Capture Manager (Army)

Army Capture Manager

Location: Herndon, VA (hybrid)
Industry: Department of Defense
Salary: Up to $200k/yr.

Summary: Responsible for developing, qualifying, and successfully capturing a pipeline of Federal Army contracts that expand team's emerging technology, digital automation, and high-end information technology portfolio.

Required Qualifications:

• Bachelor's degree in a technical or business discipline; an advanced degree is highly desired
• 5+ years of Army service (former Army Signal Corps preferred, but not required) and 5 years of progressive experience in Federal Government IT business development, or 10+ years of progressive experience in Federal Government business development and capture management
• Demonstrable experience generating and closing new Army IT business opportunities centered on enterprise IT, cyber, software development, automation (AI, ML, RPA), and/or cloud
• Proven success in winning Army IT opportunities with key organizations that drive significant IT and advanced technology operations (e.g. PEO ES, CIO/G-6, CECOM, PEO IEW&S, DEVCOM, TRADOC, CASCOM). Achievements must include at least three relevant IT contract wins, each with a minimum total contract value of $50M, over the last three years
• Demonstrated understanding of the Army's emerging technological landscape (strategy, priorities, initiatives, drivers, stakeholders, etc.)
• Demonstrated working knowledge of Federal Government acquisition regulations, policies, and contract vehicles
• Ability to lead interdisciplinary teams with varying levels of experience
• Knowledge of Government contracting, current IT acquisition trends, and customer buying behaviors

Responsibilities:

• Owning the development and execution of an account strategy and pipeline while making recommendations for modifications, when necessary.
• Conducting market assessments and leading business development activities on opportunities that align with EMG's key growth markets of IT Solutions and Technology Services, including software development, cloud, cyber, AI, and data analytics.
• Identifying and qualifying new, high Win-potential business development opportunities and overseeing the capture management and proposal development processes.
• Ensuring that company is viewed as a key partner across multiple markets, and helping position company favorably in the eyes of both the customer and teaming partners.
• Overseeing the development and execution of customer call plans for opportunities, assessing the competitive landscape, and applying knowledge of leading competitors to foster the development and implementation of an effective and differentiated win strategy.
• Aiding in the negotiation of teaming agreements, contracts, and proposal development.
• Developing and briefing bid/no-bid recommendations, pursuit and capture strategies for new business opportunities, and associated business cases for advancing opportunities that will grow the business base.
• Using strong client management skills, including the ability to develop and maintain lasting relationships with Government and industry partners through daily interactions to gain valuable intelligence and insights and subsequently position company as a trusted partner to customers.
• Managing responses to Government market research inquiries (e.g. RFIs, Sources Sought Notices, etc.), attending industry events and participating in thought leadership initiatives.
• Shaping acquisition strategies by leveraging client relationships, company capabilities and experience, white papers, partners, and contracting vehicles.
• Delivering presentations and communicating to internal and external audiences.
• Supporting the Capture Manager for large strategic bids ($50M to $200M+ in total contract value) including the development of solutions and win strategies; developing and executing capture plans based on established internal processes and tools; and advancement of proposal readiness.

EOE/ADA
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