RICHARD J. CONNER
Reston
Summary
Dynamic business development leader with a proven track record at vTech Solution Inc., driving a $1B+ pipeline through strategic partnerships and competitive intelligence. Expert in federal market expansion and RFI/RFP response strategy, fostering cross-functional collaboration and mentoring teams to enhance performance and achieve organizational growth objectives.
Overview
7
7
years of professional experience
Work History
Sr. Manager of Business Development
vTech Solution Inc.
Herndon
01.2024 - Current
- Spearhead business development and capture strategies across DHS, DOE, DOS, HUD, and DoD, aligning federal growth with long-term organizational goals.
- Build and manage a $1B+ pipeline by leveraging procurement intelligence, forecast analysis, and strategic customer engagement.
- Lead end-to-end opportunity lifecycle including bid/no-bid analysis, SWOT and competitive assessments, and stakeholder influence strategies.
- Forge and expande strategic alliances with large and small business partners, resulting in high-performing teaming structures.
- Mentor capture managers and junior team members, enhancing team performance, knowledge-sharing, and proposal execution.
- Collaborate cross-functionally with technical SMEs, pricing analysts, and proposal staff to ensure aligned, executable growth strategies.
- Integrate operational market research to improve win probability and align pursuits with agency mission priorities and funding trends.
Business Development Manager
Seventh Sense Consulting, LLC
Woodbridge
01.2023 - 01.2024
- Developed and executed federal business development plans focused on VA, DOS, and HUD, aligned with a $25M growth target.
- Championed market expansion efforts by integrating new solution areas including AI governance and emerging GovTech priorities.
- Streamlined operational and proposal workflows to improve RFI/RFP responsiveness and enhance pursuit alignment with delivery capabilities.
- Strengthened BD operations by improving pipeline management and advancing visibility between sales and delivery teams.
Business Development Manager
The Bizzell Group
Hyattsville
01.2022 - 01.2023
- Oversaw federal business development pipeline exceeding $100M across HHS, USAID, and HUD, guiding opportunity qualification and strategic positioning.
- Conducted gap analyses and competitive assessments to shape acquisition targeting and teaming strategies.
- Improved CRM reporting and visibility to enable operational forecasting, executive decision-making, and BD-to-delivery handoffs.
- Served as a strategic partner to executive leadership in defining pursuit priorities and aligning growth plans with capabilities and P&L targets.
Federal Business Development Manager
Coresphere
Bethesda
01.2021 - 01.2022
- Captured over $3M in annual revenue across five federal agencies, including HHS, VA, and USDA, through focused relationship-building and solution development.
- Directed pursuit strategy, proposal development, and executive coordination for federal IT and professional services contracts.
- Mentored BD and technical teams in solution alignment, market messaging, and proposal development.
- Collaborated across departments to ensure capture activities aligned with internal resourcing, operational goals, and post-award delivery plans.
Federal Business Development Representative
Contegix
Dulles
01.2019 - 01.2021
- Identified and developed federal BD strategies for application services, cloud solutions, and CMS platforms (Drupal, Atlassian toolsets, etc.).
- Generated over $1M in qualified pipeline by cultivating agency relationships, conducting market analysis, and aligning offerings with customer priorities.
- Partnered with solution architects and capture leads to shape opportunity responses, technical demos, and procurement positioning.
- Supported growth planning efforts with pipeline forecasting and market research across IT modernization and digital transformation initiatives.
Business Development & Account Manager
Cogent Communications
Washington
01.2018 - 12.2018
- Drove business growth across federal and enterprise segments, using targeted outreach and strategic positioning to secure new revenue.
- Managed full-cycle sales efforts while nurturing long-term relationships with key government and commercial decision-makers.
- Contributed to capture planning, proposal development, and marketing efforts to enhance brand presence and win probability.
Education
Bachelor of Science - Criminal Justice
Strayer University
Ashburn, GA06-2012
Skills
- Business development strategy
- Federal market expansion
- Pipeline development and forecasting
- Strategic partnerships
- Client engagement
- Win strategy formulation
- Competitive intelligence
- RFI/RFP response strategy
- Government procurement
- Proposal management
- Teaming agreements
- Regulatory compliance
- Cross-functional collaboration
- Executive communication
- Sales mentorship
- Operational alignment
Industry Engagement
- The American Council for Technology - Industry Advisory Council | ACT-IAC
- National Association for Attorneys General | NAGG
- 8th Annual Small Business IT Event | HUD
- Cybersecurity & Digital Transformation Small Business Event | DHS
Specialized Training
- Business Development Boot Camp Certificate, Shipley Associates
- Capturing Federal Business Certificate, Shipley Associates
Professional Highlights
- Built and managed a $1B+ federal opportunity pipeline across DHS, DOE, DOS, HUD, DoD, HHS, and USDA—driving strategic growth through forecast analysis, competitive positioning, and opportunity qualification.
- Secured over $70M in awarded contracts from a $300M+ pipeline by leveraging trusted relationships with federal agencies and industry partners, while leading comprehensive capture and pursuit strategies.
- Achieved a career win rate of 70–75% by executing structured capture frameworks including SWOT analyses, Bidder Comparison Matrices, and leading bid/no-bid decision-making processes.
- Directed business development and capture strategy for $100M+ in federal pursuits, driving strategic planning, partner engagement, and pipeline forecasting for HHS, USAID, HUD, and DHS.
- Led cross-functional proposal teams to develop winning solution strategies, including tailored win themes, pricing approaches, and value propositions aligned with client mission requirements.
- Mentored and developed junior BD and capture managers, enhancing team capability in market intelligence, RFI/RFP response, and pipeline development best practices.
References
References available upon request.
Timeline
Sr. Manager of Business Development
vTech Solution Inc.
01.2024 - Current
Business Development Manager
Seventh Sense Consulting, LLC
01.2023 - 01.2024
Business Development Manager
The Bizzell Group
01.2022 - 01.2023
Federal Business Development Manager
Coresphere
01.2021 - 01.2022
Federal Business Development Representative
Contegix
01.2019 - 01.2021
Business Development & Account Manager
Cogent Communications
01.2018 - 12.2018
Bachelor of Science - Criminal Justice
Strayer University
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