Director - Capture Management - TSPG Hybrid
- Job Category: Sales, Business Development & Related
- Travel: Yes, 25 % of the Time
- Clearance: Not Applicable
- Shift: Day Job
- Req ID: AKI04960
Job Summary :
Akima is seeking a dynamic, innovative, capture management professional. The candidate will be responsible for leading captures for new growth opportunities and re-competitions, adhering to the Akima, LLC corporate policies and procedures.
Reporting to the Vice President of Business Development for the Technology Solutions & Products Group (TSPG) the Director, Capture Management will be a key member of the team and will participate in key strategic growth initiatives and other high-profile capture efforts. She/he will leverage TSPG’s portfolio of IT services, technology solutions, and mission-specific professional services to lead strategic and large-scale, complex captures. The Director will be responsible for leading pre-proposal shaping activities, all capture activities during the proposal phase, and post-submittal activities to substantially increase probability win for deals.
Leads strategic capture activities for all assigned pursuits, Displays the “Executive Presence” required to lead and inspire confidence in pursuit teams to work constructively and calmly under stress and pressure.
Provides critical leadership on major business development and capture efforts from the win strategy development through the post submission phases.
Briefs business development and capture status to senior management at specified milestones in the capture process.
Directs plans and activities to assist business development to increase revenue, growth, and profit in support of long-term strategy and business objectives.
Assists, develops and implements the overall capture plan, strategy, and internal and external partnerships by thinking strategically about the business, meeting with customers, and asking the right questions.
Understanding and developing a Shipley competitive model
Leads and facilitates win strategy development sessions including technical, management, teaming, past performance, staffing, pricing, etc.
Leads the development of customer hot buttons, including customer needs and concerns.
Aligns marketing intelligence with the win strategy.
Leads competitive assessments, teaming, and price-to-win efforts.
Explains and possesses knowledge of competitors’ trends and weaknesses to better understand, identify, qualify, and coordinate bid targets.
Develops/implements winning strategies that highlight strengths and mitigate weaknesses.
Motivates and energizes a differentiated and compelling team to produce a winning solution.
Works with proposal team to develop a differentiated proposal that tells a clear and compelling story of “Why Akima”.
This person will possess both a broad strategic perspective and a very hands-on capture approach.
The Director, 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.
The ideal candidate should possess many of the following specific qualifications and experience:
Clear understanding of, and experience winning, IT solutions (specifically Enterprise Architecture, Enterprise IT, Cloud Migration, Cybersecurity, Software Development, Data Server Consolidation, IT Modernization)
Track record of success winning $50M to $100M single-award business development and captures with at least 1 win in the previous 2-3 years, one of which was $50M .
Experience working in both DoD customers and FedCiv agencies a plus.
Previous demonstrated, recent experience in market analysis and strategic business planning including identification, qualification, and capture leading to award and delivering major programs.
Deep knowledge and understanding of the Federal procurement process, current acquisition trends, and customer buying behaviors.
Strong presentation and proposal writing skills
Ability to lead interdisciplinary teams with varying levels of experience.
Supporting multiple captures at the same time based on anticipated RFP release dates.
Problem solving & decision-making skills.
Possess organization and time management skills and display a strong sales presence.
Ability to travel as business dictates.
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.
Four (4) year degree from an accredited university.