Job DescriptionIn this role, you will serve as BD Lead for our Intel Community, providing leadership, guidance, and support to a team of BD and capture professionals. You will collaborate with line leaders and personnel to drive performance and surpass financial targets for revenue, profit, submits, book-to-bill, and win rate, reporting directly to the Senior Vice President of Business Development.
The candidate is responsible for strategic planning, investment planning, annual operating plan development, growth strategy, and their key leadership functions, including market research, analysis, and preparing presentation materials.
You will implement standards and metrics for developing and managing a robust pipeline of opportunities, including qualification and proposal development. Acting as a mentor and teacher, you will instill best practices and ensure corporate standards are upheld. You are expected to be directly involved in identifying, qualifying, and proposing on 2-4 large (>$150M) opportunities annually and ensuring sufficient pipeline to meet all financial targets. Regular analysis of pipeline sufficiency will be provided to the leadership team to support management against AOP and respond to corporate data calls.
Key Responsibilities:
- Meet with customers and coach BD/capture and line personnel in best practices for customer engagement. Develop, maintain, and leverage relationships with key customer decision makers and acquisition officials within the Intel Community, Air Force, and Space sectors.
- Provide leadership and support to a team of BD/capture professionals, partnering with line leaders and personnel to exceed financial targets for revenue, profit, submits, book-to-bill, and win rate.
- Lead strategic planning, investment planning, annual operating plan development, and growth strategy, including market research, analysis, and preparation of presentation materials.
- Implement standards and metrics for pipeline development and management, including qualification and proposal development. Mentor BD and capture professionals to instill best practices and ensure corporate standards. Identify, qualify, and propose on 2-4 large (>$150M) opportunities annually, maintaining pipeline sufficiency to meet financial targets. Provide consistent pipeline analysis to leadership for AOP management and corporate data calls.
- Meet with industry peers and form strategic partnerships. Collaborate with SAIC's Competitive Intelligence team to develop competitor assessments.
- Manage approximately five assigned BD/capture personnel, overseeing their assignments, professional development, and performance.
- Work with the Senior Vice President, Business Development to implement key business development and marketing communications strategies.
- Utilize talent management tools to understand the team and support retention and growth of talent.
Qualifications15+ years of experience in growth-related activities, including strategic planning, business development, capture, and proposal development. Proven success in capturing and winning new business and familiarity with best practices in these areas.
10+ years of experience working with IC customers or on IC opportunities, with a strong preference for experience across multiple USG customer agencies, especially MPO, DIA, ODNI, NRO, NGA, and SOCOM.
5+ years managing personnel, either in a formal line relationship or as the lead for complex projects such as captures and proposals. Proven track record in mentoring and teaching BD, capture, and proposal skills.
Proven ability to manage and execute a robust pipeline exceeding $5B in value, resolve data integrity issues, and meet metrics for high-quality, on-time gate presentations.
Proven ability in customer engagement, capture, and proposal preparation for large (>$250M) proposals, including significant proposal room authoring experience as a Book Boss, Proposal Manager, or Solution Architect.
Demonstrated ability to engage and successfully influence customers and industry peers.
Superior ability to set priorities, manage time, prepare written documents and presentations, and deliver oral presentations.
Knowledge of Federal business acquisition processes and the Federal Acquisition Regulation (FAR).
Experience with Joint Ventures.
Proficient with the use of business software, including Microsoft Office Suite and at least one Customer Relations Management tool (e.g. Deltek GWCM, Salesforce).
Ability to travel up to 20%
