IT and Engineering Capture Manager (4738) - Military veterans preferred

2019-06-14
IAPWS (www.iapws.com)
Sales/Marketing

/yr

  full-time   employee


Alexandria
Virginia
22320
United States

Essential Job Functions:

Drives opportunity from the capture decision to the contract award. Formulates, communicates, and implements integrated capture strategy, pricing, teaming, competitive intelligence/analysis, client relations, and technical solutions/concept development.

  • Supports overall strategic planning and linking aviation-related pursuits/capture activities. Responsible for specific capture activities such as win strategy, technical approach, teaming, competitive analysis, and contributing to pricing strategy.
  • Identifies and implements Information Technology and Engineering Services business development projects relating to new industries, technologies, or services.
  • Shapes Requests for Proposals (RFP), determines customer intimacy, and identifies strengths and weaknesses of the organization in pursuit of the opportunity.
  • Identifies the need or benefits of teaming partners and the associated ethical oversight of required agreements; fosters solid relationships and partnerships with key prime contractor organizations and subcontractors on existing and new programs.
  • Drafts and coordinates with Contracts and Legal departments Non-Disclosure Agreements (NDAs) and Teaming Agreements (TA) with all potential and existing business partners.
  • Briefs new opportunities to Executive Leadership Team (ELT) to obtain approval to proceed/bid opportunity and for bid and proposal (B&P) funding and resources (Gate Process).
  • Responsible for managing B&P budget to ensure opportunity does not exceed approved budget.
  • Develops Concept of Operations (CONOPs) and solutions for Information Technology and Engineering Services (IT&ES) requirements that can be used for BOE development and execution.
  • Briefs capture status to ELT at specified milestones in the capture process (Gate Process).
  • Identifies leads and new IT and ES business opportunities by leveraging past relationships and accounts.
  • Establishes, maintains, and grows relationships with current and potential customers.
  • Manages IT&ES pursuits (Pipeline) and ensures pursuit opportunities are updated and current in SalesForce.

Education & Experience:

Bachelor's degree in business or a field related to IAP service offerings.

  • A minimum of five years of capture management experience with proven analytical skills to execute a capture strategy and win pursuits.
  • Proven capability to act as a Capture Manager for various size pursuits ranging from $20M-$1B.
  • Experience working with a wide range of Information Technology services, to include Infrastructure, Cyber Security, Tactical Communications, C4ISR, Software Development, Engineering Services, Operations and Maintenance and other related services
  • Experience supporting a diverse set of customers to include Army, Air Force, Navy (DoD), DoS, DHS, and DoJ.
  • Experience in strategic planning, product management, strategic marketing, business analysis, product development, or strategy/operations consulting.
  • Demonstrated ability to lead project teams, work cross functionally, and think both critically and strategically.
  • Shipley training in a related field (PtW, Business Development, Proposals and Capture.)
  • Experience using SalesForce, or a similar CRM system is preferred.

Knowledge & Skills:

  • Strong strategic networking skills across the Information Technology and Engineering Services industry and with government and commercial entities.
  • Critical thinking and problem-solving skills are essential.
  • Excellent customer-facing skills.
  • Effective oral and written communication skills coupled with the ability to establish and maintain productive customer and industry participant networks.
  • Efficiency in the use of Microsoft (Word, PowerPoint, and Excel).
  • High level of energy, enthusiasm, and flexibility.
  • Ability to work independently and with a team.
  • A motivated Self Starter with the drive to successfully complete tasks with rigor.

Security Clearance:

  • Must have the ability to obtain a SECRET clearance. Top Secret is preferable.