negotiation, including teaming strategy and pricing guidance; pursuing design-build, OTA, and IDIQ opportunities for barracks, hardened facilities, base infrastructure, expeditionary construction, and SCIF deployment; developing and delivering briefings, white papers, and capability narratives for general officers and senior civilian officials; conducting market intelligence and competitive analysis to guide capture strategy and product roadmap; partnering with Engineering, Operations, and Regulatory teams to ensure solutions align with Unified Facilities Criteria (UFC) and service requirements; and maintaining pipeline and customer data in HubSpot while contributing to pipeline and gate reviews with Prime leadership.
The role reports to the Senior Director, Prime Business Development & Government Affairs and requires up to 30% travel. You will work closely with internal teams to ensure BD commitments are technically grounded, contractually executable, and informed by customer needs.
REQUIREMENTS:
- 7+ years of business development, capture management, or program management experience within DoD or military construction, with a track record of closing competitive federal contracts
- Experience working with federal government agencies, DoD organizations, or military construction projects with understanding of government contracting and acquisition processes
- Deep fluency in federal procurement, including FAR/DFARS, OTAs, IDIQs, DIU and AFWERX pathways, SBIR/STTR, the MILCON process, and defense appropriations cycles
- Excellent verbal and written communication skills with proven ability to present complex technical information to government stakeholders, military officials, and internal teams, and create compelling proposals, presentations, and technical marketing content
- Exceptional relationship-building and networking abilities with demonstrated success establishing trust and credibility with government agencies and federal stakeholders
- Proven ability to engage senior DoD stakeholders at the Pentagon, service command, or major command level
- Working knowledge of Unified Facilities Criteria (UFC) and military design standards
- Entrepreneurial mindset with the ability to self-direct and execute at startup speed with limited institutional support
- Ability to travel up to 30% for customer meetings, conferences, and industry events
- Bachelor's degree in a relevant field, or equivalent practical experience
PREFERRED:
- Prior military or federal civilian service, particularly with USACE, NAVFAC, AFCEC, Marine Corps Installations Command, or a DoD R&D command, including Navy Civil Engineer Corps or Seabees, Air Force civil engineering, or Marine Corps engineering and facilities
- Active or current eligibility for a Secret or TS/SCI security clearance (TS/SCI preferred)
- Familiarity with MILCON project delivery, OTA construction agreements, or other non-traditional defense acquisition pathways
- Background in design-build or fast-track delivery, or in 3D printing, additive manufacturing, robotics in construction, or other innovative construction methods
- Graduate degree in construction management, engineering, or a related discipline, or a background in management consulting or strategic advisory focused on defense
