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Senior BD/Capture Manager - Defense
McLean, VA · Government/MilitaryPosition Overview
Senior BD/Capture Manager with proven results in the Department of Defense (DoD) market. The Senior BD/Capture Manager will be a key driver of growth in the Defense Division and is expected to work within a dynamic team environment and will be part of a fast paced, highly collaborative business development organization. The ideal candidate must have the initiative to both identify new business opportunities and deals from capture initiation to proposal phase with the flexibility to adapt to a fast growth environment. Duties include:
Responsibilities
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The Senior BD/Capture Manager will focus on a full range of activities from opportunity identification and qualification through proposal and transition support. The candidate will report to the Vice President of Growth – Defense within Business Development Office (BDO) and will work closely with the Defense Delivery organization senior leadership on the execution of the account growth strategy.
- Work closely with senior leaders to identify, refine, and execute account plan strategies
- Achieve yearly sales (Total Contract Value) targets and build a forward-leaning opportunity pipeline focused on unrestricted opportunities and small business partnerships
- Prepare, present, and mature opportunities through defined Capture Management Process
- Identify potential opportunities, arrange meetings, initiate marketing strategies, build and strengthen company relationships
- Develop and execute effective call plans for meetings with target clients, program managers, and industry partners
- Support outreach to Defense organizations, including assistance with building new partnerships and communication strategies; developing methods to expand customer base; and developing strategies to help ensure consistent, efficient, and effective solutions
- Develop and maintain positive working relationships with both internal and external stakeholders, including other business development and capture team members, client executives, proposal managers, corporate infrastructure departments and program management teams to ensure effective, efficient, and integrated implementation of capture strategies
- Assist in the development of successful pricing strategies, identifying risks, and interpreting solicitation requirements with delivery staff, SMEs and proposal managers on win themes
- Interface and manage teaming partners for existing relationship as well as developing potential future partners for upcoming opportunities
- Meet or exceed established performance goals in support of overall corporate growth and success
Required Qualifications
- Minimum of seven (7) years of experience selling services and/or solutions in the DoD
- Demonstrated/verifiable track record of proven success in the design and implementation of sound business development and capture strategies, as well as successful pursuit of opportunities within the Department of Defense
- Direct experience identifying and leading the capture of large ($25M+) unrestricted prime opportunities
- Experience building and maintaining high-level relationships and demonstrated ability to prospect and close new customers
- Proven track record in building accomplished teams; developing and selling solutions; and executing strategic campaigns
- Awareness of key competitors in the Defense community to support business development and build competitive discriminators
- Proposal writing experience
- Desire to succeed in a fast-paced and rapidly evolving business organization
- Strong written and oral communications skills
Preferred Qualifications
- Mature and active network of contacts relevant to the market and the contractor industry that supports and operates within those markets
- Experience supporting Advanced Analytics, Data and Software Engineering/DevOps, and Cybersecurity.
- Knowledge of current and future policies, practices, trends, technology, and information that may impact corporate business performance within the Defense community
- Current Top Secret Security Clearance with SCI Eligibility