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The Opportunity

As a Business Development Executive you are tasked with establishing, enhancing, and promoting trusted relationships with Abt’s CMS and HHS clients. You will create and prosecute a pipeline by identifying, assessing, and assisting in the capture and closure of CMS and HHS business opportunities; facilitating the identification of mission needs; promoting the full range of corporate capabilities; and optimizing both external and internal collaborations. This includes supporting the development of an account plan for the CMS and HHS market and leading Abt’s CMS customer engagement strategy. You will be involved in identifying and cultivating new opportunities and contributing to the win strategy for strategic captures. 

You will partner with Client Account Leads and Solution Architects and cross-functional teams to shape and capture opportunities that leverage Abt’s strengths in data analytics, AI/ML, cloud-based platforms, digital transformation, research and evaluation. Your role will span pipeline development, client engagement, solutioning, and strategic capture—particularly in CMS domains such as CCSQ, CMCS, and the Innovation Center.

Your deep understanding of CMS programs, data platforms, and modernization priorities will enable you to identify and win high-impact opportunities that advance Abt’s mission and expand our presence across Medicare, Medicaid, and related CMS initiatives. To be successful you will be strategic thinker, proven leader, and experienced business developer with a demonstrable win record who possesses deep knowledge of CMS and HHS, and procurement environment, demonstrated success in capturing major opportunities, and the ability to build and maintain trusted relationships with senior government and industry stakeholders.

Core Responsibilities

• Define and execute the CMS business development strategy aligned with corporate growth objectives, including creating and prosecuting a pipeline that supports the achievement of Abt’s financial goals. 
• Convert strategic plans into tactical plans to execute approved strategies.
• Lead analysis of CMS and HHS market trends, customer budgets, and competitive positioning to identify high-value pursuits, specifically leading business development efforts for CMS digital and data science opportunities, including analytics modernization, AI/ML integration, and cloud-native solutions.
• Translate corporate capabilities and domain expertise into targeted market positioning and differentiated value propositions.
• Acting as a customer advocate by identifying mission needs and representing the customer's perspective.
• Guide customer call plans to shape procurements and position the company as a trusted partner.
• Oversee development of customer-facing materials such as white papers, capability briefings, and executive presentations.
• Foster a collaborative culture across capture, proposal, technical, and delivery teams to advance shared growth objectives.
• Provide regular executive-level reporting on pipeline health, pursuit status, and business development metrics.
• Contribute significantly to capture strategy development, including win themes, competitive assessments, solution development, and teaming strategies.
• Establish and sustain senior-level relationships with CMS and HHS customers, primes, and subcontractors.
• Serve as a key representative at industry forums, conferences, and associations to expand the company’s brand visibility and influence.
• Mentor staff on CMS business development and digital modernization trends.

What We Value

• Bachelor's Degree and 15 years of relevant experience, or Master's Degree and 12 years of relevant experience.
• Experience in relationship building leading to increased market penetration and leads to increased opportunities with new and existing clients.
• Demonstrated ability to effectively collaborate and work with supporting functions and other delivery organizations for win/win results.
• Experience with breaking into new accounts / customers through effective capture tactics.
• Demonstrable track record of winning pursuits with CMS and HHS.
• 10+ years of progressive experience in federal business development, capture, or related roles, with demonstrated success winning large contracts.
• Deep familiarity with CMS data assets (e.g., Medicare claims, enrollment data) and platforms (e.g., CMCS DataConnect).
• Strong relationships with CMS stakeholders and understanding of procurement pathways.
• Excellent communication and presentation skills, with the ability to translate technical solutions into compelling business value.
• Proficiency with CRM tools and Microsoft Office Suite.Deep knowledge of federal procurement practices, FAR/DFAR regulations, and major contracting vehicles (e.g., GWACs, IDIQs, GSA Schedules). 
• Established network of relationships with senior federal decision-makers and industry partners.
• Demonstrable ability to quickly gain and build new and relevant relationships and to leverage pre-existing network of clients or contacts with the express purpose of advancing a pipeline. 
• Proven ability to positively influence change at different levels of the organization. 
• Proficiency in USASpending, Acquisition.gov, GovWin, SAM.gov, CRM tools, and federal market research platforms. 
• US work authorization required and no visa support is available