Capture Director - Department of War

Appian Corporation•McLean, VA

2d•$150,000 - $300,000

About The Position

Appian is seeking an experienced Capture Director to work alongside our Department of War / Defense Sales team, and Appian's strategic integrator partners, to drive higher PWin on a select portfolio of strategic opportunities. This position will be responsible for developing all aspects of Appian's capture as the primary POC to drive opportunities from inception to award. The Capture Director will be heavily relied on to bring industry best practices to guide Appian resources through the deal cycles.

Requirements

15+ years directly related experience in DoW/DoD.
Experience closing large deals in the Unrestricted Federal IT Technology and Services space.
Analytical skills relating to business development, capture management and procurement strategy.
Communication skills to support working relationships, customer interaction, and to make formal presentations to senior decision makers.
Experience in analyzing and selecting teaming partners and negotiating sound teaming agreements.
Established relationships with Department of Defense government customers in leadership/ thought leadership roles, small and large players in federal IT services contracting, and appropriate government organizations.
Extensive demonstration of acquisition knowledge as related to US government procurement practices.
Thorough knowledge of the entirety of Business Development/ program Capture lifecycle and a Shipley-type approach.
Bachelors Degree in a relevant field

Responsibilities

Identify a portfolio of potential programs to be considered by Public Sector Management as Strategic Capture Opportunities
Ensure timely development of final win themes, win strategies, value propositions, and differentiators
Work with all areas of the company required to resource and support the technical and management solutions
Support the Proposal Manager and Solutions team, as required, including developing the first draft of the requirements driven outline, contributing to proposal reviews and development, and providing overall guidance to the team
Assess and continually update competitor capabilities, performs analysis of competitor strengths, weakness, opportunities, and threats (SWOT), and conducts team gap analysis
Share overall responsibility with Account Executive for winning the opportunity
Establish meaningful acquisition and teaming selection criteria and justification
Develop expectations for moving forward to include anticipated activity schedule, key milestones, and anticipated challenges
Identify potential capture risks, as well as, develops avoidance and alternate risk mitigation strategies
Conduct post-RFP reviews for all business opportunity capture participants to document lessons learned and identifies necessary adjustments to capture technique, strategy, and actions