Capture Manager - Department of Defense

Appian • McLean, VA

194d

About The Position

Appian is seeking an experienced Capture Manager to work alongside our Department of 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 Manager will be heavily relied on to bring industry best practices to guide Appian resources through the deal cycles.

Requirements

• 1+ years directly related experience
• Experience closing deals over $1M in annual revenue 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

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
• 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

Benefits

• Training and Development: During onboarding, we focus on equipping new hires with the skills and knowledge for success through department-specific training.
• Continuous learning is a central focus at Appian, with dedicated mentorship and the First-Friend program being widely utilized resources for new hires.
• Growth Opportunities: Appian provides a diverse array of growth and development opportunities, including our leadership program tailored for new and aspiring managers, a comprehensive library of specialized department training through Appian University, skills based training, and tuition reimbursement for those aiming to advance their education.
• Community: Appian fosters inclusivity through our 8 employee-led affinity groups.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Industry: Professional, Scientific, and Technical Services
• Education Level: Bachelor's degree