Vice President – DOT Enterprise Account Leader
ICF seeks a dynamic and highly effective Enterprise Account Leader for our U.S. Department of Transportation (DOT) account that will coordinate across multiple Public Sector portfolios and service capabilities that span three of ICF’s operating groups – our Energy, Environment and Infrastructure (EEI), Digital Modernization & Experience (DMX), and Health, People and Human Resources (HPHS) groups - to ensure a unified go-to-market approach that ensures client satisfaction, delivery excellence, and new business growth within our expanding DOT presence. The DOT Account Leader will be a part of a newly formed Corporate-level Federal Enterprise Account Team reporting to the ICF’s Chief Market Innovation and Strategy Officer – Public Sector.
The ideal candidate will be a proven account and growth leader with a track record of superior client service, delivery and growth in DOT and an ability to effectively collaborate with and represent a broad range of ICF services to potential DOT clientele. This position will work across ICF’s transportation SMEs and technology practitioners and will partner with a federated growth and delivery enterprise that have existing contracts, solutions and capabilities and/or subject matter expertise relevant to opportunities within the DOT account. The ideal candidate will work with ICF partners and stakeholders to develop and implement a tactical growth account plan for DOT that leverages ICF capabilities, differentiators, and assets and focuses on high priority DOT operating administrations and offices.
This position will expand upon an already successful portfolio of established and growing customer programs at DOT, primarily in the areas of technical assistance, planning, decarbonization, resiliency, clean vehicles and fuels, policy analysis, digital modernization, training, strategic communications, and data analytics.
Overall objectives of this position include:
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Understand DOT’s emerging mission and priorities and align ICF’s offerings to meet their needs
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Implement ICF’s strategic growth and go-to-market plans through the development and execution of DOT-specific account plans for federal opportunities
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Identify target opportunities within DOT that address emerging challenges and priorities at the agency
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Expand and maintain a quality pipeline of opportunities and qualify opportunities, leveraging other account team members, go-to-market strategies, and business development or growth leaders as needed
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Engage with DOT clients to demonstrate ICF’s strategic advice and innovations that can help advance their mission
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Promote ICF’s brand and technical reputation within the DOT Account and across ICF’s DOT portfolio of projects
A key responsibility of the Account Leader is to convene, organize, and motivate DOT Account participants from across multiple ICF organizations to coordinate, collaborate and cross-fertilize division and service line capabilities for DOT through a common go-to-market framework.
You will work closely with leaders across ICF, including members of the Corporate Growth, Marketing and Innovation (GMI) organization, division and line of business leaders, growth and business development managers, capture executives, capability and solution leads, subject matter experts, other ICF stakeholders, and external partners to foster a “one ICF” approach to meet customer needs.
Preference for this role is for a candidate to be located in the Washington DC metro area with a hybrid office work schedule. Other candidates not residing in the DC region will be given consideration. Travel to client sites, ICF offices and conferences will be required to support the account and meet with prospective clients.
This is an outstanding opportunity to work with talented and passionate individuals and to grow with a firm that believes in nurturing talent and developing long-term career success.
Key Responsibilities:
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Facilitate the effective identification, qualification, and advancement of a multi-year DOT business pipeline of pursuits totaling over $250+ million annually.
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Use your deep and current network and insights with DOT operating administrations and offices to fully understand their current and upcoming needs.
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Translate evolving Federal agency strategic goals, requirements, operations, and programs into new ICF engagements and relationships and demonstrate to clients how ICF can resolve their most challenging problems.
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Represent and ensure an aligned and coordinated presence and messaging to DOT prospects and business partners, ensuring optimal presentation of all relevant ICF capabilities and expertise to prospective clients.
