Capture and Account Manager

Cambridge International Systems•Virginia Beach, VA

3d•Remote

About The Position

When you join the Cambridge team, you are part of a skilled and talented global community that is united by a set of core values: commitment, integrity, and perseverance. Join our team and help us confront today’s most threatening and complex obstacles! Cambridge International Systems, Inc. has a full-time remote Capture and Account Manager opportunity. Qualified candidates for this job must possess a current DoD Secret security clearance. The Capture and Account Manager will both identify and build opportunities for the company and will have experience running multiple accounts or programs across DoD military departments and services, as well as agencies, and must have a proven track record of capture success with high value opportunities. Military and technical experience is a must, US Air Force (USAF) and cybersecurity, particularly incident response, security engineering, or assessment and authorization is preferred. Experience in the areas of critical infrastructure support and design, infrastructure modernization, and enterprise network optimization support is also desired. The Capture and Account Manager will serve as a key member of the Business Development, Capture, and Proposals (BCP) team and report directly to (and work closely with) the Director of Account Management. They will collect and analyze business intelligence; build relationships with key users and decision makers, as well as USG stakeholders and strategic industry partners. The Capture and Account Manager will serve as a key member of the Business Development, Capture, and Proposals (BCP) team and report directly to (and work closely with) the Director of Account Management. They will collect and analyze business intelligence; build relationships with key users and decision makers, as well as USG stakeholders and strategic industry partners.

Requirements

Must possess an active DoD Secret security clearance.
Bachelor's Degree (or equivalent) with 10 - 12 years of experience or a Master's Degree (or equivalent) with 8 – 10 years of experience.
Track record of successfully managing multiple accounts/programs and capturing/retaining business.
Understanding of the DoD market sector and acquisition process, demonstrated achievement in multiple DoD customer domains.
Excellent written, interpersonal, and communication skills; ability to write executive summaries, cover letters, and other technical and non-technical proposal sections.
Ability and desire to take-on new challenges and highly technical pursuits for new work.
Must be proficient in using different technologies such as computers and other tools and systems pertinent to the position.

Nice To Haves

Prior military service desired; US Air Force (USAF) preferred.
Technical background desired; cybersecurity expertise preferred, particularly incident response, security engineering, or assessment and authorization.
International business experience desired.
Knowledge of and familiarity with Shipley BD/Capture/Proposal process a plus.
GovWin /GovTribe experience desired.
Experience with Customer Relationship Management (CRM) software preferred.

Responsibilities

Develop and nurture key business relationships in the Government marketplace, with a primary responsibility for identifying and developing opportunities for business expansion.
Support the development of customer or market penetration strategies and individual opportunity win strategies, campaign plans, and partnering strategies.
Gather market and competitor information to identify business trends, forecast demand and support preparation of the annual budget.
Conduct reviews on accounts on regular basis to evaluate clients’ demands and usage of account; determine types of services/products and prices/fees satisfying the clients’ needs as well as the organization’s objectives.
Attend strategic networking engagements and industry days as a representative of Cambridge, both in person and virtually.
Communicate progress at all stages—writing and disseminating trip reports, research briefings and delivering comprehensive gate reviews presentations using Cambridge tools and processes.
Perform detailed analysis of RFP/RFQ/RFI documents to assess requirements and develop compelling proposal narratives and pricing strategies that demonstrate our value proposition.
Support opportunity schedule development and capture approach for successful delivery of strategic programs.
Understand competitor capabilities; devise plans to position the company to be successful in pursuits aligned with our capabilities.
Apply strong facilitation, leadership, and communication skills to lead capture through the entire pursuit lifecycle.
Develop compelling opportunity teaming and partnership approaches that increase P-Win and allow the company to achieve the most favorable financial, contractual, and quality outcomes.
Use first-hand knowledge of customer mission experiences to gain customer intimacy and develop relationship and requirements understanding for improved account management.
The Capture and Account Manager will contribute to pipeline development by identifying and qualifying opportunities, and will support proposal development, while adhering to Cambridge’s processes.
Thus, they will develop and maintain well-coordinated internal relationships with key decision makers within the organization and work collaboratively and positively with all levels of the Cambridge team.
This includes coordinating with the Cambridge Proposal Operations team to help maintain the collaborative and team-oriented environment that currently exists.
The Capture and Account Manager should be a dedicated expert and will be responsible to maintain extensive and up to date knowledge of current developments in the Government marketplace in order to assess the position of company and determine how to improve it.
They will apply this expertise to ensure the business development strategy is implemented; to make recommendations for change or modification to strategy; and to support or lead teams in order to develop and deliver whitepapers, demonstrations, proposals and other internally developed products used to identify, qualify and capture new business.