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Sr Director, Client Engagement Capture

1 month ago

Columbia, United States MAXIMUS Full time
Description & Requirements

This position resides within the Defense Market and is a leadership position that will have upward exposure providing frequent briefings to senior Leadership including Market SVP, Growth Leader, and E-Suite.

This position requires experience across the various disciplines of the Department of Defense, with demonstrated experience comprised of technical operations, client engagement, sales, proposal development, and capture management.

Essential Duties and Responsibilities:
- Responsible for capture, pursuit, and solutioning architecture for multiple lines of business.
- Provide strategic guidance to executives regarding solution shaping and response strategies.
- Develop strong business relationships with internal stakeholders.
- Brief and provide guidance to senior leadership for decision making.
- Work on maintaining a win/loss ratio.
- Craft sales themes and differentiating narratives.

• Perform active engagements with various clients to include (program executive officers, contracting officers, acquisition directors, technical directors, small business directors, program managers, end users).

• Develop detailed client engagement trip reports that include purpose/objective of client engagement session, summary of the main engagement priorities/needs from the client, proposed next steps for client engagement and opportunity assessment/capture maturity of opportunity.

• Perform the necessary client engagement due diligence in attending various government industry day events, webinars, government open house forums, and client face to face meetings).

• Complete understanding of business development, capture, and proposal methodologies and tools including Shipley, Sales Force, Gov Win, etc.

• Develop and manage opportunity pipeline of at least three (3) opportunities including updating all necessary capture information in Sales Force, developing and presenting capture briefing decks to senior management for approval.

• Develop and mature capture opportunities in collaboration with operation leads, solution architects, pricing, and business analysts. This includes communicating to team, writers, management, etc.

• Lead and drive BD planning and capture activities including developing requirement gap capability assessments, teaming strategies, win themes, discriminators, risk mitigation planning, past performance assessments, and any unique requirements to support the opportunity pursuit ideally, 6+ months prior to RFP release.

• Manage RFI responses to various government inquiries in conjunction with operations, proposal operations, solution architects, and executive management.

• Support short-term captures, as appropriate where opportunities align with the goals and objectives of the market and lead to larger strategic procurements.

• Provide insights, data, and industry experience to business development for the purpose of shaping opportunities and using competitive analysis to optimize Maximus positioning for success.

• Design and deploy the value proposition and mitigations which make up the sales themes of the bid and demonstrate differentiators for Maximus.

• Participate in the pricing strategy discussion and contribute to a collective data-driven pricing strategy.

• Research competitor strengths/weaknesses and know how they sell against us. Identify our vulnerabilities and gaps; provide recommendations and take actions to mitigate and close those gaps through teaming, key hiring, or other.

• Develop a small-business and partnership strategy and coordinate teaming agreements and meetings with client and proposed teammates.

• Coordinate the different inputs / points of contact; work closely with proposal developers to ensure a compliant and top-quality proposal for delivery to the customer.

• Participate in proposal color team reviews as required.

Minimum Requirements

- Bachelor's degree in related field required.
- 12 years of relevant professional experience required.

• Bachelor's degree from an accredited college or university required, preferred field of study in Policy Analysis, Marketing or Communications

• 12 years of related experience required; 15+ preferred.

• Experience with business development in the defense technology ecosystem, systems or business analysis, solution architecture, operations/sales/capture management, and creating/executing a go-to-market strategy.

• Experience with management of matrixed small and large teams

• Former Sales, Proposal and Capture experience is a must, and experience in the technology services environment is preferred (i.e. IT modernization, cyber, cloud enablement, etc).

• Strong leadership and management skills

• Superior organizational and time-management skills

• Experienced decision-maker with sound judgment

• Articulate written and verbal communication capabilities.

• Effective public speaker

• Excellent analytical skills with the abilities to apply to pricing models and support execution.

• Know when to delegate, make decisions, and escalate.

• Able to multitask, prioritize and be a self-starter.

• Strong negotiating skills

• Computer proficient

• Ability to perform decision making under uncertainty, and in a matrixed environment.

• Ability to work with shared resources, client deliverables and presentations.

EEO Statement

Active military service members, their spouses, and veteran candidates often embody the core competencies Maximus deems essential, and bring a resiliency and dependability that greatly enhances our workforce. We recognize your unique skills and experiences, and want to provide you with a career path that allows you to continue making a difference for our country. We're proud of our connections to organizations dedicated to serving veterans and their families. If you are transitioning from military to civilian life, have prior service, are a retired veteran or a member of the National Guard or Reserves, or a spouse of an active military service member, we have challenging and rewarding career opportunities available for you. A committed and diverse workforce is our most important resource. Maximus is an Affirmative Action/Equal Opportunity Employer. Maximus provides equal employment opportunities to all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status or disabled status.

Pay Transparency

Maximus compensation is based on various factors including but not limited to job location, a candidate's education, training, experience, expected quality and quantity of work, required travel (if any), external market and internal value analysis including seniority and merit systems, as well as internal pay alignment. Annual salary is just one component of Maximus's total compensation package. Other rewards may include short- and long-term incentives as well as program-specific awards. Additionally, Maximus provides a variety of benefits to employees, including health insurance coverage, life and disability insurance, a retirement savings plan, paid holidays and paid time off. Compensation ranges may differ based on contract value but will be commensurate with job duties and relevant work experience. An applicant's salary history will not be used in determining compensation. Maximus will comply with regulatory minimum wage rates and exempt salary thresholds in all instances.

Annual Base Pay Minimum for this Position

$

175,000.00

Annual Base Pay Maximum for this Position

$

240,000.00