Civilian Capture Lead

1 week ago

Washington, United States IBM Computing Full time
About the Role

The FSI Ecosystem Civilian Capture Lead is responsible for identifying, validating, developing, and capturing opportunities in the Federal Civilian market, working with and through market and Federal System Integrators (FSIs) leaders.

This role will drive opportunity identification through capture, define value propositions, articulate technical differentiation, and secure teaming partners where appropriate.

This role requires experience and acumen with the federal business development and capture process across the civilian marketplace, experience with FSIs' capture processes, ability to document and articulate discriminating value propositions, consultative selling, client relationship building, and working in a highly matrixed environment.

This role requires hands-on experience creating capture artifacts to be used for selling through FSIs, including value propositions, teaming agreements, client presentations, and proposal artifacts.

Success in this role is measured by pipeline growth, RFP submissions, wins, and overall market growth.

Key Responsibilities
  1. Develop and execute a comprehensive capture strategy for the Federal Civilian market.
  2. Build and maintain relationships with FSIs and other key stakeholders.
  3. Identify and pursue new business opportunities in the Federal Civilian market.
  4. Develop and articulate value propositions and technical differentiation.
  5. Secure teaming partners and negotiate agreements.
  6. Create capture artifacts, including value propositions, teaming agreements, client presentations, and proposal artifacts.
Requirements

This role requires:

  • Deep Civilian Capture and Business Development expertise.
  • Track record in building pipelines and successful captures in new and existing markets.
  • Understanding of and success in working across the entire business development lifecycle from co-creation solution development, teaming, proposal development, etc.
  • Strong client relationship-building and negotiation skills.
  • Experience working with multiple FSIs either directly or as teaming partners.
About IBM Computing

IBM Computing is a global leader in the technology industry, with a presence in over 175 countries. Our Global Markets organization is a strategic sales business unit that manages IBM's global footprint, working closely with dedicated country-based operating units to serve clients locally.

We are committed to creating a diverse and inclusive environment, and are proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics.

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