Business Development/Capture Manager

Evolver Federal-posted 13 days ago

Full-time • Mid Level

Reston, VA

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Evolver Federal is seeking a Business Development/Capture Manager to join our team at the Evolver Headquarters in Reston, VA This role is ideal for a seasoned Business Development/Capture Manager with experience driving the business development (BD) and capture lifecycle process and identification and validation of opportunities in the federal market. Conducting capture management activities to ensure the successful completion of capture plans, gate and bid/no bid reviews, and increased pWin for submitted proposals by leading the effort to build a winning team to tell the overall win story that directly relates to the needs, issues and challenges of the customer. The BD and capture manager will be responsible for intelligence and analysis, development of a baseline and foundation for win strategy and technical approach and assist with developing plans for marketing activities and influence stakeholders and customers on win strategy.

Produce capture efforts, including associated proposals, capable of winning within the context of all customers, contract, and corporate performance parameters and organizational dynamics.
Lead and manage the entire capture/proposal process from opportunity identification to contract start (e.g., qualification, capture, proposal, ENs, orals, FIPR, protests, etc.).
Lead and manage all stakeholders (individuals, key people, teammates, working groups, etc.) to produce a discriminating offer compliant and responsive to RFP requirements and customer issues.
Present capture plans, gate reviews, and proposal plans to the executive team and receive constructive input to win.
Attend industry and networking events.
Identify customer issues/pain points resulting from direct visits with customer representatives (contract and program) and analytical research of open-source documentation/media.
Must be able to work well in a team environment with Technical and Management personnel
Shape RFP criteria while identifying differentiators to benefit Evolver
Formulate teaming strategy, structure, and select teammates based on an analytical assessment of Evolver's strengths/weaknesses against customer issues, SOW/RFP requirements, and competition. This includes drafting teaming agreement attachments that define a teammate's scope, SOW, and business deal.
Select key personnel/management team members that not only meet RFP requirements but exceed them in a discriminatory manner. This includes negotiating and developing draft letters of commitment/offer letters.
Be actively engaged, at all levels, in developing the price to win based on an analysis of the incumbents winning price and contract performance history, the customers buying practices and recent awards of similar contracts, and the application of common-sense game theory per the competition.
Direct involvement in designing the technical, financial, and management solutions to address customer issues and associated win themes in the right way and achieve the price to win.
Integrate the capture solution components into and across the correct proposal volumes/sections to ensure a consistent, cohesive story while addressing RFP requirements.
Write a compelling, concise, and graphically communicative Executive Summary, even if not directly required by the RFP, that makes the customer want to pick us from an analytical and/or emotional basis. This may require many iterations and adjustments as the effort evolves and matures over the capture/proposal process/timeline.
Make "all things considered" decisions, based on a net point score tradeoff methodology, that maximize point score and pWin.
Actively listen to color team debriefs and make any necessary adjustments to the capture plan, offer design, and/or the proposal while also managing the associated personnel/teammate issues/dynamics.
Continue to lead and manage the capture effort to make the necessary adjustments through the discussion, EN, FIPR, and protest phases, as applicable.
Work with the Evolver contract transition and project manager to ensure a smooth and full transference of proposal concepts, ideas, and strategies into contract operations.
Perform additional duties and responsibilities as necessary to optimize pWin.

5 years of experience in business development and capture with demonstrated success in contracts valued greater than $25M.
5 years of experience in Federal Civilian and/or DoD experience in one or more of these capability areas: cyber security services, IT managed services, and/or digital transformation
5 years of experience in in business writing - both technical and non-technical
5 years of experience in managing and utilizing CRM and opportunity identification tools
5 years of experience working with senior business and government leaders and providing leadership within the workplace
5 years of experience in developing account plans and capture plans for new business opportunities.
5 years of experience in Business development, capture management, program management, opportunity identification and qualification.
3 years of experience with cost pools, CPFF, fixed-price, and T&M contracts.
Ability to travel 5% outside the DMV area, 10% within the DMV area.
A bachelor's degree or 8 years of relevant professional experience.

Demonstrated successes reflecting the ability to "grow the business"
Strong experience with MS Office - Word, PowerPoint and Excel; Adobe Acrobat and various business development and capture Internet skills

Evolver Federal offers competitive benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies.

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