Director, Capture Management - EMG

Akima, LLC•Herndon, VA

1d•Remote

About The Position

Akima is seeking a dynamic, innovative capture management professional to lead captures for new growth opportunities and re-competitions in accordance with Akima, LLC corporate policies and procedures. Reporting to the Vice President of Business Development for Emerging Markets Group (EMG), the Director is a key member of the team and participates in strategic growth initiatives and high-profile capture efforts. The role leverages EMG’s portfolio of IT services, technology solutions, and mission-specific professional services to lead strategic, large-scale, and complex captures. It leads pre-proposal shaping, capture activities during the proposal phase, and post-submittal activities to increase the probability of winning deals. The Director is a high-impact member of the group management team, combining a broad strategic perspective with a hands-on capture approach. Near-term success involves strengthening win strategies and win rates, anticipating problems and customer needs, and positioning Akima to win large-scale opportunities. The role is remote and requires visits to headquarters in Herndon, Virginia, and Tampa, Florida, as well as travel as business dictates.

Requirements

Track record of success winning single-award opportunities.
Demonstrated, recent experience in market analysis and strategic business planning, including opportunity identification, qualification, capture, award, and delivery of major programs.
Deep knowledge and understanding of the federal procurement process, current acquisition trends, and customer buying behaviors.
Strong presentation and proposal-writing skills.
Ability to lead interdisciplinary teams with varying levels of experience.
Problem-solving and decision-making skills.
Organization and time-management skills, with a strong sales presence.
Ability to travel as business dictates.
Sound business judgment, keen conceptual skills, intellectual discipline, self-confidence, imagination, and well-developed management skills.
Personal ambition to play a major role in the growth and success of a company known for high-quality, responsive client service.
Four-year degree from an accredited university or equivalent.

Nice To Haves

Experience working with both DoD customers and federal civilian agencies.

Responsibilities

Lead strategic capture activities for assigned pursuits and inspire pursuit teams to work constructively and calmly under stress.
Provide leadership on major business development and capture efforts from win strategy development through post-submission phases.
Brief senior management on business development and capture status at specified milestones.
Direct plans and activities that support revenue, growth, and profit in alignment with long-term strategy and business objectives.
Assist in developing and implementing capture plans, strategies, and internal and external partnerships; think strategically, meet with customers, and ask relevant questions.
Understand and develop a Shipley competitive model.
Lead and facilitate win strategy development sessions covering technical, management, teaming, past performance, staffing, pricing, and other areas.
Lead development of customer hot buttons, needs, and concerns.
Align marketing intelligence with the win strategy.
Lead competitive assessments, teaming, and price-to-win efforts.
Explain competitor trends and weaknesses to support understanding, identification, qualification, and coordination of bid targets.
Develop and implement winning strategies that highlight strengths and mitigate weaknesses.
Motivate and energize teams to produce differentiated and compelling solutions.
Work with the proposal team to develop a differentiated proposal that presents a clear and compelling case for “Why Akima.”
Support multiple captures concurrently based on anticipated RFP release dates.
Make visits to headquarters in Herndon, Virginia, and Tampa, Florida.