Strategic Capture Director

Iron Mountain • Herndon, VA

4d

About The Position

At Iron Mountain we know that work, when done well, makes a positive impact for our customers, our employees, and our planet. That’s why we need smart, committed people to join us. Whether you’re looking to start your career or make a change, talk to us and see how you can elevate the power of your work at Iron Mountain. We provide expert, sustainable solutions in records and information management, digital transformation services, data centers, asset lifecycle management, and fine art storage, handling, and logistics. We proudly partner every day with our 225,000 customers around the world to preserve their invaluable artifacts, extract more from their inventory, and protect their data privacy in innovative and socially responsible ways. Are you curious about being part of our growth story while evolving your skills in a culture that will welcome your unique contributions? If so, let's start the conversation. Job Summary Iron Mountain is seeking a dynamic and experienced Director, Capture Management to join our US Public Sector team. In this role, you will bring together Iron Mountain’s diverse capabilities and subject matter expertise to drive pre-sale/pursuit activities for large-scale opportunities in the US Public Sector. You will be responsible for the development, management, and end-to-end execution of the overarching capture plan for large, strategic opportunities. You will develop the how and why an opportunity can be won and maximize the win probability through team leadership, strategic thinking, insightful action, and ultimate accountability. You will work closely with public sector sales representatives, account management, channel managers, program managers, sales solution engineers, finance, operations, product SMEs, and Iron Mountain business leadership in strategy development. This position requires drive, ownership, determination and willingness to succeed, leading the effort and managing matrixed, cross-functional teams to achieve the company’s business goals. As the Public Sector is anticipated to achieve tremendous growth over the next 3 to 5 years, you will work across service lines to ensure a continuous stream of new business for the company.

Requirements

• 10+ years of experience delivering positive business outcomes in Government market segments, including federal, state, local government, and education sectors.
• Strategic Capture Experience: Proven track record successfully leading the capture of systems, solutions, and services for strategic deals valued over $25M.
• Industry Domain Expertise: Experience in the information technology industry, specifically with cloud, SaaS, and storage solutions.
• Capture Lifecycle Mastery: Experience executing pursuit and capture development lifecycles, using Shipley or other capture methodologies, and leading diverse teams through complex captures with in-depth stakeholder reviews.
• Demonstrated Business Development Skills: Proven skills in all areas of business development, including opportunity qualification, capture strategy, customer relationship development, and team leadership.
• Acquisition Shaping Capabilities: Leadership skills to develop, organize, and execute significant capture activities, including building industry teams, assessing win probability, and executing customer call plans to shape acquisitions.
• Pricing and Cost Proposal Expertise: Experience in the development of competitive pricing strategies, price-to-win, and cost proposals.
• Government Contract Familiarity: Experienced with a multitude of government contract types and pricing strategies, including Firm Fixed Price (FFP), Performance-based, Cost Plus (CP), and Time & Materials (T&M).
• Communication and Facilitation Skills: Strong meeting facilitation skills and excellent oral and written communication skills required to review and communicate in a correct, concise, and professional manner, alongside strong verbal and written skills for executive-level presentations.
• Collaborative and Fast-Paced Adaptability: Ability to work collaboratively in a dynamic team environment while managing a diverse workload, tight timelines, and working efficiently in fast-paced, time-sensitive, and often multi-tasking environments.
• Executive and Stakeholder Relationship Skills: Confidence and experience dealing with and effectively communicating to senior executives, with the ability to establish and maintain solid working relationships and communication with various technical and business staff, managers, and peers.
• Matrixed Environment Navigation: Capable of navigating within a matrixed environment, managing and influencing across cross-functional departments at all levels.
• Critical Thinking and Team Leadership: Ability to think critically, solve problems, act as a strong team player who fosters collaboration, build influential cross-team relationships, and show a proven track record of leading teams or large programs.

Nice To Haves

• Master’s degree is desirable.

Responsibilities

• Lead and Fully Own Capture Activities: Manage critical capture activities including call planning, competitive analysis, stakeholder analysis, solution development, staffing analysis, teaming, and pricing strategy.
• Execute Strategic Capture Plans: Take responsibility for the development, implementation, and overarching accountability for successful capture plan execution.
• Manage and Prioritize Pipeline: Participate in the identification, qualification, and prioritization of an opportunity pipeline with sales representatives and account management.
• Lead Cross-Functional Teams: Lead and integrate cross-functional teams and direct team activities for the duration of the pursuit.
• Manage Milestone and Gate Reviews: Prepare and lead milestone/gate reviews, and other reviews as required, while establishing schedules to accomplish required capture activities between reviews.
• Coordinate Competitive Assessments: Lead and coordinate competitive assessments determining the strengths and weaknesses of Iron Mountain and potential competitors.
• Gather and Analyze Key Insights: Work with sales representatives, industry advisors, and consultants to gather and analyze key insights and information about the client, mission-critical problems, and the opportunity.
• Translate Capture Strategies: Work with proposal managers to ensure capture strategies and findings are accurately translated into the proposal, and translate capture strategies into proposal win themes during the proposal stage.
• Identify Capital and Operating Expenses: Identify capital investment and operating expenses needed for opportunities including facilities, staffing, hardware, software, security, and infrastructure.
• Secure Executive Approvals: Develop, coordinate, and execute appropriate approvals with executives.
• Provide Thought Leadership: Be a thought leader with respect to program pursuit, proposal responses, win strategies, technical discriminators, solutions providers, and pricing.
• Support Business Intelligence: Provide additional leadership and expertise in other new business matters including strategic planning, competitive intelligence, and market analysis.
• Conduct Win/Loss Analysis: Perform win/loss analysis including capture process improvements for opportunities.
• Mentor and Standardize Best Practices: Provide support and guidance to other Capture Managers to implement standardized capture best practices across the business unit.

Benefits

• Competitive compensation and benefits aligned with your leadership experience.
• Paid time off and holidays to ensure you have dedicated time to recharge.
• Flexible work options to support your individual work–life balance.
• Comprehensive health, wellness, and retirement plans tailored to your region.
• Opportunities for continuous learning and professional growth within a globally expanding enterprise.

What This Job Offers

• Job Type: Full-time
• Career Level: Director