ResponsibilitiesPeraton is currently seeking a Director of Capture to help lead the capture team managing the Brand New Air Traffic Control System contract. As a key member in the National Aerospace Solutions Sector, you will provide leadership, critical thought, and a strategic mindset to winning business opportunities.You will partner with program management and growth teams, solution architects, and functional leadership to develop winning strategies, solutions, and proposals. This role involves cultivating key business relationships in the Intelligence marketplace, with primary responsibility for identifying and developing opportunities for business expansion, managing bid and proposal (B&P) resources, target identification, capture strategies, proposal management, contract award, and customer relations.Success in this role is ultimately measured by meeting and exceeding acquisition and financial targets aligned to company goals.
Location: Must be local to the Northern VA area
Responsibilities:
- Lead development and execution of winning strategies for >$100M opportunities, including capture strategy, win themes, marketing campaigns, call plans, customer/competitive/solution/gap analysis, and teaming partner selection
- Develop winning offers encompassing technical/management approach, price-to-win, schedule, and past performance
- Diagnose client needs, propose solutions, and close deals with measurable business impact
- Cultivate Intelligence marketplace relationships and identify business expansion opportunities
- Monitor Intelligence marketplace developments and recommend strategic improvements
- Demonstrate experience with complex IT solutions including advanced data analytics, cybersecurity, agile software development, and systems engineering/integration
- Demonstrate understanding of BD/Capture lifecycle, milestones, and processes including capture planning and strategy execution
- Identify and mitigate bid risks; advise leadership on emerging risks and mitigation outcomes
- Manage partner and subcontractor relationships; coordinate customer communications with Business Development
- Provide competitive intelligence to the organization
- Lead teams to develop whitepapers, demonstrations, proposals, and products to identify, qualify, and capture new business
Qualifications
- Minimum of 16+ years working within the Intelligence Community
- Proven track record of leading and winning large scale capture opportunities (>$100M) and/or highly strategic bids
- Experience in working in all areas of capture management, including opportunity advancement, capture strategy development, customer engagement and relationship expansion, industry engagement, team development, etc.
- Demonstrated ability to lead complex capture/proposal teams to achieve high performance standards
- Specific knowledge of solutions to include advanced data analytics, cybersecurity, agile software development, and high-end systems engineering and integration
- Understanding of teaming and developing mutually beneficial partner relationships with peers and other vendors
- Able to effectively diagnose client needs, propose and close solutions that have measurable and positive business impact
- Must be a US citizen.
Skills and Competencies:
- Demonstrate leadership qualities and organizational skills
- Establish, build, and maintain positive, professional relationships and interaction at all decision levels
- Maintain a highly credible and professional profile within the industry
- Communicate issues, concerns and problems in a solution-oriented manner
- Provide intelligence to the organization on competitive activity
- Extremely high level of communication skills to present, inform, and persuade high level internal leaders
- Excellent business acumen; strong understanding of Federal procurement, contracting, and financial rules and regulations
- Strong analytical as well as verbal and written communication skills
- Proven interpersonal skills to lead in a matrixed environment and national security marketplace
Clearance Requirements
Ability to obtain a Public Trust clearance.
Desired Qualifications
- Direct experience working for IC or related government organizations
- Experience with pricing volumes, using price-to-win analysis and overall comfort in facilitating pricing discussions needed to win an opportunity
- Demonstrated experience briefing senior leadership on opportunity status, issues, updates
- Demonstrated capacity to stay on top of current trends, issues, and technologies in mission areas through participation in industry groups and conferences
- Ability to work independently in a fast-paced environment
- Experience applying AI in pursuit of business opportunities
Target Salary Range$176,000 - $282,000. This represents the typical salary range for this position. Salary is determined by various factors, including but not limited to, the scope and responsibilities of the position, the individuals experience, education, knowledge, skills, and competencies, as well as geographic location and business and contract considerations. Depending on the position, employees may be eligible for overtime, shift differential, and a discretionary bonus in addition to base pay.
