Director, Business Development and Capture Management - DoD IT

Akima, LLC•Herndon, VA

6d•Remote

About The Position

Akima, LLC is seeking a self-starting, highly motivated Director, Business Development and Capture Management to help lead strategic business development for the Technology Services and Products Group (TSPG), with an emphasis on DoD IT. The role supports growth in new markets, strengthens existing client relationships, develops new customers and business areas, recaptures expiring projects and programs, and expands market penetration in existing accounts. The position requires the ability to obtain a Secret clearance. The Director conducts market assessments, identifies and qualifies opportunities, supports capture and proposal efforts, evaluates competition, and maintains accurate pipeline data and win-probability and revenue projections. The role contributes to strategic business plans, customer outreach, trade show strategies, capture plans, teaming decisions, and proposal responses. Target markets include Enterprise Architecture, Enterprise IT, Cloud Migration, Cybersecurity, Software Development, Data Server Consolidation, IT Modernization, and AI/ML applications and solutions. This is a remote position. The listed pay range is $200,000–$225,000. Akima describes itself as an Alaska Native Corporation supporting its shareholder communities in Alaska and providing solutions to government customers. The company offers a comprehensive benefits program, competitive pay, growth opportunities, and retirement options.

Requirements

7–10 years of progressive business development experience, preferably in DoD, including Army and Joint Agencies, in an IT contracting environment.
1–5 years of experience working closely with a Capture Manager and Proposal Manager.
Ability to obtain a Secret clearance.
Proficiency in all Microsoft Office applications.
Technical writing experience.
Prior or current experience in multiple domains among Enterprise Architecture, Enterprise IT, Cloud Migration, Cybersecurity, Software Development, Data Server Consolidation, and IT Modernization.
Four-year degree from an accredited university.
Demonstrated ability to shape opportunities.
Ability to assist with and develop capture plans in a team environment.
Ability to lead teams and work well with others.
Detail-oriented and able to multitask.

Nice To Haves

Government contracting experience.
Current experience with DoD IT programs, preferably in Army and Joint Agencies, managing scope, quality, schedule, and cost for projects at a senior level.
Proven ability to develop business at executive and mid-levels.
Proven management track record at project level or higher, demonstrating success in business development, government program/project management, and general management responsibilities.
Knowledge of decision makers, strategic direction, and major programs in the relevant market space.
Ability to upsell and expand services from existing contracts.
Successful track record developing business in new markets.
Excellent written and verbal communication skills.
Ability to develop and deliver effective sales presentations.
Excellent proposal development skills.
Demonstrated success targeting and winning services contracts.
Proven ability to develop and execute sales strategies leveraging partnerships with vendors and other industry partners.
Strong interpersonal and relational skills.

Responsibilities

Conduct market assessments and manage business development activities to support growth throughout DoD IT markets.
Identify and qualify new business development opportunities and assist with capture management and proposal development, including bid decisions for opportunities within and outside assigned business areas.
Research competitors and create competitive analyses.
Understand and develop a Shipley competitive model.
Focus new business pursuits on the strategic plan objectives of the supported business.
Participate in developing annual and long-range strategic business plans.
Support the VP of Business Development and corporate leadership with business development targets, market outreach, Contract Industry Day events, and other outreach events.
Drive requirements for marketing and trade show strategies; attend trade shows and networking events; manage trade show efforts and keep booth materials current.
Meet with and maintain close relationships with new and current customers.
Shape opportunities.
Contact prospective customers through networking, referrals, POC listings from advance RFP postings, professional organizations, meetings, conferences, and workshops.
Assist in developing capture plans in a team environment.
Maintain accurate pipeline data for leads and active pursuits, including probability-of-win calculations and revenue projections.
Analyze proposed or actual capability requests and RFPs to assess technical, schedule, content, and profitability reasonableness.
Determine teaming requirements for prime efforts; identify and qualify industry partners and subcontracting opportunities; and complete capability matrices.
Support proposal development and help strategize RFI and RFP responses.
Lead teams and work effectively with others.
Serve as a subject matter expert for company business development, capture, and proposal efforts.
Collaborate with company team members to design, develop, and publish proposal documents.