Client: Zolon Tech

Title: Director of Capture Management

Duration: Direct hire

Location: Herndon, VA

• The Director of Business Development and Capture Management is a critical position within the Zolon Tech National Security Business Unit and reports directly to the Vice President and General Manager.
• The National Security Business Unit includes the Departments of Homeland Security, Justice, State, Energy, and Treasury.

Responsibilities:

• Drive effective win strategies and capture plans to grow new business and retain existing business.
• Identify and qualify new business and maintain a pipeline aligned with the business unit operating plan.
• Leverage industry-leading market intelligence tools for additional insight and understanding.
• Identify and utilize specialized industry or program consultants, as needed.
• Move assigned opportunities through the business development lifecycle, including gate reviews.
• Work to shape opportunities prior to RFP release through strategic customer engagement.
• Understand company/bid strengths, weaknesses, opportunities, and threats.
• Identify qualified teaming partners and prepare detailed competitor analyses.
• Develop pricing and price-to-win strategies.
• Identify capture strategy, win themes, customer hot buttons, discriminators/differentiators, and ghosting techniques and use them throughout the proposal.
• Leverage and grow industry and customer network, attend relevant industry days and conferences, and market company capabilities and services.
• Be thoroughly familiar with and maintain a strong understanding of our services and capabilities, strategic partnerships, past performance, and past responses.

Qualifications

• Bachelor's Degree and 10 years of experience leading Federal business development and capture management, preferably in the National Security market.
• Proven ability to build and maintain an opportunity pipeline and lead strategic captures from $50M .
  Customer knowledge and relationships, and competitive understanding of the National Security market.
  Success in leading multiple captures simultaneously at various stages of the opportunity lifecycle.
• Demonstrated understanding of GWACs, contract types (non-IDIQ, IDIQ single/multiple award contracts), and payment types (e.g., FFP, T&M). Knowledge of Federal Acquisition Regulations (FAR).
• Confidence and experience dealing with executives; ability to work efficiently in a fast-paced, time-sensitive, and often multi-tasking environment.
• Excellent interpersonal, oral, written, and presentation communication skills.
• Flexible to work and lead teams through remote or in-office, based on opportunity requirements and business needs.