Director, Capture Management with Security Clearance
American Systems Corporation | Chantilly, VA
The Director, Capture Manager is responsible for identifying and leading strategic pursuits in collabo...
The Director, Capture Manager is responsible for identifying and leading strategic pursuits in collaboration with BD, Delivery, Contracts, HR, Pricing, and Proposal leads. This position reports to the Vice President of Capture Management. The assigned individual is expected to lead large strategic bids ($10M to $200M in gross bookings) including development of technical solutions and win strategies; execution of capture plans based on established internal tools and processes; and advancement of proposal readiness. Additionally, this position will include collaborating with assigned assets from Delivery including Subject Matter Experts, Technical Experts, Program Managers, and Offering Leads. This role also includes mentoring and coaching business development and capture managers responsible for smaller pursuits and task orders. The individual is expected to operate effectively within and recommend improvements to business development processes, procedures, and policies established by AMERICAN SYSTEMS for the development and advancement of a qualified opportunity pipeline--and, specifically, on-hands management of assigned 18-24 Month Pipeline for large, strategic bids. Is accountable for achieving performance toward corporate objectives for new business growth; resolving problems and challenges that impact results; demonstrating leadership at all phases of the bid lifecycle; and, representing AMERICAN SYSTEMS externally to government officials, customers, and prospects -- as well as teaming partners, suppliers, and other industry sources required to compete successfully. * Gathers, assesses, and validates customer requirements working closely with BD and Delivery leads -- identifies related needs and constraints that impact winning solution * Assesses probable competition and evaluates relative strengths and threats -- conducts Black-hats, competitive scenarios, etc. * Translates requirements into robust win strategy, carefully tested and validated, and advances strategy to management and technical design with strong value proposition and differentiated bid elements based on compelling features and benefits * Collaborates effectively with internal teams and external partners to sustain operational excellence, resolve conflicts, and achieve customer satisfaction * Identifies gaps and develops strategies to overcome weaknesses and mitigate risks * Conducts and participates in gate, pricing, teaming, and capture reviews; leads and documents lessons learned * Works closely with key business office functions such as contracts, pricing, recruiting, procurement, etc. * Leads and negotiates teaming agreements and strategic alliances * Manages assigned pipeline (portfolio of opportunities) as the executive lead for Business Winning Teams -- works closely with Offering Leads, Technical Experts, and General Managers who are the opportunity pipeline corporate sponsors -- ensures cooperation, collaboration, and communication throughout the Delivery line * Drives development and completion of critical bid artifacts required for proposal development; ensures integrity of win strategy through supporting role in color reviews; supports assigned Proposal Manager/Director by assisting with development of compliant and compelling bids * Assumes accountability for advancing and maturing opportunities toward high win probability * Mentors others in capture life cycle AMERICAN SYSTEMS is one of the top 100 employee owned companies in the United States. Employer Ownership means, that at AMERICAN SYSTEMS, we treat each other with respect. Every member of our team has a vested interest and benefits from MISSION SUCCESS. We all have the same goals - particularly in service to our nation's War Fighters; providing, team-focused, mission-essential support in challenging environments. Being truly effective means pushing beyond basic requirements. We build skilled and committed teams of experts. We conduct our work with a sense of purpose; loyal to the mission, our clients, each other and to the long-term success of the company. Job Requirements * Bachelor's degree or higher * 15 or more years of capture management with federal government procurements -- knowledge of federal acquisition regulations and policies strongly preferred * Proficient and proven ability in capture management based on industry best practices -- demonstrated proficiency qualifying opportunities * Strong oral and written skills * Proven winning track record with large and complex IT, Engineering, and Professional Service-related contracts in the federal marketplace -- experience with defense and intel is highly desired; however, position also includes civilian agencies * Ability to mentor and train others in the capture lifecycle * Secret eligible; Top Secret desirable * Ability to travel 20% of the time (on average) * Excellent interpersonal, problem solving, and business acumen * Ability to deliver and willingness to provide effective coaching, mentoring, and training * Confidence and experience dealing with senior executives; ability to work effectively in fast-paced, time sensitive, and often multi-tasking environment * Demonstrated performance as team player and leader * Analytical, critical thinking is a required attribute EOE M/F/Disability/Veterans