Business Development Executive - Public Sector, State and Local Government

Job Description

CapTech is seeking an experienced Colorado-focused Business Development Executive. You will own business development for Colorado executive-branch agencies, departments, boards, and authorities, plus select county and municipal governments. You will collaborate with Colorado account and delivery leadership. You will be responsible for identifying strategic opportunities, developing new clients and identifying new opportunities within current accounts. While your primary focus is Colorado, you may support portfolio business development efforts in other markets; travel to other markets or CapTech offices may be required. Successful candidates should be entrepreneurial, have significant public-sector experience, a history of strong relationship management and a proven track record in selling IT consulting services to State and Local Governments. Must demonstrate strong prospecting and client facilitation of the full consulting sales cycle.  

CapTech does not assign individual quotas; we offer competitive pay plus uncapped commission. We hold this role accountable for a portfolio-level growth plan you help build, including new agency relationships opened, competitive prime contracts won, and engagements our delivery teams are proud to put their names on. 

Specific responsibilities for the Business Development Executive – Public Sector (State and Local Government) position include: 

Own the Colorado pipeline 

• Build and maintain a named-account plan for the State of Colorado: which agencies, which programs, which funding streams, which decision makers, and what we are going after in each over the next 24 months. 

• Work the pipeline end to end – originate, qualify, shape, price, and close. Advance the opportunities we can both win and deliver well, and kill the ones we can't, early and without drama. 

• Track the legislative and budget cycle, federal pass-through funding, and agency IT roadmaps so we are in front of a procurement well before it posts. 

• Keep the CRM current enough that portfolio and firm leadership can forecast from it. 

Lead our solicitation response effort 

• Run capture planning before an RFP exists: intelligence gathering, incumbent assessment, competitive positioning, teaming and subcontractor decisions, and the go/no-go recommendation. 

• Shape solicitations legitimately and early, including RFI responses, market research submissions, capability briefings, demonstrations, and vendor Q&A. 

• Actively write and shape the response, not just review it. You will own win themes and the executive summary, write or heavily edit the approach and management sections, drive pricing strategy with portfolio leadership, and hold the capture team accountable.  

• Navigate Colorado procurement mechanics, including competitive solicitations, sole source and emergency justifications, statewide price agreements, and cooperative contract vehicles. 

Sell as a team with delivery leadership 

• Partner day to day with portfolio and account leaders to set targets, growth objectives, and pursuit priorities, then execute them together. 

• Coach delivery leaders into confident, effective sellers. Prep them for client meetings, debrief with them afterward, teach them to recognize and qualify an opportunity inside their own accounts, and build the pursuit rhythms and habits that outlast any single deal. 

• Mine existing accounts with the delivery teams who serve them. 

• Transition wins cleanly to delivery, then stay close enough to protect the client experience and spot the follow-on. 

Represent CapTech in the Colorado market 

• Be visible and known at agency events, state IT community forums, industry associations, and the national bodies our clients belong to. 

• Act as a genuine advisor to agency executives on strategy, outcomes, and where technology actually helps.  

• Feed market intelligence back into the portfolio, including trends, competitor moves, procurement patterns, and the capability gaps we should close. 

Qualifications

Specific qualifications for the Business Development Executive – Public Sector, (State and Local Government) position include: 

• 8+ years selling professional services, with at least 3–5 of those years selling consulting or systems integration work to state or local government. This is a consulting sales role and experience is measured in scoped, priced, multi-phase engagements you shaped and closed, not in staff augmentation placements, software licenses, or reseller volume. 

• Current, senior relationships inside State of Colorado organizations, including agency executive directors and deputies, CIOs and CISOs, division and program directors, OIT leadership, and procurement officials.  

• Demonstrated hands-on ownership of competitive public-sector proposals, including orals evaluations and negotiation.  

• Experience selling with and through delivery practitioners. 

• Command of the public-sector buying cycle: appropriations and funding sources, procurement rules and timelines, evaluation and scoring mechanics, and contract vehicles. 

• Ability to assess a client's real problem, find the gaps in how they have framed it, and shape a solution with our practitioners that we can deliver profitably. 

• Strong writing and the ability to create dynamic presentations.  

• Bachelor's degree in business, technology, or a related discipline, or equivalent experience. 

• Residence in the Denver metro area, with the ability to be onsite at agency offices as needed. 

Preferred 

• Domain depth in one or more of: workforce and labor, health and human services, revenue and tax, transportation, or public safety. 

• Experience with large modernization and legacy-replacement programs. 

• Established standing in the Colorado technology and government community. 

• Familiarity with agile product delivery, cloud and data platform modernization, human-centered design, and artificial intelligence. 

Additional Information

We want everyone at CapTech to be able to envision a lasting and rewarding career here, which is why we offer a variety of career paths based on your skills and passions.  You decide where and how you want to develop, and we help get you there with customizable career progression and a comprehensive benefits package to support you along the way.  Alongside our suite of traditional benefits encompassing generous PTO, health coverage, disability insurance, paid family leave and more, we’ve launched extended benefits to help meet our employees’ needs. 

• CapTech is committed to providing a flexible work environment and helping our employees achieve a work-life balance that suits their individual needs. Employees must be available to work onsite in a client location or a CapTech office as requested. We allow CapTech employees to work remotely when compatible with CapTech and client needs. 

• Learning & Development – Programs offering certification and tuition support, digital on-demand learning courses, mentorship, and skill development paths
• Modern Health –A mental health and well-being platform that provides 1:1 care, group support sessions, and self-serve resources to support employees and their families through life’s ups and downs
• Carrot Fertility –Inclusive fertility and family-forming coverage for all paths to parenthood – including adoption, surrogacy, fertility treatments, pregnancy, and more – and opportunities for employer-sponsored funds to help pay for care
• Fringe –A company paid stipend program for personalized lifestyle benefits, allowing employees to choose benefits that matter most to them – ranging from vendors like Netflix, Spotify, and GrubHub to services like student loan repayment, travel, fitness, and more
• Employee Resource Groups – Employee-led committees that embrace and incorporate diversity and inclusion into our day-to-day operations
• Philanthropic Partnerships – Opportunities to engage in partnerships and pro-bono projects that support our communities. 
• 401(k) Matching – Generous matching and no vesting period to help you continue to build financial wellness

CapTech is an equal opportunity employer committed to fostering a culture of equality, inclusion and fairness — each foundational to our core values.  We strive to create a diverse environment where each employee is encouraged to bring their unique ideas, backgrounds and experiences to the workplace. For more information about our Diversity, Inclusion and Belonging efforts, click HERE.  As part of this commitment, CapTech will ensure that persons with disabilities are provided reasonable accommodations. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact Laura Massa directly via email [email protected]. At this time, CapTech cannot transfer nor sponsor a work visa for this position. Applicants must be authorized to work directly for any employer in the United States without visa sponsorship.  

CapTech supports Equal Pay for all. In addition, in the State of Colorado, we are committed to Equal Pay for ALL in accordance with the Colorado Equal Pay for Equal Work Act. The base pay range for this role is: $135,000 to $225,000. 

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