Sr Director, Capture-Sales-Marketing Mgmt

Intrepid Global Solutions, LLC. - McLean, VA

Full-time - Senior

McLean, VA

About the position

As the Senior Director of Capture-Sales-Marketing Management, you will play a pivotal role in driving the capture and development of new business opportunities while expanding existing contracts within the Government Services Industry, specifically focusing on Information Technology and Engineering Services for the Department of Defense (DoD) and Intelligence Community (IC). This position is integral to the Business Development group and the NSETS Business Unit, where you will collaborate closely with various business support functions, including finance, contracts, pricing, and proposals, to develop and execute strategic initiatives that align with the company's goals. In this leadership role, you will guide the capture team in formulating and implementing comprehensive marketing strategies. Your responsibilities will include direct interaction with U.S. Government customers, crafting winning strategies, developing teaming strategies, and executing value propositions. You will also conduct competitive analyses, oversee proposal writing, and ensure the organization is well-positioned to successfully bid on large programs. Your efforts will drive opportunities from the initial capture decision through to contract award, requiring a deep understanding of integrated capture strategies, pricing, client relations, and technical solutions. You will be tasked with identifying leads and new business opportunities by leveraging existing relationships and accounts, while also establishing and nurturing relationships with current and potential customers in the DoD and Intelligence Communities. Your role will encompass supporting overall strategic planning, marketing, and capture activities, as well as managing specific capture activities such as win strategy, technical approach, and pricing strategy. Additionally, you will shape Requests for Proposals (RFPs), assess customer intimacy, and identify the organization's strengths and weaknesses in pursuing opportunities. Your ability to foster partnerships with key prime contractors and subcontractors will be essential for the success of existing and new programs.

Responsibilities

• 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.
• Identifies leads and new business opportunities by leveraging past relationships and accounts.
• Establishes, maintains, and grows relationships with current and potential customers in the DoD and Intelligence Communities.
• Supports overall strategic planning, marketing, and capture activities.
• Responsible for specific capture activities such as win strategy, technical approach, teaming, competitive analysis, and contributing to pricing strategy.
• Identifies and implements business development projects and marketing 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).
• Understands and develops pricing strategies based on competitive analysis and PtW concepts.
• Responsible for managing B&P budget to ensure opportunity does not exceed approved budget.
• Develops Concept of Operations (CONOPs) and solutions for Business Opportunity requirements that can be used for BOE development and execution.
• Briefs capture status to ELT at specified milestones in the capture process (Gate Process).
• Manages an opportunity pipeline and ensures pursuit opportunities are updated and current in Salesforce.

Requirements

• Bachelor's degree in business or a related field.
• 10 years of DoD experience in combined Capture Management, Business Development, and Program Management experience.
• Experience working with Information Technology services, Engineering Services, Operations and Maintenance, Logistics and other related services.
• Experience supporting a diverse set of customers to include Army, DISA, Air Force, Navy (DoD), DoS, DHS, IC and DoJ.
• Demonstrated ability to lead project teams, work cross-functionally, and think both critically and strategically.
• Shipley training (or similar) in a related field (PtW, Business Development, Proposals and Capture).
• Experience using Salesforce, or a similar CRM system for pipeline data and analytics.

Nice-to-haves

• Certification as a Project Management Professional is a plus.
• ITIL qualification is a plus.