{"id":1194523,"url":"https://alion.io/job/icf-business-development-manager-marketing","title":"Business Development Manager: Marketing","company":{"id":2632,"name":"ICF","domain":"icf.com","url":"https://alion.io/company/icf","size_band":"5000+","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Workday","truth_index":{"grade":"A","score":100,"open_postings":17,"ghost_share":0,"stale_share":0,"repost_share":0.059,"time_to_fill_p50_days":19,"computed_at":"2026-10-13T05:45:00Z"}},"role":"Management","role_family":"Management","seniority":"lead","employment_type":"full_time","work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Reston, United States"],"countries":["US"],"hiring_countries":[],"hiring_countries_total":0,"salary":{"min":108476,"max":184409,"currency":"USD","period":"year","gross":null,"usd_annual":184409},"salary_estimate":null,"experience_years_min":null,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[],"status":"live","first_seen_at":"2026-09-24T18:29:29Z","employer_posted_date":"2026-09-24","last_verified_at":"2026-10-13T03:13:43Z","board_verified":true,"closed_at":null,"days_open":18,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":18},"description":"We are seeking a Business Development Manager to join our Utility Growth Team and accelerate growth across the utility market, selling integrated marketing, communications, and customer engagement services alongside ICF’s broader consulting and technology offerings.\nICF’s utility clients are navigating one of the most significant transformations in the energy industry-decarbonization, grid modernization, electrification, and customer program innovation. Succeeding in this environment requires utilities to engage, educate, and motivate their customers like never before. We combine deep domain expertise with full-service marketing and communications capabilities to help utilities drive program participation, customer engagement, and brand trust.\nThis role is ideal for a high-energy, consultative seller who thrives in complex, relationship-driven sales environments and can translate client challenges into growth opportunities across ICF’s utility marketing portfolio, including opening new relationships beyond ICF’s traditional energy efficiency contacts.\nWhat You’ll Do\nBuild and advance a pipeline of utility marketing opportunities across North America, proactively opening doors with utility stakeholders beyond ICF’s traditional energy efficiency contacts-including corporate communications, corporate marketing, brand management, customer solutions, community relations, and procurement.\n\nOwn the full sales lifecycle from prospecting and discovery through qualification, pursuit, negotiation, and close.\n\nQualify leads based on client need, strategic fit, competitive position, budget, decision process, and timing, and advance or disqualify opportunities accordingly.\n\nBuild compelling, client-specific value propositions that connect ICF’s marketing capabilities to measurable client outcomes.\n\nMaintain complete, accurate, and current opportunities, contacts, activities, next steps, close dates, and forecasts in the CRM.\n\nMeet established pipeline development, sales activity, and revenue goals, and communicate risks and opportunities through regular pipeline reviews.\n\nYour focus will include selling:\nMarketing and communications strategy, campaign development, and implementation\n\nCreative, content, digital, strategic communications and brand management, including web experience, marketing automation, and campaign analytics\n\nIntegrated offerings tailored to each client’s strategy, customer base, and regulatory environment\n\nFirst 30 Days\nGain an understanding of utility marketing growth priorities, key pursuits, and pipeline management processes while contributing to the development and maintenance of a $45M+ qualified pipeline.\n\nDevelop a strong command of ICF’s marketing, communications, and customer engagement services, ICF’s energy, climate and environmental offerings, and how they integrate with consulting and technology services\n\nLearn and apply ICF’s business development and capture processes\n\nBuild relationships with utility sales, delivery, and marketing leaders across EEI, and begin mapping stakeholders in corporate communications, brand, and customer solutions functions\n\nBegin developing a target account and contact strategy by solution area\n\nPartner with delivery teams to identify expansion and cross-sell opportunities within existing utility clients\n\nFirst 6 Months\nLead 10-15 concurrent pursuits across the full sales lifecycle\n\nProactively build new relationships and generate net-new meetings and opportunities with utility stakeholders outside of energy efficiency-including corporate communications, corporate marketing, brand management, customer solutions, community relations, and procurement-through direct, proactive (including cold) outreach\n\nDevelop win strategies, including competitive positioning, stakeholder mapping, and ongoing competitive analysis of marketing/communications agencies and consulting competitors\n\nDrive pursuit activities including pipeline reviews, forecasting, and gate reviews\n\nContribute as a proposal reviewer across multiple solutions and offerings\n\nIdentify and secure strategic partners, including negotiating teaming agreements\n\nMaintain accurate pipeline tracking and reporting in CRM systems\n\n12-18 Months\nClose $15M+ in new sales across marketing, communications, and customer engagement solutions\n\nContribute to utility market and account growth strategies\n\nPartner with ICF’s marketing team to support thought leadership and targeted campaigns, and conference strategies\n\nDevelop business cases, pricing strategies, and value propositions to expand into new utility segments or solution areas or adjacent markets\n\nCollaborate with senior leadership to translate EEI growth priorities into actionable sales plans\n\nWhat You Bring\nMinimum Qualifications:\n10+ years in business development, sales, or capture management\n\nExperience selling into the utility, energy, or government (federal or state) sector-utilities operate much like public-sector bureaucracies, and many of ICF’s largest clients are government or quasi-governmental entities\n\nProven success managing multiple complex pursuits and closing $5M+ annually\n\nExperience selling, and leading teams to sell, core marketing services-including marketing strategy, campaign development and execution, creative and content production, crisis communications and stakeholder engagement, digital and social engagement, and research and analytics-ideally alongside consulting or technology solutions\n\nProficiency managing the full sales lifecycle using CRM tools\n\nPreferred Qualifications:\nExperience selling agency or full-service marketing engagements, including strategy, creative, digital, media, and analytics\n\nDirect experience working within, or competing against, marketing/communications/PR agencies, with fluency in how agencies price, package, and position their services\n\nFamiliarity with marketing technology ecosystems such as content management, marketing automation, and CRM platforms\n\nDemonstrated experience leading competitive RFP responses and navigating formal procurement processes.