Job OverviewXPECT Solutions is seeking an experienced Director, Business Development and Capture to lead efforts in new business and capture across multiple federal sectors. You will use your enthusiasm for business development and analytics acumen to fuel the growth of our amazing company. This position will work primarily out of our Reston, VA office, with expected occasional travel.
Core Responsibilities- Proactively identify new business opportunities within federal environment ( e.g., DoJ, FBI, DEA and Law Enforcement Agencies) and generate qualified leads leveraging existing relationships and customers.
- Perform market research using tools such as SAM, FPDS, GovWin, Customer Forecasts, and other sources to qualify new business opportunities, including analysis of customer budget, capabilities required, current customer preferences, competitive environment assessments, and incumbent strengths and weaknesses, Federal requirements, acquisition strategy, acquisition timing, and contract.
- Identifies key stakeholders, influencers and decision makers within target customers and create call plans around developing relationships, identifying pain points, solutions, etc
- Lead business development and capture efforts to include opportunity gate reviews, discriminators and key win themes, black hat sessions, and price-to-win efforts
- Builds and maintains the opportunity pipeline through all Phases from identification, Qualification, and Capture pursuit of strategic business opportunities.
- Participate in business planning activities, to include periodic pipeline reviews, opportunity gate reviews, black hat sessions and proposal reviews
- Participate in pipeline meetings to provide insight and updates to opportunities being tracked
- Shape opportunities and positioning throughout the opportunity life cycle, by working with existing and potential clients to shape future acquisitions strategies, to include driving business to existing GWACs and IDIQs
- Develop and execute a capture strategy for new business opportunities, including identifying and maintaining strong relationships with potential customers, partners, and competitors; shaping the RFP prior to release through customer engagement; and ensuring alignment with the company's strategic goals.
- Lead, plan and participate in capture activities, including competitive intelligence gathering and assessments, gap analysis, teaming strategies development, and terms & agreements negotiation in collaboration with the internal Legal, Contracts, and Pricing teams
- Provide capture leadership for Technical, Staffing, and Pricing Strategies in advance of Bid/No Bid Gate reviews and Blue Team solutions
- Develop overall capture plan that includes technical and management solutions, past performance, and pricing strategies
- Communicate opportunity status to senior management during capture process Gate Reviews and milestones
- Demonstrate exceptional ability to map solutions to customer requirements
- Manage the Capture Team through action-oriented, heavy-lifting activities focused on increasing the new business opportunity's probability of winning.
- Actively be involved in solution development and have the ability and understanding of details to present on behalf of any element of the opportunity to customers or leadership.
- Coordinate the efforts of subject matter experts, proposal managers, and other team members.
- Develop and manage the capture budget, ensuring that all costs are accurately estimated and tracked.
- Monitor and report on progress against capture milestones and develop corrective action plans when necessary.
- Interact with all levels of the organization to stay current on XPECT capabilities.
- Transition to the Proposal Manager to ensure a compliant and winning proposal is developed.
Requirements- Bachelor's Degree and 10+ years of experience leading/supporting relevant capture efforts, with a focus in any federal IT related markets such as DoJ, FBI, DEA and Law Enforcement Agencies.
- Demonstrated track record of successfully capturing and winning new business valued at $25M+.
- Understanding of competing in a full and open, competitive environment, as well as use of GWACs/IDIQ vehicles to secure new contracts.
- Experienced with a multitude of Capture contract types and to include Firm Fixed Price (FFP), Performance based, Cost Plus (CP), and Time & Materials (T&M).
- Experienced in price-to-win methodologies and strategies.
- Proven success managing multiple capture opportunities at once.
- Proven ability to derive strategic solutions and compelling stories that will score well against vaguely defined requirements.
- Aptitude to perform at high levels in a fast paced, small company environment with minimal or no supervision.
- Excellent interpersonal, oral, written, and presentation communication skills.
- Flexible to work and lead teams through remote, in-office, or on travel based on opportunity requirements and business need.
Preferred Additional Skills and Qualifications- Top Secret Clearance or Ability to obtain a Top Secret Clearance
BenefitsXpect Solutions, LLC is a one-of-a-kind employer with a talented team that is cleared at various levels and is certified in dozens of industry-recognized certifications. Our talented staff are the key to our success. They bring the knowledge, experience and technical skills to deliver the best solutions to our customers.
We support our team by providing open communication, win-win partnerships with clients and vendors, a team-oriented culture, and a focus on professional development and growth for a long-lasting and happy career.
We offer a benefits package that is designed to keep our most important assets - our employees - healthy, happy, energized and moving forward. Our philosophy is simple - empower our employees with the benefits, resources and the financial incentives they need to be successful.
Benefits and Perks:
- A competitive Medical, Dental, and Vision plan
- Retirement Savings Plan
- Life Insurance
- AD&D Insurance
- Short Term and Long Term Disability Insurance
- 3 weeks of annual PTO
- 11 days of Holiday PTO
- Performance Awards
- Referral Bonus Plan (of up to $5,000/year)
- Education Reimbursement/Training (of up to $2,500/year)
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