{"id":3426765,"url":"https://alion.io/job/burns-engineering-vice-president-business-development","title":"Business Development","company":{"id":4417320,"name":"Burns Engineering","domain":"burns-group.com","url":"https://alion.io/company/burns-group","size_band":"201-500","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Greenhouse","truth_index":{"grade":"A","score":95,"open_postings":22,"ghost_share":0,"stale_share":0,"repost_share":0,"time_to_fill_p50_days":90,"computed_at":"2026-10-31T05:58:55Z"}},"role":"Sales","role_family":"Sales","seniority":"staff","employment_type":null,"work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Los Angeles, United States","El Segundo, United States","Philadelphia, United States"],"countries":["US"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":{"min_usd":141000,"max_usd":277000,"period":"year","method":"role_seniority_country_remote_cell","sample_n":2908},"experience_years_min":10,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[],"status":"live","first_seen_at":"2026-10-28T19:57:09Z","employer_posted_date":"2026-10-29","last_verified_at":"2026-10-31T09:46:35Z","board_verified":true,"closed_at":null,"days_open":2,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":2},"description":"About Burns:\nBurns Engineering provides professional engineering design and project management services for transportation, facilities, and infrastructure projects. We help our clients attain their strategic goals and initiatives through successful large-scale infrastructure projects. Burns’ full-service capabilities include mechanical, electrical, civil, structural, transportation, and energy consulting engineering.\nRecently voted a Top Workplace by Philly.com, we credit our strength as an organization to our talented, driven, vibrant team. Burns is an ENR Top 500 Firm, and has been named an MEP Giant by Consulting-Specifying Engineer Magazine, as well as a Hot Firm by Zweig. We are industry experts, proven leaders, innovative thinkers, and team players. We put our clients’ successes and best interests first, because their success is our success. We have fun at work because we love making a difference in the world. We are looking for high-energy, bright, collaborative individuals who want the opportunity to “write their own story” with us.\nPosition Summary\nWe are seeking an accomplished Business Development in Southern California or Philadelphia, to strengthen and lead the processes, disciplines, and operating rhythms that drive enterprise growth.\nThis executive will be responsible for achieving enterprise sales objectives by overseeing the development, maintenance, and conversion of a high-quality pipeline of opportunities and improving the organization's effectiveness in capture management and strategic account management.\nThe Business Development Leader will provide oversight in a matrix organization to capture managers and strategic account leads, establishing consistent processes, expectations, tools, training, performance measures, and accountability. Working closely with senior executives, P&L owners, and business-unit leaders, this role will ensure that account strategies and major pursuits are effectively managed and that commitments translate into action and measurable results.\nA significant focus will be strengthening the organization's approach to capture management for complex, competitive RFPs, particularly within the transportation, healthcare, higher education, and data center markets. Experience with public-sector customers and procurement processes is highly desirable.\nThe ideal candidate is an experienced go-to-market leader and operator who brings deep knowledge of capture management and account management, along with a demonstrated track record of contributing to successful pursuits and business growth. This individual excels at bringing structure to complex organizations, developing repeatable processes, coaching teams, and coordinating execution across multiple business units.\nKey Responsibilities\nGo-to-Market Strategy, Processes & Operating Discipline\nDevelop and institutionalize scalable go-to-market processes supporting business development, capture management, and strategic account management.\nEstablish consistent enterprise methodologies, governance, stage gates, tools, templates, and operating rhythms.\nDefine clear expectations, roles, milestones, and performance measures for capture managers, strategic account leads, business-unit leaders, and other pursuit participants.\nEstablish effective pipeline, account, and capture reviews focused on decisions, actions, risks, and accountability rather than simply reporting activity.\nDevelop practical playbooks and training to strengthen capture-management and account-management capabilities throughout the organization.\nCreate mechanisms for sharing lessons learned and best practices across business units.\nUse win/loss results, pipeline performance, and feedback from business leaders to continuously improve GTM processes and organizational effectiveness.\nPipeline Management & Enterprise Sales Execution\nOversee the development, maintenance, and conversion of a disciplined pipeline of qualified opportunities aligned with enterprise and business-unit priorities.\nEstablish consistent expectations for opportunity qualification, pipeline management, forecasting, and progression.\nMaintain enterprise-level visibility into pipeline health, opportunity progression, competitive position, forecast accuracy, and conversion.\nPartner with P&L owners to establish sales priorities and drive execution against enterprise sales goals.\nIdentify gaps, stalled opportunities, and execution risks and work with accountable leaders to address them.\nEnsure organizational resources and executive attention are appropriately aligned with priority opportunities.\nDrive accountability for actions and milestones required to advance opportunities through the pipeline.\nCapture Management & Competitive Pursuits\nLead the organization's approach to capture management for complex, competitive RFPs and major pursuits.\nProvide oversight, coaching, and direction to capture managers responsible for priority opportunities.\nEstablish a consistent capture methodology addressing customer priorities, competitive positioning, win strategy, teaming, solution development, executive engagement, and pursuit milestones.\nEstablish effective qualification, Go/No Go, and stage-gate disciplines.\nFacilitate structured capture reviews that assess readiness and competitive position, identify gaps, drive decisions, and establish clear actions and ownership.\nHelp capture managers mobilize and coordinate multidisciplinary pursuit teams across business units.\nPartner with proposal teams, technical leaders, operations, P&L owners, and senior executives to ensure capture strategies translate effectively into proposals.\nStrengthen the organization's ability to position priority opportunities in advance of formal RFPs.\nEstablish post-pursuit reviews and incorporate lessons learned into future capture practices.\nStrategic Account Management\nProvide enterprise-level oversight and direction to Tier 1-3 account leads within a matrix organization.