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Lead DOT Account Team meetings, leveraging a structure already in place for some DOT agencies, providing a means to share knowledge, understanding of existing ICF program status, clients, DOT priorities, emerging opportunities, competitor positions, and opportunities for client engagement
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Support Capture Executives with client engagement activities, and provide key intelligence and understanding of client needs to support key proposals
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Assist DOT account participants, BD leads, and capture executives with obtaining key DOT client meetings and representing ICF through key conversations, briefings, presentations, or conference moderation/presentations
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Collaborate with the Federal Enterprise Account and Capture (FEAC) team Leadership, Business Development, and other ICF functions; leverage ICF processes, systems, and resources to ensure a robust pipeline.
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Play a key role in capture, bid and proposal processes and demonstrate deep understanding of federal contracting requirements including ability to influence acquisition strategies.
Develop strategic teaming relationships with potential partners—including small business partners, consultants, universities (including HBCUs), and NGOs- - to facilitate winning new work.
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Monitor delivery risk and performance through client engagement, existing mechanisms and in close cooperation with delivery and operations teams within ICF’s Operating Groups.
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Expand ICF’s external brand through thought leadership, panel presentations, participation in professional societies, and other activities as relevant to DOT priorities; engage business line staff in these activities.
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Support marketing activities that promote ICF’s capabilities to address DOT’s emerging challenges and priorities.
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Support organizational capability by developing business line staff capacity in client engagement and satisfaction to increase access to depth of understanding of DOT’s emerging needs and priorities.
Basic Qualifications:
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10+ years of experience working in and/or supporting DOT (with a focus on professional services, IT modernization, and digital transformation) in client-facing roles with demonstrated success delivery and building work in a professional services, consulting, and/or technology firm. Some combination of State and Federal DOT experience will be considered.
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At least 8+ years of experience in a growth-oriented role, with established relationships across DOT and industry partners.
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Strong past-performance leading opportunity identification, deal qualification, call plans, and the development of strategic account plans.
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Strong experience supporting capture and proposals, often supporting multiple efforts simultaneously.
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Strong and verifiable track record of winning large ($>25M) new prime opportunities in the DOT account.
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Prior delivery experience working on consulting and professional services projects at DOT.
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Demonstrated ability to collaborate and foster partnership with business leadership, subject matter experts and external partners to help shape the business strategy, influence senior executives, and challenge the status quo.
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Bachelor’s degree or equivalent experience (4 years of relevant professional experience can be substituted for a B.S.) is required.
Professional Skills:
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Positive, pragmatic, and collaborative style, with an ability to motivate teams and generate enthusiasm, train and develop others, and be innovative in accomplishing goals in a large, complex, multi-cultural, and matrixed environment.
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Strategic but hands-on leader with exceptional organizational, communications, and people management skills.
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The ability to gain the respect of peers within the ICF leadership team, forge strategic alliances, and be able to influence peers across the organization while achieving key growth goals.
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Strong business and financial acumen; linking ICF’s operational and federal health strategy to tactical account plans and activities, and qualified pipeline
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Experience crafting, iterating and achieving behavior change and outcomes through effective leadership and influence
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Exceptional verbal, interpersonal and written communication skills.
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Strong analytical, problem-solving and decision-making capabilities.
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Sound business ethics, including the protection of proprietary and confidential information.
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Proficiency in MS Office Applications and CRM tools (Word, PowerPoint, Outlook, Excel, TEAMS and Microsoft Dynamics)
About ICF
ICF is a $1 billion+ global consulting provider and works across a range of industries to make the world a better place through deep domain expertise, innovative thinking and technology. With 50+ years of experience in public sector consulting and program implementation, we have an optimal platform for delivering consulting services and technology solutions to U.S. Public Service Federal Agencies. As we expand our Public Sector go-to-market strategy and scale our account and business development functions, this is an excellent opportunity to join a team that supports ICF’s enterprise growth platform. Our work is diverse, timely, relevant, and impactful – improving the lives of millions of people at home and abroad every day.
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Working at ICF
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Pay Range - There are multiple factors that are considered in determining final pay for a position, including, but not limited to, relevant work experience, skills, certifications and competencies that align to the specified role, geographic location, education and certifications as well as contract provisions regarding labor categories that are specific to the position. The pay range for this position is:
$181,204.00 - $308,046.00
Reston, VA (VA30)
