Accenture

Managing Director, Defense Sector Capture Lead

Accenture • $150K — $200K *
Arlington, VA 22204In-Person
Aerospace & Defense
8 - 10 years of experience
1 month ago
Job Overview by Ladders

Qualifications

  • Bachelor's degree or 10+ years of equivalent industry experience
  • Experience in US Federal government consulting and contracting within DoW markets
  • Track record of leading formal sales or capture efforts
  • Demonstrated experience with Capture on DoW contracts $100M and above
  • Secret Clearance or above required

Responsibilities

  • Lead capture efforts from Qualification to Proposal Submission and Award
  • Drive timely decision-making and resource allocation to meet aggressive schedules
  • Coordinate cross-functional teams including Business Development and Proposal Teams
  • Coach and mentor the Defense Capture team on strategies and pipeline management
  • Develop compelling Win Strategies and value propositions to differentiate from competition
  • Architect pricing strategies and financial models to optimize profitability
  • Manage partnerships and negotiations with key industry stakeholders
  • Influence DoW procurement processes and build strong customer relationships

Benefits

  • Opportunities for professional growth and development
  • Collaborative work environment with cross-functional teams
  • Exposure to high-stakes projects within the defense sector
  • Mentorship from experienced leaders in the field
  • Involvement in shaping high-value contracts and strategic initiatives
Full Job Description
You Are:

The Managing Director, Defense Sector Capture Lead, will be a critical member of our organization, responsible for the end-to-end capture management lifecycle larger deals (typically $100M+). This role demands a unique blend of high-level strategic thinking, deep expertise of the Department of War (DoW) markets and customers, and hands-on, rapid execution. The successful candidate will collaborate with our teams to own and drive all aspects of our win strategy.

Key Responsibilities
  • High-Velocity Capture Leadership and Execution:
    • Lead-to-Win: Aggressively lead capture efforts from Qualification/Early-Stage Gate Review through Proposal Submission and Award.
    • Pace Setter: Drive the pace of capture activities, ensuring rapid decision-making, timely resource allocation, and aggressive progress against the capture schedule, consistently meeting internal deadlines.
    • Cross-Functional Management: Serve as the central conductor, coordinating and directing Business Development, Solutions Architects, Pricing, Contracts, and Proposal Teams.
    • Player-coach: Lead and coach the Defense Capture team including resource assignments, pipeline coordination, and mentoring other capture managers on the team
  • Strategic and Tactical Mastery:
    • Win Strategy Development: Develop and articulate compelling, data-driven, and differentiated Win Strategies, technical solutions, and value propositions that directly address customer needs and explicitly defeat the competition.
    • Pricing and Deal Structure Expertise: Deeply understand and architect competitive deal structures, pricing strategies (e.g., FFP, T&M, Cost-Plus variants), and financial modeling to optimize profitability and price-to-win.
    • Competitive Analysis: Deep understanding of the competitive landscape, participate in Black Hat reviews, and ghosting strategies.
  • Teaming and Partnership Management:
    • Teaming: (Primes, Subs, and Joint Ventures) that maximize the probability of win (PWin) and market access.
    • Negotiation and Management: Lead all teaming negotiations and manage relationships with key industry partners, ensuring mutual commitment and alignment with the capture strategy.
  • Customer and Market Insight:
    • DoW Procurement Expertise: Possess a deep, demonstrable understanding of DoW procurement processes, acquisition of lifecycles, and agency-specific buying habits and cultures.
    • Customer Shaping: Drive pre-RFP activities, including shaping the procurement, influencing requirements, and building strong customer relationships to enhance the firm's position.

Here Is What You Need:
  • Bachelor's degree or 10+ years of equivalent industry experience
  • Experience in US Federal government consulting and contracting, specifically within DoW markets
  • Experience leading formal sales or capture efforts
  • Experience with Capture on Department of War contracts $100M and above
  • Secret Clearance or above

Bonus Points If:
  • Advanced Degree
  • 15+ years of industry experience
  • Experience with GSA Assisted Acquisitions, including FEDSIM and FLEX Service Delivery Models
  • Experience capturing opportunities via CSOs and OTAs
  • Possess very strong analytical skills
  • Possesses very strong writing skills
  • TS/SCI Clearance


The Extras:
  • US Citizenship Required


About Accenture

Accenture plc is a multinational professional services company that provides services in strategy, consulting, digital, technology, and operations. The company has more than 537,000 employees serving clients in more than 120 countries. Accenture operates across five business segments: Communications, Media & Technology; Financial Services; Health & Public Service; Products; and Resources. The company is headquartered in Dublin, Ireland, and has offices worldwide.
Learn more about Accenture
Size
624,000 employees
Market Cap
$173.8 billion
Industry
Business Services
Net Income
$5.2 billion
Founded
1989
5 Year Trend
+11.2%
Revenue
$44.7 billion
NASDAQ
ACN
* Ladders Estimates

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