Director, Business Development & Capture – Combatant Commands (COCOMs)

Akima, LLC•Tampa, FL

1d•Hybrid

About The Position

Akima is seeking a dynamic, innovative, and experienced Business Development & Capture Executive focused on Combatant Commands (COCOMs) in support of its Emerging Markets Group (EMG). Reporting to the Vice President of Business Development for EMG, the candidate will be responsible for formulating and executing strategy, developing and qualifying a pipeline of Combatant Command opportunities focused on IT modernization, cyber, cloud, AI/ML, data analytics, and other emerging technologies to support the pursuit of new IT and related business services, while adhering to the Akima, LLC corporate policies and procedures. Target customers include Geographic and Functional Combatant Commands and their associated Service Component Commands. The candidate must have demonstrable experience generating new business opportunities within Combatant Commands across emerging technology and IT mission areas. The candidate should be experienced in forming new business relationships, with knowledge of the contractual requirements of the industry, and a track record of proven results. Responsibilities encompass full opportunity lifecycle management to include identification and qualification of opportunities, development and maintenance of the opportunity pipeline, development of customer-focused solutions, development and maintenance of customer relationships, and collaboration with executive staff to obtain opportunity pursuit approvals. Responsibilities also include developing strong proposals and driving revenues that exceed assigned revenue targets.

Requirements

Proven capabilities in identifying and capturing large strategic bids ($50M to $200M+ in Total Contract Value) including developing solutions and win strategies; developing and executing capture plans based on established internal processes and tools; and advancing proposal readiness.
Demonstrated understanding of Combatant Command mission environments, priorities, acquisition strategies, and emerging technology initiatives (strategy, initiatives, drivers, stakeholders, etc.).
Demonstrated ability to establish and maintain relationships with senior military, civilian, and acquisition stakeholders across Combatant Commands and Service Components.
10 years of government business development and capture experience with demonstrated success developing a qualified new IT business pipeline and winning new business, or 10+ years military service and 5 years government IT business development experience.
Demonstrated track record of capturing and winning large, complex DoD IT and mission-support opportunities, including at least three IT-related contract wins within the last three years.
Experience winning opportunities with Geographic Combatant Commands (INDOPACOM, CENTCOM, EUCOM, AFRICOM, SOUTHCOM, NORTHCOM), Functional Combatant Commands (SOCOM, TRANSCOM, STRATCOM, CYBERCOM, SPACECOM), or associated Service Component Commands is strongly preferred.
Robust experience managing the full opportunity lifecycle, including opportunity identification and qualification; pipeline development and maintenance; customer and partner relationship management; customer-focused solution development; development and execution of capture, teaming, solution, shaping, pricing, staffing, and win strategies; collaboration with executive leadership to secure pursuit and bid approvals; and deep engagement in proposal development, color-team reviews, orals, clarifications, and other post-submission activities through contract award and transition to operations.
Bachelor’s degree required with a preference for IT, scientific, engineering or business discipline; advanced degree highly desired.
Strong familiarity with federal acquisition regulations, policies, and contract vehicles strongly preferred.
Ability to identify key growth areas and develop new business aligned with the company's growth strategy and campaigns.
Ability to lead interdisciplinary teams with varying levels of experience.
Knowledge of Government contracting, current IT acquisition trends, and customer buying behaviors.
Knowledge of competitors and the ability to model competitor behaviors in the market.
Strong contract management, negotiation & influencing skills.
Ability to present and communicate effectively at senior levels.
Problem solving & decision making.
Ability to manage multiple priorities in a fast-paced environment.
Ability to manage customer relationships to maximize business opportunities.
Ability to travel as business dictates.

Nice To Haves

Advanced degree highly desired.
Experience winning opportunities with Geographic Combatant Commands (INDOPACOM, CENTCOM, EUCOM, AFRICOM, SOUTHCOM, NORTHCOM), Functional Combatant Commands (SOCOM, TRANSCOM, STRATCOM, CYBERCOM, SPACECOM), or associated Service Component Commands is strongly preferred.
Strong familiarity with federal acquisition regulations, policies, and contract vehicles strongly preferred.

Responsibilities

Responsible for developing and executing growth strategies across Combatant Commands and associated Service Component Commands.
Serve as the EMG account lead for assigned Combatant Commands, developing long-term customer engagement strategies and maintaining executive-level relationships.
Formulating and executing strategy, owning pipeline development and maintenance, and other activities to win new business.
Ensuring that Akima is viewed as a key partner across multiple markets, and helping position Akima favorably in the eyes of both the customer and teaming partners.
Identifying opportunities with high Pwin potential, qualifying opportunities, and working with our capture and delivery teams to win.
Leading teams to develop and deliver on a pipeline of opportunities that align with EMG's growth markets in digital modernization, cyber, cloud, AI/ML, data analytics, mission systems, and enterprise IT.
Overseeing the development and execution of customer call plans for opportunities, assessing the competitive landscape, and applying knowledge of leading competitors to foster the development and implementation of an effective and differentiated win strategy.
Leading capture activities from qualification through award, including win strategy development, stakeholder mapping, competitive assessments, teaming strategy, solution shaping, and proposal readiness.
Coaching others and providing business development advice to delivery leads as necessary.
Aiding in the negotiation of teaming agreements, contracts, and proposal development.
Developing and briefing bid/no-bid recommendations, pursuit and capture strategies for new business opportunities; and associated business cases for advancing opportunities that will grow the business base.
Using strong client management skills, including the ability to develop and maintain lasting relationships with government and industry partners through daily interactions to gain valuable intelligence and insights and subsequently position Akima as a trusted partner to customers.
Managing responses to government market research inquiries (e.g. RFIs, Sources Sought Notices, etc.), attending industry events, and participating in thought leadership initiatives.
Shaping acquisition strategies by leveraging client relationships, company capabilities and experience, partners, and contracting vehicles.