\n\nBachelor’s degree\n\nKey Competencies:\nStrong consultative selling and discovery skills\n\nAbility to orchestrate cross-functional teams and the conversations that lead to innovation and meaningful impact, influencing without authority\n\nExcellent client- and customer-facing skills, with strong interpersonal and communication skills, storytelling, and executive presence\n\nStrategic thinker with strong sales and competitive judgment\n\nA problem-solver who is highly organized, with the ability to juggle multiple priorities and deadlines at once, and a bias for action and accountability\n\nExtensive, active professional network, with the ability to build relationships from the program level up through corporate communications and CMO-level stakeholders\n\nDiligent and comfortable with proactive prospecting and cold outreach\n\nForward-thinking on marketing, communications, and digital trends-using technology and creativity to push client engagement forward\n\nAbility to build trust with marketing, program, and executive stakeholders\n\nBot and Third-Party Applications\nPlease note that this application must be submitted directly by the applicant for consideration. Failure to do so may result in the application being excluded for consideration. Applicants needing an accommodation for disability or religious purposes in connection with the application process should contact  for assistance.\nWorking at ICF\nICF is a global advisory and technology services provider, but we’re not your typical consultants. We combine unmatched expertise with cutting-edge technology to help clients solve their most complex challenges, navigate change, and shape the future.We can only solve the world's toughest challenges by building a workplace that allows everyone to thrive. We are an equal opportunity employer.Together, our employees are empowered to share theirexpertiseand collaborate with others to achieve personal and professional goals. For more information, please read our EEO policy.\nWe will consider for employment qualified applicants with arrest and conviction records.\nReasonable Accommodations are available, including, but not limited to, for disabled veterans, individuals with disabilities, and individuals withsincerely heldreligious beliefs, in all phases of the application and employment process. To requestan accommodation,please email  and we will be happy toassist. All information you provide will be kept confidential and will be used only to the extentrequiredto provide needed reasonable accommodations.\nRead more about workplace discrimination rights or our benefit offerings which are included in the Transparency in (Benefits) CoverageAct.\nCandidate AI Usage Policy\nAt ICF, we are committed to ensuring a fair interview process for all candidates based on their own skills and knowledge. As part of this commitment, the use of artificial intelligence (AI) tools to generate orassistwith responses during interviews (whether in-person or virtual) is notpermitted. This policy is in place tomaintainthe integrity and authenticity of the interview process.\nHowever, we understand that some candidates may require accommodationthat involves the use of AI. Ifsuch anaccommodation is needed, candidates are instructed to contact us in advance at . Weare dedicated to providingthe necessary support to ensure that all candidates have an equal opportunity to succeed.\nPay Range - There are multiple factors that are considered in determining final payfor 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.\nThe pay range for this position based on full-time employment is:\n$108,476.00 - $184,409.00Nationwide Remote Office (US99)","description_format":"text","description_chars":10029,"description_truncated":false,"requirements":{"experience_years_min":null,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":{"level":"bachelor","optional":false},"security_clearance":false,"languages":[]},"benefits":["Growth opportunities"],"hiring_locations":[],"hiring_excludes":[],"relocation_offered":false,"industries":["Energy Efficiency","Digital Government","Management Consulting"],"lifecycle":[{"event":"open","at":"2026-09-24T18:29:29Z"}],"visa":[],"liveness":{"score":55,"band":"ok","label":"Likely open","p_open":1,"p_active":0.731,"p_room":0.75,"age_days":18,"expected_fill_days":19,"reasons":["conf:2","velocity","win:late","comp:brand"],"computed_at":"2026-10-13T05:45:00Z"},"pay":{"stated_usd_annual":184409,"is_top_pay":true},"html_url":"https://alion.io/job/icf-business-development-manager-marketing","json_url":"https://alion.io/job/icf-business-development-manager-marketing.json","meta":{"generated_at":"2026-10-13T13:37:48Z","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":21031,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-10-14T00:00:00Z"}},"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":2632},"rest":"https://alion.io/mcp/rest/get_company?id=2632"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Ficf-business-development-manager-marketing"},{"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%2Ficf-business-development-manager-marketing"},{"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%2Ficf-business-development-manager-marketing"},{"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/icf-business-development-manager-marketing\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Ficf-business-development-manager-marketing"}]}