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Capture Manager- Homeland Security
McLean, VAPosition Overview
Avantus Federal seeks a Business Development (BD)/Capture Manager with proven results within the Homeland Security market. The individual will be a key driver of growth and 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, develop solutions, and move captures from initiation to proposal phase with the flexibility to adapt to a fast growth environment.
Responsibilities
The BD/Capture Manager will focus on full range of activities from opportunity identification and qualification through proposal and transition support. The candidate will report to the Vice President for Civilian/Homeland Enterprise within the Business Development Office (BDO) and will work closely with delivery organization senior leadership with 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 the Department of Homeland Security (DHS), 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
- Bachelor’s degree in Business Administration, Information Technology, or relevant field
- Requires a minimum of 8 years of delivering consulting and other professional services to federal and private sector clients
- Minimum of 3 years selling services and fostering strategic relationships in DHS or other national security market
- Must have a 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 Homeland Security market
- Strong written and oral communications skills
- Direct experience identifying and leading the capture of unrestricted prime opportunities and strategic subcontracting opportunities through small and large business partnerships
- Experience capturing unrestricted opportunities
- Desire to succeed in a fast-paced and rapidly evolving business organization
- Proven track record in building accomplished teams; developing and selling solutions; and executing strategic campaigns
- Experience building and maintaining high-level relationships and demonstrated ability to prospect and close new customers
- Awareness of key competitors in the DHS market to support business development and build competitive discriminators
- Experience with the federal budgeting and appropriation process as it applies to federal programs
Preferred Qualifications
- Advanced degree in Management, Information Technology, or relevant field
- Experience developing and leading projects and portfolios supported by data driven technologies, advanced analytics, or IT transformation
- Knowledge of current and future policies, practices, trends, technology, and information that may impact corporate business performance within the DHS market
- Proposal writing experience
- Mature and active network of contacts relevant to the market and the contractor industry that supports and operates within those markets
- Knowledge of current and future policies, practices, trends, technology, and information that may impact corporate business performance
- Active TOP SECRET security clearance