Director of Capture Management

2 weeks ago

Herndon, United States Zolon Tech Solutions Inc Full time

Client: Zolon Tech

Title: Director of Capture Management

Duration: Direct hire

Location: Herndon, VA

  • The Director of Business Development and Capture Management is a critical position within the Zolon Tech National Security Business Unit and reports directly to the Vice President and General Manager.
  • The National Security Business Unit includes the Departments of Homeland Security, Justice, State, Energy, and Treasury.

Responsibilities:

  • Drive effective win strategies and capture plans to grow new business and retain existing business.
  • Identify and qualify new business and maintain a pipeline aligned with the business unit operating plan.
  • Leverage industry-leading market intelligence tools for additional insight and understanding.
  • Identify and utilize specialized industry or program consultants, as needed.
  • Move assigned opportunities through the business development lifecycle, including gate reviews.
  • Work to shape opportunities prior to RFP release through strategic customer engagement.
  • Understand company/bid strengths, weaknesses, opportunities, and threats.
  • Identify qualified teaming partners and prepare detailed competitor analyses.
  • Develop pricing and price-to-win strategies.
  • Identify capture strategy, win themes, customer hot buttons, discriminators/differentiators, and ghosting techniques and use them throughout the proposal.
  • Leverage and grow industry and customer network, attend relevant industry days and conferences, and market company capabilities and services.
  • Be thoroughly familiar with and maintain a strong understanding of our services and capabilities, strategic partnerships, past performance, and past responses.

Qualifications

  • Bachelor's Degree and 10+ years of experience leading Federal business development and capture management, preferably in the National Security market.
  • Proven ability to build and maintain an opportunity pipeline and lead strategic captures from $50M+.
    Customer knowledge and relationships, and competitive understanding of the National Security market.
    Success in leading multiple captures simultaneously at various stages of the opportunity lifecycle.
  • Demonstrated understanding of GWACs, contract types (non-IDIQ, IDIQ single/multiple award contracts), and payment types (e.g., FFP, T&M). Knowledge of Federal Acquisition Regulations (FAR).
  • Confidence and experience dealing with executives; ability to work efficiently in a fast-paced, time-sensitive, and often multi-tasking environment.
  • Excellent interpersonal, oral, written, and presentation communication skills.
  • Flexible to work and lead teams through remote or in-office, based on opportunity requirements and business needs.
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