Capture Strategy Lead

7 days ago

Rockville, Maryland, United States ExpediteInfoTech, Inc. Full time
About the Role

We are seeking a highly experienced Senior Business Development Manager to lead our growth team in capturing prime opportunities in excess of $25M and/or sole-source opportunities. The ideal candidate will have a proven track record of successfully executing all phases of a large and multi-year capture effort, including strategic planning, teaming, proposals, market, or competitive and price-to-win analyses.

Key Responsibilities
  • Work as a leader on our growth team, leveraging public and proprietary tools and databases as well as preexisting relationships at Department of Defense (DOD) agencies to identify opportunities for pursuit.
  • Support senior executives in developing growth plans to achieve corporate revenue goals.
  • Develop the customer/stakeholder relationship management strategy, engage senior executives in strategy execution, and keep leadership team informed and engaged.
  • Lead development and implementation of the Capture Plan encompassing Win Strategy, Price to Win, teaming, investments, etc.
  • Lead customer requirement influencing strategy, requirement interpretation and solution generation.
  • Identify gaps in capabilities and/or resources and develop a plan for filling those gaps.
  • Develop and refine value propositions and win themes based on customer interactions, competitive intelligence, and core competencies.
  • Support the development and implementation of market-based competitive intelligence, market assessments, client assessments, and strategic planning efforts.
  • Manage key stakeholder relationships, keep the business leadership team informed, and engage in advancing strategic partnerships with clients and industry partners.
  • Conduct competitive assessments on specific opportunities and make recommendations on approach and teaming partners.
  • Manage knowledge/data consistently and timely within company CRM database.
  • Provide regular updates and reporting to executive team on status of opportunities.
  • Drive business to existing GWACs and IDIQs/BPAs held by ExpediteInfoTech, Inc.
  • Opens doors and lands meetings for ExpediteInfoTech, Inc. technical demonstrations and proof of concepts to potential Federal customers.
  • Participate in proposal development, to include identifying qualifiers and quantifiers, key discriminators, bringing suggestions for call out boxes and ghosting, and the ability to tailor the management approach based on capture.
Requirements
  • Minimum of 8 years of relevant experience in BD/Capture for Federal Government procurement of IT Services.
  • Experience with successful execution of all phases of a large and multi-year capture effort, including strategic planning, teaming, proposals, market, or competitive and price-to-win analyses.
  • Honed ability to elicit and understand customers' unique mission, technologies needed and pain points.
  • Expert skills in deal qualification, development of capture strategy, customer collaboration, and teaming.
  • Demonstrated experience capturing prime opportunities in excess of $25M and/or sole-source opportunities.
  • Proven experience winning contracts with a combination of at least two of the following: Army, Navy, USMC, DOD, USAF, DHA, DLA, DIA, DCMA customers.
  • Customer engagement experience with Defense and Civilian federal customers.
  • Experience working with Client Delivery teams to develop and oversee potential solutions for new opportunities.
  • Located in the DC - Baltimore Metro area with ability to participate in DC / Baltimore metro area located activities.
  • Expert understanding of various contracting vehicles and the benefits of each.
  • Expert understanding of all contract types (non-IDIQ, IDIQ - single or multiple award contracts), as well as payment types (e.g., FFP, T&M, cost plus) and impact on risk and business case.
  • Expert understanding of Federal and DoD acquisition lifecycle, customers' buying trends, budgets, and requirements.
  • Demonstrated excellent verbal and written communication skills with internal and external stakeholders, including experience briefing executives and Government clients.
  • Ability to present our capabilities and past performances to clients.
Desired
  • Active involvement with industry associations (e.g. AFCEA, ACT-IAC, etc.).
  • Capture and proposal training such as Shipley, etc.
  • Proposal leadership experience.
  • Understanding of technical skills of Modern Software Development, Cloud Solutions, Big Data, AI/ML/RPA and/or Advanced Analytics.

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