Director, Capture Management

Full-time - Director

Hybrid - Mclean, VA

Administrative and Support Services

About the position

As the Director of Capture Management, you will be responsible for the capture and development of new business and expansion of existing contracts in the Government Services Industry for Global Solutions, Base Operations, Logistics and Information Technology and Engineering Services. In this strategic role you will represent a vital role in the Business Development group's activities, assisting in all aspects of developing and executing strategic initiatives working in collaboration with our business units and business support functions (finance, contracts, pricing, proposals, etc.).

Responsibilities

• Leadership of the capture team for opportunities, development of the winning strategy, teaming strategy and execution, value proposition development, competitive analysis, proposal writing and overall responsibility for positioning to be the successful bidder.
• Drive opportunities from opportunity identification to the contract award.
• Formulates, communicates, and implements integrated capture strategy, pricing, teaming, competitive intelligence/analysis, client relations, and technical solutions/concept development.
• Support overall strategic planning and linking pursuits/capture activities.
• Responsible for specific capture activities such as win strategy, technical approach, teaming, competitive analysis, and pricing strategy.
• Identify and implement business development projects relating to new industries, technologies, or services.
• Shape Requests for Proposals (RFP) developing customer intimacy and identifying strengths and weaknesses of the organization in pursuit of the opportunity.
• Identify the need or benefits of teaming partners and the associated ethical oversight of required agreements.
• Fosters solid relationships and partnerships with key prime contractor organizations and subcontractors on existing and new programs.
• Draft and coordinate with Contracts and Legal departments Non-Disclosure Agreements (NDAs) and Teaming Agreements (TA) with all potential and existing business partners.
• Brief new opportunities to Executive Leadership Team (ELT) to obtain approval to proceed/bid opportunity and for bid and proposal (B&P) funding and resources (Gate Process).
• Responsible for developing and managing B&P budget to ensure opportunity spend does not exceed approved budget.
• Assist in the development of the Concept of Operations (CONOPs) and solutions for Business Opportunity requirements that can be used for BOE development and execution.
• Brief capture status to ELT at specified milestones in the capture process (Gate Process).
• Identify leads and new business opportunities by leveraging past relationships and accounts.
• Establish, maintain, and grow relationships with current and potential customers.
• Manage an opportunity pipeline and ensures pursuit opportunities are updated and current in SalesForce.

Requirements

• Bachelor's degree in business or similar field.
• 8 years of DoD experience in combined Capture Management, Business Development, and Program Management experience.
• Proven capability to act as a Capture Manager for various size pursuits ranging from $20M-$1B.
• Experience working with Information Technology services, Engineering Services, Operations and Maintenance, Logistics, Base Operations and other related services.
• Experience supporting a diverse set of Intelligence Community (IC) customers.
• Demonstrated ability to lead project teams, work cross functionally, and think both critically and strategically.
• Shipley training (or similar) in a related field (PtW, Business Development, Proposals and Capture).
• Experience using Salesforce, or a similar CRM system for pipeline data and analytics.

Nice-to-haves

• Certification as a Project Management Professional is a plus.
• ITIL qualification is a plus.

Benefits

• 401k
• health_insurance
• dental_insurance
• vision_insurance
• paid_holidays
• flexible_scheduling
• professional_development