Business Development Head / P&L; Owner – U.S. RFP Business (Remote_Fractional)

Company: SoluLab

Location: India or United States

Work Hours: Must have substantial overlap with U.S. business hours

Engagement: 4–5 hours/day initially, during a 60-day validation stage

Compensation: ₹1,00,000–₹1,50,000/month

Market: United States

About SoluLab

SoluLab is a technology solutions company delivering AI, Generative AI, Machine Learning, Blockchain, Web, Mobile, and custom software solutions to businesses and organizations globally.

We are building a new RFP-led U.S. business focused on website development, software development, digital transformation, AI, and technology services for U.S. public-sector organizations, nonprofits, institutions, and qualified buyers.

We are looking for a senior Business Development Head / P&L; Owner who can build this business from zero and take ownership of the commercial outcome.

This is not a traditional sales or lead-generation role . You will own the RFP channel, partnerships, bid/no-bid decisions, teaming strategy, commercial negotiations, pipeline, revenue, margins, and overall P&L.;

Key Responsibilities

- Build and own the U.S. RFP acquisition and business development strategy.
- Identify, evaluate, qualify, and prioritize relevant RFP opportunities.
- Establish a structured bid/no-bid framework based on eligibility, competition, partner requirements, delivery feasibility, and commercial viability.
- Build and activate relationships with U.S. technology companies, government contractors, agencies, consultants, implementation partners, nonprofits, and other qualified organizations.
- Identify qualification or capability gaps and structure credible partnerships or teaming arrangements to address them.
- Lead partnership negotiations covering responsibilities, commercial structure, delivery ownership, revenue sharing, risk, and client ownership.
- Develop relationships with relevant U.S. buyers, procurement stakeholders, agencies, and institutional stakeholders while following applicable procurement rules.
- Own proposal strategy, pricing, commercial negotiations,



forecasting, revenue, gross margins, win rate, and profitability.
- Build a repeatable RFP operating process from Opportunity → Qualification → Partner Strategy → Bid/No-Bid → Proposal → Pricing → Submission → Negotiation → Award → Handover → Win/Loss Analysis .
- Develop additional RFP and procurement channels beyond the initial sources.
- Build the support team over time, including RFP analysts, proposal writers, capture managers, partnership managers, pricing specialists, and technical SMEs.

Mandatory Experience Please apply only if you meet the following requirements:

- Proven experience winning at least 2 U.S. public-sector or comparable institutional RFPs in technology, software, websites, digital transformation, IT services, AI/technology consulting, or professional services.
- Experience with at least 3 awarded bids where your organization initially lacked a significant qualification, capability, reference, or requirement and you personally secured and structured the partnership that enabled the bid.
- Hands-on experience identifying the gap, finding the partner, negotiating the relationship, structuring responsibilities/commercials, and taking the bid through submission and award.
- Experience building an RFP function, public-sector sales channel, partnership-led channel, new business vertical, or revenue channel from an early stage.
- Strong understanding of U.S. RFP qualification, including eligibility, mandatory requirements, past performance, technical requirements, certifications, geographic requirements, partner requirements, and contractual requirements.
- Existing, real and activatable U.S. relationships with relevant organizations, contractors, technology companies,



agencies, consultants, or delivery partners.
- Strong commercial judgment around which opportunities to pursue, partner with, negotiate, or decline.
- Ability to evaluate opportunities based on expected revenue, delivery feasibility, margins, risk, and probability of success.

Not a Fit If Your Experience Is Primarily
- Lead generation or cold calling
- Generic SaaS sales
- Inside sales
- Email outreach
- Proposal writing without bid ownership
- RFP research without ownership of the chance
- Managing an existing sales team without personally winning RFPs
- Only commercial/private-sector tenders
- Maintaining partner directories without activating partnerships

First 60 Days The initial 60 days will focus on validating the U.S. RFP business.

Expected outcomes include

- Assessment of existing and new RFP sources
- Identification of priority market segments
- Qualified RFP pipeline with commercial potential
- Activation of relevant U.S. partnerships
- Initial teaming opportunities
- RFP qualification and bid/no-bid framework
- Partner evaluation process
- Proposal and pricing workflow
- Pipeline and forecasting dashboard
- Initial win/loss framework
- Transparent assessment of pipeline potential, economics, margins, and required investment to scale

Success Metrics Success will be measured through:

Qualified Pipeline | Partner Relationships | Active Teaming Opportunities | Proposal-to-Award Conversion | Contract Value | Gross Margin Potential | Partner-Sourced Opportunities | Forecast Accuracy | Revenue | Profitability

Who We Are Looking For A commercially minded RFP and Partnerships leader who can operate independently and move from:

RFP → Qualification → Partner → Strategy → Proposal → Negotiation → Award → Revenue → Profit

This role is for a builder and business owner , not simply an RFP manager.

If you have personally built and won complex U.S. RFPs and have an existing U.S. partner network that you can activate, we would like to hear from you.

Share CV At - [email protected]

📌 BD Head/P&L Owner-U.S. RFP Business (Remote_Fractional) (India)
🏢 Solulab
📍 India