State Growth Lead- Tallahassee, FL

State Growth Lead State & Local Government Initiative
Location: Candidates must be located in Tallahassee Florida (Remote in Tallahassee Florida)
Travel: Moderate travel required to client sites conferences and ICF offices

About the Role

ICF is hiring State Growth Leads to join our Energy Environment and Infrastructure (EEI) Group and help expand our presence in the State and Local Government market across high-priority states. Our multidisciplinary teams serve clients across climate resilience disaster recovery energy efficiency infrastructure transportation and environmental planning. This is an exciting time to join ICF as public-sector funding for state and local climate and infrastructure solutions continues to grow.

As a State Growth Lead you will drive proactive growth strategies in focused states. Youll be responsible for building a robust pipeline developing strategic relationships and securing high-value contracts with government agencies. You will work closely with subject matter experts proposal teams marketing and delivery staff to pursue opportunities that align with ICFs core capabilities and values.

This is a high-impact role with autonomy visibility and the opportunity to shape how ICF partners with state and local agencies on some of the most pressing issues of our time.

Why you will love working here:

• Quality of life: Flexible workplace arrangements work-life balance

• Investment in you: Tuition reimbursement access to professional development resources 401k matching Employee Stock Purchase Plan

• Investment of the community: Donation matching volunteer opportunities

• And many many more (Ask your recruiter for more details!)

What you will be doing:

Month 1 Expectations

• Understand ICFs capabilities across Disaster Management (DM); Climate Energy and Transportation (CET); environmental planning (E&P); and Utility Programs and Services (UPS).

• Learn ICFs business development and capture management processes.

• Meet with key leaders across BD Delivery and Marketing teams.

• Build a landscape of your assigned state: agencies priorities funding flows and recent awards.

• In collaboration with delivery leads identify initial pipeline targets and key client relationships.

First 6 Months Expectations

• Build a qualified pipeline of at least $50M in identified or anticipated opportunities.

• Actively lead at least five pursuits across your assigned region.

• Develop win strategies and lead opportunity shaping efforts.

• Attend relevant conferences industry events and client briefings.

• Review competitive proposals.

• Identify and negotiate teaming relationships with local partners or primes.

• Actively engage with key ICF stakeholders across all four EEI lines of business.

1218 Month Expectations

• Close new business totaling $20M in contract value.

• Contribute to statewide or regional growth strategy planning efforts.

• Co-develop state-specific marketing campaigns with support from ICFs marketing team.

• Develop value propositions and pursuit playbooks for recurring opportunity types.

• Champion cross-ICF collaboration and alignment between technical and BD teams.

• Maintain accurate CRM updates forecasts and pursuit documentation.

What we need you to have (minimum qualifications):

• Bachelors degree

• 10 years of business development or capture experience in the public sector preferably state and local markets.

• 3 years of experience using structured capture processes (e.g. Shipley APMP MEDPICC etc.)

• Experience engaging with Florida state agencies or local government entities in Tallahassee is required

What we would like you to have (preferred skills):

• Background in one or more of the following sectors: climate adaptation disaster recovery infrastructure transportation energy efficiency or environmental consulting.

• Track record of leading and winning pursuits of $10M in total contract value.

• Demonstrated understanding of government funding and procurement cycles at the state and local level.

• Experience working with or for a state agency city government or county government.

• Masters degree or professional certification (e.g. APMP CPCM) preferred.

• Familiarity with CRM and pipeline tools (e.g. Dynamics Salesforce).

Working at ICF

Pay Range - There are multiple factors that are considered in determining final pay for 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.

The pay range for this position based on full-time employment is: