Managing Director, Defense Sector Capture Lead

Accenture Federal Services•Arlington, VA

2h•$1 - $2

About The Position

The Managing Director, Defense Sector Capture Lead, will be a critical member of our organization, responsible for the end-to-end capture management lifecycle larger deals (typically $100M+). This role demands a unique blend of high-level strategic thinking, deep expertise of the Department of War (DoW) markets and customers, and hands-on, rapid execution. The successful candidate will collaborate with our teams to own and drive all aspects of our win strategy.

Requirements

Bachelor’s degree or 10+ years of equivalent industry experience
Experience in US Federal government consulting and contracting, specifically within DoW markets
Experience leading formal sales or capture efforts
Experience with Capture on Department of War contracts $100M and above
Secret Clearance or above
US Citizenship Required

Nice To Haves

Advanced Degree
15+ years of industry experience
Experience with GSA Assisted Acquisitions, including FEDSIM and FLEX Service Delivery Models
Experience capturing opportunities via CSOs and OTAs
Possess very strong analytical skills
Possesses very strong writing skills
TS/SCI Clearance

Responsibilities

Lead capture efforts from Qualification/Early-Stage Gate Review through Proposal Submission and Award.
Drive the pace of capture activities, ensuring rapid decision-making, timely resource allocation, and aggressive progress against the capture schedule, consistently meeting internal deadlines.
Coordinate and direct Business Development, Solutions Architects, Pricing, Contracts, and Proposal Teams.
Lead and coach the Defense Capture team including resource assignments, pipeline coordination, and mentoring other capture managers on the team.
Develop and articulate compelling, data-driven, and differentiated Win Strategies, technical solutions, and value propositions that directly address customer needs and explicitly defeat the competition.
Understand and architect competitive deal structures, pricing strategies (e.g., FFP, T&M, Cost-Plus variants), and financial modeling to optimize profitability and price-to-win.
Deeply understand the competitive landscape, participate in Black Hat reviews, and ghosting strategies.
Identify and manage teaming partners (Primes, Subs, and Joint Ventures) that maximize the probability of win (PWin) and market access.
Lead all teaming negotiations and manage relationships with key industry partners, ensuring mutual commitment and alignment with the capture strategy.
Possess a deep, demonstrable understanding of DoW procurement processes, acquisition of lifecycles, and agency-specific buying habits and cultures.
Drive pre-RFP activities, including shaping the procurement, influencing requirements, and building strong customer relationships to enhance the firm's position.