Location
Woodbridge, VA | United States
Job description
Reporting to the Executive Vice President of Growth, the Director of Capture participates in all strategic growth initiatives as it pertains to all key accounts. Responsible for all capture activities across a team of 3 to 6 during the Business Development, Capture, Proposal phase, and post-submittal activities to substantially increase probability to win for deals across Sev1Tech’s operating groups to included: Army; Air & Space Force; Navy, Health; and Civilian, the ideal Director of Capture leads and mentors his/her staff through strategic, enterprise level, technically complex pursuits and captures.
Possessing both a broad strategic perspective and a very hands-on capture persona, the Director of Capture is a key, high-impact member of the growth team. Success in the near term will focus on working with the team to enhance win strategy and win rates, anticipating problems and customer needs, and properly positioning Sev1Tech to win large scale opportunities.
Primary responsibilities will include but are not limited to:
- Develops the Capture Plans and identifies Capture team and Proposal team members in coordination with Growth and Operations leadership
- Adheres to capture progression and all Gate Review presentations and is responsible for upkeep in the Sev1Tech opportunity CRM
- Develops final win themes, win strategies, value propositions, and differentiators
- Ensures price to win (PTW) analysis is conducted and the PTW target is established
- Leads development of technical and management solutions
- Supports the Proposal Manager and Proposal team, as required, including developing the first draft of the Executive Summary, contributing to proposal reviews, and providing overall guidance to the team
- Assesses and continually updates competitor capabilities, performs analysis of competitor strengths, weakness, opportunities, and threats (SWOT), and conducts team gap analysis
- Prepares NDA requests and provides to Contracts/Subcontracts for execution prior to any detailed discussions with outside companies or personnel
- Establishes the team, including subcontractors, and negotiates teaming agreements
- Establishes meaningful teaming selection criteria
- Prepares teaming Statements of Work (SOW) (Exhibit A) and works with Contracts and Procurement to negotiate and ensure full execution of teaming agreements
- Negotiates teamwork share and work lanes
- Prepares teaming/consultant justifications and works with Contracts to ensure compliance with Sev1Tech’s Approved Purchasing System requirements
- Identifies and secures dedicated resources
- Schedules/facilitates team status meetings (weekly capture calls)
- Establishes/clarifies meaningful roles/responsibilities for team members
- Encourages positive working relationships among all team members
- Develops expectations for moving forward to include anticipated activity schedule, key milestones, and anticipated challenges
- Utilizes industry best practices to increase the probability of win through development of strategies and themes to support competitive proposal submissions that meet and/or exceed customer’s expectations
- Identifies potential capture risks, as well as develops avoidance and alternate risk mitigation strategies
- Leads the development of team capture strategies, win themes, executive summaries and discriminators. Prepares teaming gap analysis
- Exhibits creativity in strategic approach, pricing and offers unique solutions
- Conducts after action reviews for all business opportunity capture participants to document lessons learned and identifies necessary adjustments to capture technique, strategy, and actions
- Completes B&P requests or request updates as needed by obtaining an estimate of resources from the Operations or functional organizations
- Previous demonstrated, recent capture experience leading to award of major programs ($100M+)
- 10+ years of capture lead experience focused on leading single-award prime captures.
- Track record of success winning $100M+ single-award deals
- Track record of penetrating new customers with solutions to include IT modernization, cyber security, cloud, engineering, space, fielding, training, and program support services
- Ability to work independently with minimal supervision, as well as work within a team environment.
- Analytical skills relating to capture management.
- Communication skills to support working relationships, customer interaction, and to make formal presentations to senior decision makers.
- Experience in analyzing and selecting teaming partners and negotiating sound teaming agreements.
- Established relationships with domestic customers, associated primes and appropriate government organizations.
- Deep knowledge of the Federal procurement process, current acquisition trends, and customer buying behaviors
- Thorough knowledge of entirety of BD lifecycle and the Shipley method
- “Executive Presence” required to lead and inspire confidence in pursuit teams to work constructively and calmly under stress and pressure
- Must also have a demonstrated track record of working effectively in a collaborative organization.
- Proven professional and managerial skills along with the leadership traits and personal characteristics which are necessary for success in senior management.
- Possess an established professional reputation for excellence in services rendered, and the highest levels of personal integrity.
Travel : Ability to travel up to 25 percent of the time or as business dictates
Education : Bachelor’s Degree with a preference for scientific, engineering or business discipline; advanced degree highly desired.
Clearance : Must be able to provide proof of U.S. Citizenship able to obtain a government clearance
- An active Top Secret clearance
- A bias for action in an engaging and relational manner and an orientation towards solving rather than identifying problem areas is a preferred characteristic of the ideal candidate.
- Key factors include sound business judgment, keen conceptual skills, intellectual discipline, self-confidence, imagination, and well-developed management skills. In addition, should possess the personal ambition to play a major role in the growth and success of a company with a strong heritage for high quality and responsive service to its clients.
- A well-developed concept of the capture process for solutions and strong knowledge of the technical, fiscal, and contractual trends within the industry.
- With full accountability for results, he/she must be willing to exert themselves over sustained periods of time to accomplish their professional and personal goals while maintaining a strong level of mutual respect for peers, colleagues, and direct reports. They must set the standard for personal integrity, honesty, teamwork, and public accountability so as to motivate the entire team to the highest levels of commitment and personal effort.
Founded in 2010, Sev1Tech provides IT, engineering, and program management solutions delivery. Sev1Tech focuses on providing program and IT support services to critical missions across Federal and Commercial Clients. Our Mission is to Build better companies. Enable better government. Protect our nation. Build better humans across the country.
Join the Sev1Tech family where you can achieve great accomplishments while fostering a satisfying and rewarding career progression. Please apply directly through the website at: #joinSev1tech
For any additional questions or to submit any referrals, please contact: [email protected]
Sev1Tech is an Equal Opportunity and Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, protected veteran status, or disability status.
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