Director of Business Development and Capture

Xpect Solutions•Reston, VA

About The Position

XPECT Solutions, LLC is seeking an experienced Director of Business Development and Capture to lead new-business development and capture efforts across multiple federal sectors, with a focus on agencies such as DoJ, FBI, DEA, and law enforcement organizations. The role uses business-development expertise and analytics to support company growth. It works primarily from the Reston, Virginia office and involves occasional travel. The Director identifies, qualifies, shapes, and pursues strategic opportunities throughout the business-development and capture lifecycle. The role develops customer and partner relationships, assesses competitive and acquisition environments, leads capture planning and execution, and coordinates technical, staffing, pricing, proposal, and other internal resources. The Director reports opportunity status and progress to senior management, manages capture budgets and milestones, and transitions capture work to the Proposal Manager for proposal development.

Requirements

Bachelor’s degree.
10 or more years of experience leading or supporting relevant capture efforts, with a focus on federal IT markets such as DoJ, FBI, DEA, or law enforcement agencies.
Demonstrated record of successfully capturing and winning new business valued at $25 million or more.
Understanding of competing in full-and-open competitive environments and using GWAC and IDIQ vehicles to secure new contracts.
Experience with multiple capture contract types, including Firm Fixed Price (FFP), performance-based, Cost Plus (CP), and Time & Materials (T&M).
Experience with price-to-win methodologies and strategies.
Proven success managing multiple capture opportunities simultaneously.
Ability to derive strategic solutions and compelling stories that score well against vaguely defined requirements.
Ability to perform in a fast-paced, small-company environment with minimal or no supervision.
Excellent interpersonal, oral, written, and presentation communication skills.
Flexibility to work with and lead teams remotely, in-office, or while traveling according to opportunity requirements and business needs.

Nice To Haves

Top Secret clearance or ability to obtain a Top Secret clearance.

Responsibilities

Identify new business opportunities in the federal environment and generate qualified leads using existing relationships and customers.
Conduct market research using SAM, FPDS, GovWin, customer forecasts, and other sources to qualify opportunities, assessing budgets, required capabilities, customer preferences, competition, incumbents, requirements, acquisition strategy, timing, and contract considerations.
Identify stakeholders, influencers, and decision-makers at target customers and develop call plans to build relationships and identify customer needs.
Lead business-development and capture efforts, including opportunity gate reviews, discriminators, win themes, black hat sessions, and price-to-win activities.
Build and maintain the opportunity pipeline through identification, qualification, and capture of strategic opportunities.
Participate in business planning, pipeline reviews, gate reviews, black hat sessions, proposal reviews, and pipeline meetings, providing opportunity insights and updates.
Shape opportunities and positioning throughout the opportunity lifecycle by working with current and potential clients on future acquisition strategies, including use of existing GWACs and IDIQs.
Develop and execute capture strategies, maintain customer, partner, and competitor relationships, shape RFPs through customer engagement, and align pursuits with company strategic goals.
Lead and participate in capture activities, including competitive intelligence, assessments, gap analysis, teaming strategy development, and negotiation of terms and agreements with Legal, Contracts, and Pricing teams.
Provide capture leadership for technical, staffing, and pricing strategies before Bid/No Bid gate reviews and Blue Team solutions.
Develop capture plans covering technical and management solutions, past performance, and pricing strategies.
Communicate opportunity status to senior management during capture processes, gate reviews, and milestones.
Map proposed solutions to customer requirements.
Manage capture teams and lead action-oriented activities intended to improve the probability of winning.
Participate in solution development and present opportunity details to customers or company leadership.
Coordinate subject matter experts, proposal managers, and other team members.
Develop and manage capture budgets, ensuring costs are estimated and tracked.
Monitor progress against capture milestones and develop corrective action plans when needed.
Stay current on XPECT capabilities by interacting with all levels of the organization.
Transition capture work to the Proposal Manager to support development of a compliant, competitive proposal.