Director, Capture Management (Emerging Markets Group)

Akima, LLC Shared Services
Herndon, VA
Nov 28, 2021
Nov 30, 2021
Full Time
Akima is a global enterprise with more than 8000+ employees, delivering agile solutions to the federal government in the core areas of facilities, maintenance, and repair; information technology; logistics; protective services; systems engineering; mission support; furniture, fixtures & equipment (FF&E); and construction. As a subsidiary of NANA, an Alaska Native Corporation owned by more than 14,000 Inupiat shareholders, Akima's core mission is to enable superior outcomes for our customers' missions while simultaneously creating a long-lived asset for NANA consistent with our Inupiat values. In 2020, Washington Technology ranked Akima #39 amongst the top 100 government contractors. To learn more about building your career with the Akima portfolio of companies, visit Job Summary: Akima is seeking a dynamic, innovative, capture management professional. The candidate will be responsible for leading captures for new growth opportunities and re-competitions, adhering to the Akima, LLC corporate policies and procedures. Reporting to the Vice President of Business Development for the Emerging Markets Group (EMG), the Director, Capture Management will be a key member of the team and will participate in key strategic growth initiatives and other high-profile capture efforts. She/he will leverage EMG's portfolio of IT services, technology solutions (including DevOps, Cloud engineering, advanced data analytics, systems integration, IT modernization), and mission-specific professional services to lead strategic and large-scale, complex captures. The Senior Capture Manager will be responsible for leading pre-proposal shaping activities, all capture activities during the proposal phase, and post-submittal activities to substantially increase probability win for deals. Job responsibilities: Lead strategic capture activities for EMG's portfolio. Provide critical leadership on major capture efforts from the win strategy development through the post submission phases. Direct plans and activities to assist business development to increase revenue, growth, and profit in support of long-term strategy and business objectives. Develop and implement the overall capture plan, strategy, and internal and external partnerships by thinking strategically about the business, meeting with customers, and asking the right questions. Lead and facilitate win strategy development sessions including technical, management, teaming, past performance, staffing, pricing, etc. Lead the development of customer hot buttons, including customer needs and concerns. Align marketing intelligence with the win strategy. Lead competitive assessments, teaming, and price-to-win efforts. Explain and possess knowledge of competitors' trends and weaknesses to better understand, identify, qualify, and coordinate bid targets. Develop/implement winning strategies that highlight strengths and mitigate weaknesses. Brief capture status to senior management at specified milestones in the capture process. Motivate and energize a differentiated and compelling team to produce a winning solution. Work with proposal team to develop a differentiated proposal that tells a clear and compelling story of "Why Akima". This person will possess both a broad strategic perspective and a very hands-on capture approach. The Director, Capture Management is a key, high-impact member of the group management team. Success in the near term will focus on working with the team to enhance win strategy and win rates, anticipating problems and customer needs, and properly positioning Akima to win large scale opportunities. Qualifications Minimum Qulification: The ideal candidate should possess many of the following specific qualifications and experience: Previous demonstrated, recent experience in market analysis and strategic business planning including identification, qualification, and capture leading to award and delivering major programs. Track record of success winning $50 - 100M+ single-award captures with at least 1 win in the previous 2-3 years, one of which was 50M+. Experience working in the Defense and Federal Civilian Markets, to include customers such as Army, SOCOM, other Defense agencies or military departments, DOJ, DHS, DOS, or others. Deep knowledge and understanding of the Federal procurement process, current acquisition trends, and customer buying behaviors. Creative "out of the box" strategic thinker who has had success winning new business with new customers as a Capture Lead. Ability to lead interdisciplinary teams with varying levels of experience. Supporting multiple captures at the same time based on anticipated RFP release dates. Deep knowledge of the Federal procurement process. Problem solving & decision-making skills. Ability to manage multiple priorities in a fast-paced environment. Possess organization and time management skills and display a strong sales presence. "Executive Presence" required to lead and inspire confidence in pursuit teams to work constructively and calmly under stress and pressure. Ability to travel as business dictates. A bias for action in an engaging and relational manner and an orientation towards solving rather than identifying problem areas is a preferred characteristic of the ideal candidate. The candidate must exhibit proven professional and managerial skills along with the leadership traits and personal characteristics which are necessary for success in senior management. Must also have a demonstrated track record of working effectively in a collaborative organization. Key factors include sound business judgment, keen conceptual skills, intellectual discipline, self-confidence, imagination, and well-developed management skills. In addition, should possess the personal ambition to play a major role in the growth and success of a company with a strong heritage for high quality and responsive service to its clients. The successful candidate should have a well-developed concept of the business development process for solutions and strong knowledge of the technical, fiscal, and contractual trends within the industry. With full accountability for results, he/she must be willing to exert themselves over sustained periods of time to accomplish their professional and personal goals while maintaining a strong level of mutual respect for peers, colleagues, and direct reports. They must set the standard for personal integrity, honesty, teamwork, and public accountability to motivate the entire team to the highest levels of commitment and personal effort. The successful candidate will possess an established professional reputation for excellence in services rendered, and the highest levels of personal integrity. US Citizen with the ability to pass a thorough background check. Consistent with Presidential Executive Order 14042, you must be able to meet all health requirements, including but not limited to, current and future vaccination requirements for infectious diseases such as COVID-19. The Executive Order generally requires that federal workers and federal contractor employees be fully vaccinated by January 4, 2022 The duties and responsibilities listed in this job description generally cover the nature and level of work being performed by individuals assigned to this position. This is not intended to be a complete list of all duties, responsibilities, and skills required. Subject to the terms of an applicable collective bargaining agreement, the company management reserves the right to modify, add, or remove duties and to assign other duties as may be necessary. We wish to thank all applicants for their interest and effort in applying for the position; however, only candidates selected for interviews will be contacted. We are an equal opportunity emplyer. All applicants will receive consideration for employment, without regard to race, color, religion, creed, national origin, gender or gender-identity, age, marital status, sexual orientation, veteran status, disability, pregnancy or parental status, or any other basis prohibited by law. We are committed to Equal Employment Opportunity and providing reasonable accommodations to applicants with physical and/or mental disabilities. If you have a physical and/or mental disability and are interested in applying for employment and need special accommodations to use our website to apply for a position please contact, Recruiting Services at or 571-353-7053. Reasonable accommodation requests are considered on a case-by-case basis. The dedicated email and telephonic options above are reserved only for individuals with disabilities needing accessibility assistance to apply to an open position using our website. Please do not use the dedicated email or phone number above to inquire on the status of your job application. In order for our company to stay compliant with government regulations, please apply on line. Please DO NOT email resumes or call in lieu of applying online unless you have a physical and/or mental disability and need assistance with the online application. Shift : Day Job Primary Location : US-VA-Herndon Organization : Akima, LLC Shared Services Job : Sales, Business Development & Related Closing Date (Period for Applying) - External : Ongoing Travel : Yes, 25 % of the Time Clearance Level : Not Applicable

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