Senior Capture Manager - States

Nava PBC

4d•Remote

About The Position

Nava is at the forefront of reimagining how our government serves its people. We’re looking for a Senior Capture Manager who understands state government programmatic goals and unmet needs, and who develops compelling win themes and price-to-win solutions resulting in winning proposals. Nava is a public benefit corporation—we exist solely to positively transform how millions of people experience government by building simple, effective, and accessible digital services. We do this by integrating agile, human-centered development methodologies into how government technology is built. We don’t sell off-the-shelf products—we work collaboratively and in partnership with government agencies to solve complex policy challenges and build digital services, including software with modern development practices. Our services help millions of people across the country access and manage critical benefits like unemployment insurance; paid family and medical leave; and health, food, and economic assistance. About this Role Working in the business development team, you help build the state-component of our work. Day-to-day, you craft and execute successful strategies to modernize government services that support vulnerable populations by building a deep understanding of Nava's clients, the competitive and partner landscape, and each unique procurement. You are responsible for identifying and nurturing client/partner relationships to build agency, program, client, and opportunity level insight in support of Nava's mission and strategic goals. You engage Nava subject matter experts and teaming partners to understand the program landscape, develop/validate client insight, and deliver compelling, compliant, and competitive proposals. Opportunities and Challenges Nava provides the opportunity to do meaningful, impactful, mission-oriented work. As a public benefit corporation, the people who work at Nava have a fiduciary duty to our stated mission: to improve the accessibility, effectiveness, and simplicity of government services. When identifying and pursuing opportunities we must ensure that we are well suited to win and deliver successfully, but also evaluate the work against our mission and values. This is a high bar, but it's why we're here, and it informs what we do and how we operate across all phases of the business. You will be operating within the government ecosystem, which means collaborating dynamically with other government contractors and civil servants. Working with people outside of your company means you'll likely encounter different working styles, cultural norms, and be responsible for maintaining order and focus without authority. At the same time, working as part of a larger team allows us to deliver on projects of larger scale and complexity. The government contracting ecosystem is a compliance-driven, multi-stakeholder environment. This adds significant complexity to our work, particularly when compared to the operating environments for companies in the private sector. Successful members of our team understand how to be innovative within this environment when crafting solutions and proposal responses. Finding and recommending ways to improve the way government digital services are procured and built is one of the highest-leverage ways we help fulfill our mission. Who we’re looking for You are an experienced business development professional who can leverage existing relationships and build new relationships to identify high-leverage opportunities and understand the needs of our customers. You are able to develop and build on client insight to creatively apply Nava’s capabilities and engage our subject matter experts to solve complex problems and work through constraints to propose tailored and compelling solutions. You’re a strategic thinker and actor, detail-oriented and able to organize and manage processes, responsibilities, and team operations. You structure client engagement strategies, proposals, documents, information, as well as decision support tooling and infrastructure in a clear and organized way. On each opportunity, you empower subject matter experts with varying degrees of familiarity with federal procurement by building shared context on the opportunity, leading through clear structure and processes, and helping each team member apply their expertise to contribute to a cohesive solution. You’re at home in rapidly evolving, ambiguous situations and can chart a course forward through uncertainty. Most of all, you’re excited about designing and/or refining our strategy and processes to help us achieve our mission, not just executing a standard industry playbook. You’re able to see the interactions between various threads of action, and work through the tradeoffs. You can tailor existing processes or create new structures to get the most out of a talented and passionate team. You are motivated by making progress against our company mission, and are excited to engage our current/potential clients and work with subject matter experts to develop solutions and proposals in support of new opportunities.

Requirements

Business Development: 9+ years
Experience in or with State Government, ideally in IT services procurements and contracting
Understand the cyclical requirements, timelines, and expectations of State business development, proposals, and contractors
Must have state gov’t proposal experience and general knowledge of terminology/acronyms/lingo and state procurement laws
Familiarity with a state (ideally, Calif, NJ) or programmatic understanding of Unemployment Benefits, Integrated Eligibility & Enrollment (IE&E), Paid Medical & Family Leave (PFML), Women, Infants & Children (WIC), General Health/Wellness, Case Management or Supplemental Nutrition Programs
Must have professional English writing, editing, and communication skills and professionally represent Nava outside the office at industry and networking events
Experience with 1 or more states
Legal authorization to work in the United States
Ability to meet any other requirements for government contracts for which candidates are hired
Work authorization that doesn’t require visa sponsorship, now or in the future
May be subject to a government background check or security clearance, depending on the contract
This role requires you to work from the contiguous United States.

Nice To Haves

Client-facing experience or delivery experience
Familiarity with Agile Software Development, Human Centered Design, User Research, DevSecOps, Technical Operations, Cloud Adoption, Cloud Migration, Cloud Infrastructure, Infrastructure-as-code, IT Service Management, or IT Operations
Technical knowledge of general IT, technical certifications, or industry certifications
Experience working with Amazon Web Services, or an infrastructure management service of similar complexity (i.e., Microsoft Azure, Google Cloud Computing)

Responsibilities

Report directly to the COO of Business Development and manage the contract capture process from identification, qualification, and pursuit through the award
Work in the Business Development team, and help identify and matriculate new businesses to build the mission-aligned IT digital transformation work portfolio to modernize government services that support vulnerable populations
Perform full life-cycle capture to include strategic positioning, competitive analyses, client outreach, partner identification/interaction/options, and price-to-win strategies
Contribute to go/no go, bid/no bid, and construct compelling, competitive, and compliant winning proposals
Identify and align past performance/quals to support an initial technical solution, and engage Nava engineers and other subject matter experts to refine the final technical solution
Join group activities, and participate in compliance checks, gap analyses, proposal writing, color teams, and follow-on activities up to award and transition
Programmatically responsible for building comprehensive account plans and detailed capture plans for targeted States/Departments/Agencies
Responsible for opportunity level-insight in support of Nava's mission and strategic goals, and positively contributing to Business Development growth

Benefits

Health coverage — comprehensive medical, dental, and vision plans to support your overall health needs
Insurance coverage — Nava provides disability, life, and accidental death insurance at no cost
Time off — vacation, holidays (including Juneteenth), and floating holidays to rest and recharge
Company holidays — enjoy 12 paid federal holidays each year on top of your regular PTO
Annual bonus — when Nava meets its goals, eligible employees receive a performance-based annual bonus
Parental leave — paid time off for new parents, plus weekly meals delivered to your home
Wellness program — full platform offering physical, mental, & emotional health resources & support tools
Virtual care — see doctors online with no copay through UnitedHealthcare’s virtual visit program
Sabbatical leave — earn extended unpaid leave after continuous service for personal growth or rest
401(k) match — Nava matches 4% of your salary to support your retirement savings plan
Flexible work — remote-first environment with flexibility built around your schedule and responsibilities
Home office setup — company laptop & setup assistance provided via Staples for remote work needs
Utility support — monthly reimbursement to help offset eligible home office utility expenses
Learning opportunities — internal training programs and resources to help grow your professional skills
Development opportunities — LinkedIn Learning access & an annual allowance for courses, tuition, & certs
Referral bonus — get rewarded when you refer great people who join the Nava team
Commuter benefits — pre-tax commuter programs to support in-office travel when applicable
Supportive culture — A collaborative and remote-friendly team environment where people genuinely care