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The Capture Manager will lead cross-functional teams in the development and execution of a comprehensive capture strategy for contracts across our pipeline and should have demonstrated achievement in successfully capturing contracts in excess of $500M.
This includes customer engagement planning, shaping strategy, solution development, teaming, pricing strategy, and supporting the identification of key personnel in concert with talent acquisition teams. This role requires strong communication and high-level presentation skills as the role requires regularly briefing both internal and external stakeholders and executives. This role requires a team-oriented approach - where the capture manager acts as a positive and collaborative leader bringing a team of cross-functional internal resources and external partners through the BD process successfully improving opportunity PWIN.
The successful candidate needs to thrive in an environment where they are responsible for the management and execution of the full BD life-cycle process across multiple simultaneous pursuits and proposals. Must be able to develop a plan for securing knowledge and understanding of the customer's requirements, issues, and needs during the pursuit and capture phases.
The capture manager will coordinate meetings with customers, competitors, clients, and teammates to develop market insight on requirements, acquisition strategy, acquisition timing, and contract vehicle choices and leads white paper and RFI responses. A successful candidate will have a differentiated history that demonstrates success in the capture of high value and strategic opportunities.
Responsibilities
- Work with Business Development, Account, and Delivery Leads to qualify and capture opportunities incorporating the standard Acuity Business Development, Capture, and Proposal Processes in daily activities.
- Leads development and implementation of the Capture Plan encompassing Win Strategy, Price to Win, teaming, cost & investments, etc.
- Collaborate and effectively manage and communicate the opportunities and capture management plans to cross-functional (talent acquisition, finance, pricing) and technical delivery teams.
- Coordinating customer influencing strategy in concert with BDR or Account leads to capture requirements and develop custom solutions.
- Lead stakeholder management internally (Executive & Cross Functional Stakeholders) and externally (Partners & Vendors) and keeps the stakeholder body informed and engaged throughout the duration of the capture according to the BD Process Lifecycle requirements and ad hoc requests.
- Develop the customer relationship management strategy and engage senior executives in strategy execution.
- Assists in developing potential customers by demonstrating dynamic solutions, capabilities, and potential acquisition paths for early-stage opportunities, working with internal technical and program management teams to develop responses for requests for information (RFI), market surveys, white papers, presentations, briefings, and major event demonstrations.
Location
- This role will be remote with work from our offices (Reston, VA, Cape Canaveral, FL, Atlanta, GA, Winchester, VA) and travel to customer sites as needed.
A Qualified Candidate Will Have
- Minimum of 10 years of relevant experience in BD/Capture.
- Customer Engagement Experience with Defense and Civilian federal customers.
- Familiarity with Federal Contracting requirements, standards, and laws as required to successfully marshal the opportunity through the capture process.
- Demonstrated experience leading a team in capturing and winning opportunities in excess of $500M as the prime contractor.
- Demonstrated skills in deal qualification, development of capture strategy, customer collaboration, and teaming according to industry standard processes.
- Proven experience as a team player - leveraging positive and collaborative approaches with both internal cross-functional stakeholders and external partners and vendors in order to move capture forward and increasing PWIN.
- Demonstrated excellent verbal and written communication skills with internal and external stakeholders.
- Ability to think strategically and operate independently.
- Experience working on opportunities in both CONUS and OCONUS environment preferred.
- Bachelors degree or higher.
Acuity International is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration without regard to race, color, sex, national origin, age, protected veteran status, or disability status.
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