Business Development Executive

Evolver Federal is seeking a Business Development/Capture Executive to join our team at the Evolver Headquarters in Reston, VA

This role is ideal for a seasoned Business Development/Capture Executive (BDE) with experience driving the full business development and capture lifecycle, from identification and qualification of opportunities through award, in the Federal Homeland Security and Law Enforcement market. The right candidate has a proven track record of building a pipeline of contract opportunities aligned to CSS/Evolver's capabilities in Cyber, Data Security, Enterprise IT, DevSecOps, Electronic and Physical Security, and Legal Solutions. The BDE is expected to have demonstrated success in winning and relationship building within their accounts, which will include Department of Homeland Security (DHS) and Department of Justice (DOJ).

The BDE is a leader; planning, monitoring, facilitating, and executing BD and Capture activities that improve pWin. They execute capture efforts within the account, coordinating customer engagement, pipeline development and management, identifying and engaging partners, partnering with technical leads, and collaborating with other resources to deliver results that impact ability to win. Other activities required include the successful completion of gate reviews, capture plans, bid/no bid reviews, and strategies that increase pWin by innovatively addressing the needs, issues and challenges of the customer. The BDE will also be responsible for intelligence and analysis, development of a baseline and foundation for win strategy and developing plans for marketing activities and influence stakeholders and customers on win strategy.

Responsibilities

• Produce gate reviews, capture plans, provide "voice of the customer" on associated proposal reviews, develop win themes and discriminators for team, lead successful capture plan to win contracts within organizational culture and dynamics.
• Lead and manage the entire BD/Capture process from opportunity identification to contract start (e.g., qualification, capture, win strategy, proposal support, orals support, etc.).
• Lead and manage all stakeholders (growth, delivery, other business units, key personnel, teammates, working groups, etc.) to produce an innovative, compelling and winning strategy through proposal submission.
• Present capture plans, gate reviews, and win strategies to the executive team and receive constructive input to win.
• Attend industry and networking events.
• Build account plans focused on customer agencies
• Identify customer issues/pain points resulting from direct visits with customer representatives (contract and program) and analytical research of open-source documentation/media.
• Must be able to work well in a team environment with Technical and Management personnel
• Shape RFP criteria while identifying differentiators to benefit Evolver
• Formulate teaming strategy, structure, and select teammates based on an analytical assessment of Evolver's strengths/weaknesses against customer issues, SOW/RFP requirements, and competition. This includes drafting teaming agreement negotiations that define a teammate's scope, role, and workshare allocation.
• Select key personnel/management team members that not only meet RFP requirements but exceed them in a discriminatory manner. This includes supporting draft letters of commitment/offer letters.
• Be actively engaged, at all levels, in developing the price to win based on an analysis of the incumbents winning price and contract performance history, the customers buying practices and recent awards of similar contracts, and the application of common-sense game theory per the competition.
• Direct involvement in designing the technical, financial, and management solutions to address customer issues and associated win themes in the right way and achieve the price to win.
• Make "all things considered" decisions, based on a net point score tradeoff methodology, that maximize point score and pWin.
• Actively listen to color team debriefs and make any necessary adjustments to the capture plan, offer design, and/or the proposal while also managing the associated personnel/teammate issues/dynamics.
• Work with the Evolver contract transition and project manager to ensure a smooth and full transference of proposal concepts, ideas, and strategies into contract operations.
• Perform additional duties and responsibilities as necessary to optimize pWin.

Basic Qualifications:

• 3 years of experience in business development and capture with demonstrated success in contracts valued greater than $25M.
• 2 years of experience in Federal Homeland Security and Law Enforcement market in one or more of these capability areas: cyber security services, IT managed services, and/or digital transformation
• 2 years of experience in utilizing CRM and opportunity identification tools
• 3 years of experience working with senior business and government leaders and providing leadership within the workplace
• 3 years of experience in developing account plans, gate reviews and capture plans for new business opportunities.
• Ability to travel 5% outside the DMV area, 10% within the DMV area.
• A bachelor's degree or additional 3 years of relevant professional experience.

Preferred Qualifications:

• 3 years of successful experience in Business Development and/or Capture for DHS and/or DOJ.
• Strong relationships with Federal employees and industry partners at DHS or DOJ
• Strong experience with MS Office - Word, PowerPoint and Excel; Adobe Acrobat and various business development and capture Internet skills