\nEstablish a consistent enterprise methodology for strategic account management.\nPartner with account leads and business-unit leaders to develop actionable plans for priority accounts.\nEstablish operating rhythms for reviewing account objectives, customer relationships, pipeline, competitive position, risks, and next actions.\nEnsure account plans translate into specific actions, opportunity development, and measurable progress.\nCoordinate executive sponsorship of priority accounts.\nPromote collaboration across business units to strengthen customer relationships and identify enterprise-wide opportunities.\nDevelop account-management training, tools, and best practices that improve execution across the organization.\nQualifications\nRequired\n10+ years of experience in the AEC industry, including at least 5 years of progressive leadership experience in business development, capture management, account management, sales operations, go-to-market leadership, or related roles.\nDeep understanding of capture management and strategic account management practices within an AEC or comparable professional-services environment.\nDemonstrated experience designing, implementing, or improving business development, capture-management, and account-management processes.\nExperience providing leadership and oversight to capture managers, account leads, business development professionals, or comparable commercial teams in a matrixed organization.\nDemonstrated experience leading or materially contributing to successful competitive pursuits and RFPs.\nA track record of contributing to sales growth, pipeline conversion, improved win rates, or other measurable business development outcomes.\nExperience in one or more of the following markets:\nTransportation\nHealthcare\nHigher education\nData centers\nProven ability to work effectively with senior executives and P&L owners within a matrix organization.\nDemonstrated ability to influence, align, and hold teams accountable without relying on direct reporting authority.\nExperience coordinating and program managing initiatives spanning multiple business units and functions.\nStrong facilitation, executive communication, presentation, and organizational skills.\nAbility to combine strategic thinking with detailed execution and follow-through.\nHighly Desirable\nSignificant experience with public-sector customers, procurement processes, and competitive RFPs.\nExperience implementing enterprise-wide capture-management and strategic account-management methodologies.\nExperience developing and delivering capture-management, account-management, and business-development training.\nExperience leading complex pursuits involving multiple operating businesses, technical disciplines, or geographic markets.\nExperience establishing enterprise sales and pipeline-management operating rhythms, metrics, and governance.\nEducation\nBachelor's degree in engineering or business required.\nMBA a plus.\nSuccess Measures\nSuccess in this role will be measured by both commercial outcomes and improvement in the organization's ability to execute its go-to-market strategy consistently, including:\nAchievement of enterprise sales goals.\nQuality, value, and progression of the qualified pipeline.\nConversion of pipeline into new business and revenue.\nWin rate on competitive pursuits.\nCapture rate on qualified strategic opportunities.\nConsistent adoption and effectiveness of enterprise capture-management processes.\nConsistent adoption and effectiveness of strategic account-management processes.\nEffectiveness of capture managers and strategic account leads in advancing priority opportunities and accounts.\nForecast accuracy and visibility into pipeline health, risks, and required actions.\nEffectiveness of GTM training and capability development.\nConsistent execution of agreed-upon actions and milestones across priority accounts and pursuits.\nEffectiveness in coordinating senior executives, P&L owners, capture managers, account leads, and multiple business units around enterprise growth priorities.\nEqual Opportunity Employer/Protected Veterans/Individuals with Disabilities: This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.\nCalifornia Privacy Notice: If you are a California resident, please review our California Applicant Privacy Notice to learn how we collect, use, and disclose personal information during the recruiting process: click here","description_format":"text","description_chars":10486,"description_truncated":false,"requirements":{"experience_years_min":10,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":{"level":"bachelor","optional":false},"security_clearance":false,"languages":[]},"benefits":[],"hiring_locations":[],"hiring_excludes":[],"relocation_offered":false,"industries":["Energy & Utilities","Transport Infrastructure","Higher Education"],"lifecycle":[{"event":"open","at":"2026-10-28T22:45:59Z"}],"visa":[{"country":"US","licensed_sponsor":true,"evidence":"H-1B filings in 12 months: 4","filings_12m":4,"filings_prev_12m":7,"green_card_filings_12m":0,"median_offered_wage_usd":127500,"route":null,"cap_exempt":false,"checked_at":"2026-10-29T16:27:21+00:00","sources":["US Department of Labor: LCA disclosure data (H-1B, H-1B1, E-3)","US Department of Labor: PERM disclosure data (green cards)"],"filings_for_role_12m":0}],"liveness":{"score":86,"band":"hot","label":"Hiring now","p_open":1,"p_active":0.86,"p_room":1,"age_days":2,"expected_fill_days":90,"reasons":["conf:3","win:early"],"computed_at":"2026-10-31T05:58:55Z"},"pay":null,"html_url":"https://alion.io/job/burns-engineering-vice-president-business-development","json_url":"https://alion.io/job/burns-engineering-vice-president-business-development.json","meta":{"generated_at":"2026-10-31T13:16:30Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":20564,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-11-01T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":4417320},"rest":"https://alion.io/mcp/rest/get_company?id=4417320"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Fburns-engineering-vice-president-business-development"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Fburns-engineering-vice-president-business-development"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Fburns-engineering-vice-president-business-development"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/burns-engineering-vice-president-business-development\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Fburns-engineering-vice-president-business-development"}],"agent":{"mcp":"https://alion.io/mcp/jobs","mcp_open":"https://alion.io/mcp/open","next":[{"tool":"get_job","arguments":{"id":3426765}},{"tool":"search_jobs","arguments":{"company":"burns-group.com","detail":"compact"}},{"tool":"match_people","arguments":{"job_id":3426765},"note":"people open to offers who fit this vacancy"}],"note":"The same data through MCP tools: https://alion.io/mcp/open needs no sign-in (compact searches, postings, people); https://alion.io/mcp with an Alion account has everything. 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