Vice President Business Development and Strat in at TSPi

The Opportunity

As the Vice President of Business Growth at TSPi, a subsidiary of Abt Global you are responsible for driving sustainable sales growth through an integrated strategy, business development operations, capture management, proposal execution, and Value-Added Reseller (VAR) partnerships. This role leads the end-to-end growth lifecycle—from partnering with Client Account Leads to support market strategy and opportunity identification through capture execution, proposal development, and contract award—while building scalable processes, teams, and partner ecosystems.

The VP of Growth serves as a key member of the leadership team of TSPi (aka Abt Digital Solutions), collaborating closely with Client Account Leads, Operations, Finance, and Delivery to align growth priorities with corporate strategy and execution adopting common processes to optimize synergy between Abt Global and TSPi.

Core Responsibilities

Growth Strategy & Revenue Acceleration

• Develop and execute a data-driven enterprise growth strategy that increases Abt Digital Solutions market penetration, pipeline scale, and revenue across priority federal customers bringing the best of both Abt Global and TSPi capabilities to the client.
• Establish clear revenue, pipeline, and win-rate targets, and implement the operational plans required to achieve them.
• Develop and execute a growth strategy at the enterprise and account level.
• Identify high-value markets, agencies, and programs where TSPi can win based on technical differentiation, past performance, and strategic partnerships.
• Lead structured growth planning cycles including annual pipeline targets, investment priorities, and capture resource allocation in conjunction with Abt Global.
• Continuously analyze market signals, contract vehicles, and agency priorities to position TSPi ahead of upcoming procurements.

Business Development Process Transformation

• Modernize and institutionalize repeatable, scalable business development processes that significantly improve pipeline development, bid throughput, and win probability.
• Implement disciplined opportunity qualification frameworks (e.g., PWin, bid/no-bid criteria) to focus resources on the most winnable pursuits.
• Establish standardized capture and proposal playbooks that enable TSPi to increase the number of high-quality proposals submitted annually.
• Introduce metrics-driven management for the entire growth lifecycle, including:
  • Pipeline coverage ratios
  • Capture readiness
  • Proposal throughput
  • Win-rate improvement
• Drive adoption of tools, automation, and AI-enabled processes that improve opportunity identification, capture execution, and proposal development efficiency.

Capture Management & Opportunity Shaping

• Lead capture strategy for priority opportunities, ensuring early positioning, customer engagement, and solution shaping well before RFP release.
• Build and execute capture plans that include customer influence strategies, competitive intelligence, teaming strategies, and differentiated solutions.
• Ensure disciplined execution of capture reviews, including gate reviews, Black Hat sessions, and pricing strategy alignment.
• Partner with technical and delivery leaders to shape solutions that are innovative, executable, and aligned with agency mission outcomes.

Proposal Excellence & Increased Bid Throughput

• Oversee proposal operations to ensure high-quality, compliant, and compelling proposals delivered on schedule.
• Implement proposal processes that enable TSPi to increase proposal volume without sacrificing quality or competitiveness.
• Establish rigorous review structures (Pink/Red/Gold Team) and enforce clear standards for compliance, messaging, and win themes.
• Continuously improve proposal development efficiency through better templates, automation, reusable content libraries, and proposal tools.

Pipeline Governance & Growth Operations

• Establish and manage a disciplined pipeline governance model with clear stage gates, forecasting, and executive visibility.
• Create and maintain a robust new business pipeline including active management and overall pipeline reporting.
• Ensure accurate CRM usage and real-time reporting of pipeline health, opportunity status, and growth performance metrics.
• Partner with Finance and executive leadership to provide reliable revenue forecasting and pipeline coverage analysis.
• Drive accountability across account leads and capture managers for pipeline development and opportunity advancement.

Strategic Partnerships & Market Expansion

• Build and manage a strategic ecosystem of technology partners, system integrators, and Value-Added Resellers (VARs) that expand TSPi’s market reach and solution depth.
• Develop joint go-to-market strategies with partners to increase access to new agencies, contract vehicles, and solution opportunities.
• Ensure partnerships generate measurable pipeline contribution and competitive advantage.
• Support, nurture, and maintain Mentor Protégé Joint Ventures, Joint Ventures, and other formal partnerships to optimize our go-to-market approach.

Leadership & Organizational Growth

• Build and lead a high-performing growth organization spanning business development, capture management, proposals, and growth operations.
• Establish a culture of discipline, accountability, and measurable performance across the entire growth lifecycle.
• Mentor and develop internal BD and capture talent while introducing best-in-class growth practices used by top federal contractors.
• Serve as a key advisor to the executive team on market positioning, growth investments, and competitive strategy.

What We Value

• Bachelor’s degree in Business, Marketing, Engineering, or a related field (MBA or advanced degree preferred).
• 12+ years of progressive experience in growth, business development, capture, or sales leadership roles.
• Proven success leading complex capture and proposal efforts with measurable revenue or award outcomes.
• Demonstrated experience building and executing growth strategies in competitive markets.
• Strong understanding of BD operations, pipeline management, and forecasting.
• Executive-level communication, negotiation, and stakeholder management skills.
• Experience in government contracting, or B2G environments.
• Track record of improving win rates, pipeline quality, and growth efficiency.