Capture Manager

Capture Manager

Requirements

• BA / BS or equivalent experience, plus 10 years relevant experience, five of which must have been in a business development / capture position for Federal Government Contracts that include engineering services.
• Must have an active TS Clearance
• Experience working in a hybrid remote/in-person environment, with a willingness to travel as needed to engage with customers and support capture activities.
• Experience Capturing and Winning vehicles and task orders within the RS3 / ITES-3 Vehicles and Army Cyber Market, with a focus on Mission Analytics and Cyber services.
• Strong knowledge of advanced analytics and cyber engineering services, with the ability to articulate technical solutions to non-technical stakeholders.
• Excellent communications skills through written and oral presentations, development of technical solution white papers, and other customer examples
• Demonstratable experience identifying and developing opportunities for business expansion including strong character, selling and presentation skills to cast a vision and implement your plan.
• Experience with Business Development commitments (opportunity pipeline, RFI, capture, pricing, and proposals).
• Proven Relationships within the target market.
• Candidate will articulate a business strategy and technical vision for capturing market.
• Strategic thinker with the ability to develop and execute business growth strategies, including market analysis and competitive positioning.
• Demonstratable skill across the lifecycle of business development including opportunity identification, qualification, capture, customer visits, technical solution sessions, building customer rapport, understanding competitors, and teaming responsibly.
• Experience in the successful negotiation of teaming agreements.
• Shall utilize notes and opportunities to maintain an up-to-date pipeline utilizing CRM tools (such as Salesforce).

Responsibilities

• Lead the capture strategy development process for key opportunities in Mission Analytics and Cyber within the specified market spaces.
• Build and maintain strong relationships with customers, partners, and key stakeholders within the Army Cyber Market.
• Strategic oversight of the entire lifecycle of the opportunity from ID to Award.
• Responsible for opportunity gate reviews including Win Strategy, Solution Approach, Pricing Strategy, Investment Efficiency, and probability-of-win (Pwin).
• Lead pre-proposal shaping activities, orchestrate capture activities during the proposal phase and post-submittal activities, and must show a proven methodology toward increasing win probability.
• Provide strategic thinking and execution for enterprise-level capture efforts on opportunities, including those of $100m+.
• Work with solution architects and front-line engineers to develop highest-scoring technical volumes, win themes, and win strategy.
• Lead teaming agreements through gate reviews to improve customer value proposition and improve Pwin.
• Collect and leverage customer and business knowledge through business intelligence to ensure the team fully understands the desires and needs of the customers and the capabilities of potential competitors.
• Continuously monitor and evaluate the competitive landscape to identify potential teaming partners and assess market positioning.
• Provide communication and time management by leading management gate reviews including managing pipeline budgets and investments.
• Co-Lead with cost estimating team the pricing strategy to provide alignment to the solution and the optimal price advantage for the bid.
• Co-Lead with Proposal Manager the color team reviews to ensure that reviews are conducted in a repeatable manner adhering to procedures and processes.

Preferred Qualifications

• Bachelor’s degree in management or technical field, plus 10 years relevant experience, five of which must have been in a business development / capture position.
• Experience winning full and open proposals as a mid-tier competitor.
• Demonstratable pipeline in targeted market of RS3 / ITES-3 Vehicles and Army Cyber Market and a deep understanding of customer, customer organization, contracts, tasks, and competitors.
• Possess a comprehensive understanding of cyber tools, infrastructure, and situational awareness.
• An active TS Clearance with SCI and current polygraph, or interest to obtain polygraph.
• Experience introducing innovative capabilities and technical thought leaders to customers.
• Experience in identifying, qualifying, and winning large business development programs ($100M+ Total Contract Value).
• Active participant in industry conferences, networking events, and trade shows to promote AnaVation’s services and capabilities within the community.