Director, Capture Management - Protective Services Remote - $10,000 Referral Bonus

Herndon, VA
Work Type: Remote
  • Job Category: Sales, Business Development & Related
  • Travel: Yes, 25% of the time
  • Clearance: Not Applicable
  • Req ID: 2024-3512

Overview

Job Summary:

Akima is currently seeking a dynamic and innovative capture management professional. The Director of Capture Management will play a pivotal role within the team, holding direct growth responsibilities for securing protective services, physical security, and detention management contracts with the U.S. Federal Government and allied countries. Our existing protective services portfolio is predominantly with the Department of Homeland Security (DHS), including Immigration and Customs Enforcement (ICE) and Customs and Border Protection (CBP).

In this role, you will be responsible for nurturing and expanding our presence with these key clients, while also driving growth with new clients and in new geographies. This includes a focus on domestic operations with the Federal Emergency Management Agency (FEMA), Transportation Security Administration (TSA), and the Department of Energy (DOE) – clients with whom the ideal candidate possesses direct relevant protective services experience. Additionally, you will focus future growth in Outside Continental United States (OCONUS) operations with the Department of Defense (DoD), Department of State (DoS), US Agency for International Development (USAID), US Special Operations Command (USSOCOM), and North American Treaty Organization (NATO).

You must be a self-starter with a proven track record in developing successful capture campaigns and delivering winning proposals for opportunities in both the small business and full and open markets in the continental United States (CONUS) and OCONUS. Drawing on your previous experience with federal law enforcement procurements, you will have ownership and be responsible for the entire capture evolution, from participating in opportunity identification and qualification to managing teaming and solution strategies, concept of operations (CONOPS) development, strategic pricing, and implementing these strategies up to and throughout proposal development. Additionally, you will participate in seamlessly transitioning capture efforts to execution.

Job Responsibilities:

  • Conducts market assessments and manages business development activities to support growth.

  • Identifies and qualifies new business development opportunities, assisting with the identification, qualification, and determinations for bid/no-bid decisions.

  • Maintains a pipeline of new business and recompete contracts, ensuring accuracy of the data and input to the company budget.

  • Participates in the development of annual and long-range strategic business plans.

  • Supports Senior Business Development and corporate leadership in staying aware of and preparing new opportunities, including upcoming business development targets; marketing outreach events; industry day events; other important outreach events.

  • Drives requirements for marketing and tradeshow strategies and attend tradeshows and networking events.

  • Establishes and nurtures close relationship with new and current customers.

  • Contacts prospective customers through various channels, including networking, referrals, and industry events.

  • Performs initial analysis of proposed or actual request of capabilities and RFPs to determine technical, schedule, and content reasonableness, and profitability.

  • Determines teaming requirements for prime efforts and identify and qualify industry partners for subcontracting opportunities.

  • Provides proposal development support, serving as a Subject Matter Expert writer for proposal efforts.

  • Works collaboratively with other members of the company to design, develop, and publish proposal documents.

  • Coordinates and conducts proposal review teams.

  • Provides support in the development of the Technical, Management, and Cost Volumes.

  • Interacts with parent company and shareholders to ensure a strong positive image.

This person will possess both a broad strategic perspective and a very hands-on capture approach. The Director of Capture Management is a key, high-impact member of the group management 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 Akima to win large scale opportunities.

Qualifications

Minimum Qualifications:

  • Bachelor's degree in a relevant discipline or equivalent work experience.

  • Proven track record of winning $100M+ single award captures, including at least one win in the last year.

  • Demonstrated success in building and prosecuting an opportunity pipeline leading to top- and bottom-line growth.

  • Experience working with DHS and DOE preferred; familiarity with DoD, DoS, USAID, and NATO is a plus.

  • Deep knowledge of the Federal procurement process, current acquisition trends, and customer buying behaviors.

  • Recent experience in market analysis and strategic business planning including identification, qualification, and capture leading to award and delivering major programs.

  • Strong presentation and proposal writing skills.

  • Ability to lead interdisciplinary teams with varying levels of experience.

  • Strong work ethic, positive attitude, and the ability to thrive in an objective-driven environment.

  • Capability to lead multiple simultaneous captures and meet aggressive timelines.

  • Detail-oriented with ability to multi-task.

  • Possess strong organization and time management skills, coupled with a compelling sales presence.

  • Willingness and ability to travel as business dictates.

  • Proficient in Microsoft Office Suite, including Word, Excel, and PowerPoint.

Job: Sales, Business Development & Related

Travel: Yes, 25% of the time

Organization: Akima

Clearance: Not Applicable

Work Type: Remote

Remote: Yes

ReqID: 2024-3512