POSITION SUMMARY

The Senior Director of Business Development & Capture supports the Mission Support Services (MSS) division and operates under the supervision of the incoming Chief Growth & Technology Officer, in close partnership with divisional and business unit operations leadership. This role leads business development and capture execution for priority growth areas including base operations support, vehicle fleet maintenance and construction, logistics and life support, classified and sensitive programs, tactical training, and technical field support/services.

The Senior Director is accountable for shaping, qualifying, and pursuing opportunities and for developing and executing comprehensive win strategies for approved capture and pursuit efforts across federal, state, intelligence community, and select commercial markets. Responsibilities span the full capture lifecycle and include customer engagement and relationship management, competitive analysis, capture governance and milestone management, teaming and partner strategies, key personnel selection, solution and pricing strategy development (including price-to-win), and oversight of proposal development activities through award.

RESPONSIBILITIES

• Own and grow a qualified pipeline aligned to MSS strategic growth priorities, with particular emphasis on base operations and fleet solutions, classified programs, tactical training, and technical field support
• Develop and implement effective win strategies and capture plans for specific opportunities, including customer value proposition, discriminators, and win themes
• Shape and qualify opportunities through proactive customer engagement, mission/requirements discovery, and early influence of acquisition strategy (e.g., RFI/RFQ/RFP, IDIQ/task order, OTA, GSA, or other vehicles as applicable)
• Move assigned opportunities through the Step Review Process and ensures capture governance, artifacts, and decision briefs are complete, accurate, and on time
• Prepare and oversee implementation of effective customer call plans, to include access strategies for classified/sensitive customer sets and program stakeholders
• Lead competitive intelligence and market analysis for priority growth areas, including competitor assessments, gap analysis, and win/loss lessons learned
• Build capture teams and assign capture responsibilities across the company in coordination with functional area leads (Contracts, Pricing, Finance, HR, Security, Legal, Operations, Engineering/Technical SMEs, etc.)
• Identify, qualify, and negotiate teaming/partner strategies (primes, subs, OEMs, and technology partners) including NDAs, exclusivity, and partnership value exchange to strengthen probability of win
• Develop solution concepts that align operational capabilities to customer requirements (CONOPS), including technical field support delivery models, training approach, staffing plans, and sustainment concepts as applicable
• Develop pricing strategies in coordination with the Pricing Manager, including price-to-win, competitive pricing benchmarks, and risk-informed deal shaping
• Support development of all proposal volumes, including the cost volume narrative, and leads proposal strategy, compliance, and color team reviews for assigned pursuits
• Participate in the development and execution of all periodic reviews
• Coordinate development and implementation of communications/marketing campaigns supporting capture efforts
• Ensure compliance with company policies and procedures and other practices set forth by upper management
• Other duties as assigned

QUALIFICATIONS

• Bachelor’s degree required (or equivalent combination of education and relevant experience)
• 10 years leading business development and capture management for U.S. Government and/or Intelligence Community customers, including pursuits of $50M
• Demonstrated experience shaping and winning opportunities in one or more priority growth areas: Base Operations Support programs, Vehicle and Fleet Maintenance programs, C-UAS/UAS, classified and sensitive programs, tactical training, and/or technical field support/field services
• 4 years leading proposal development (capture-to-proposal handoff, compliance, color team reviews, and proposal strategy)
• Strong working knowledge of capture fundamentals: customer engagement/call planning, competitive intelligence, teaming/partner strategies, solution development, and price-to-win/pricing strategy
• Exceptional written and verbal communication skills; able to synthesize complex requirements and present clear recommendations to executive stakeholders
• Proficiency with Microsoft Office and CRM/capture tools (e.g., Salesforce, GovWin IQ or similar)
• Active TS/SCI clearance, strongly preffered
• May be required to lift and carry awkward items weighing up to 25 lbs. Requires intermittent standing, walking, sitting, squatting, stretching and bending throughout the workday.

WORKING CONDITIONS

Work is typically based in a busy office environment and subject to frequent interruptions. Business work hours are Monday-Friday from 8:00 am to 5:00 pm, however some extended or weekend hours may be required.

Span the full capture lifecycle and include customer engagement and relationship management, competitive analysis, capture governance and milestone management, teaming and partner strategies, key personnel selection, solution and pricing strategy development (including price-to-win), and oversight of proposal development activities through award. RESPONSIBILITIES Own and grow a qualified pipeline aligned to MSS strategic growth priorities, with particular emphasis on base operations and fleet solutions, classified programs, tactical training, and technical field support Develop and implement effective win strategies and capture plans for specific opportunities, including customer value proposition, discriminators, and win themes Shape and qualify opportunities through proactive customer engagement, mission/requirements discovery, and early influence of acquisition strategy (e.g., RFI/ RFQ/ RFP, IDIQ/task order, OTA, GSA, or other vehicles as applicable) Move assigned opportunities through the Step Review Process and ensures capture governance, artifacts, and decision briefs are complete, accurate, and on time Prepare and oversee implementation of effective customer call plans, to include access strategies for classified/sensitive customer sets and program stakeholders Lead competitive intelligence and market analysis for priority growth areas, including competitor assessments, gap analysis, and win/loss lessons learned Build capture teams and assign capture responsibilities across the company in coordination with functional area leads (Contracts, Pricing, Finance, HR, Security, Legal, Operations, Engineering/ Technical SMEs, etc.) Identify, qualify, and negotiate teaming/partner strategies (primes, subs, OEMs, and technology partners) including ND - As, exclusivity, and partnership value exchange to strengthen probability of win Develop solution concepts that align operational capabilities to customer requirements (CONOPS), including technical field support delivery models, training approach, staffing plans, and sustainment concepts as applicable Develop pricing strategies in coordination with the Pricing Manager, including price-to-win, competitive pricing benchmarks, and risk-informed deal shaping Support development of all proposal volumes, including the cost volume narrative, and leads proposal strategy, compliance, and color team reviews for assigned pursuits Participate in the development and execution of all periodic reviews Coordinate development and implementation of communications/marketing campaigns supporting capture efforts Ensure compliance with company policies and procedures and other practices set forth by upper management Other duties as assigned QUALIFICATIONS Bachelor’s degree required (or equivalent combination of education and relevant experience) 10 years leading business development and capture management for U.S. Government and/or Intelligence Community customers, including pursuits of $50 M Demonstrated experience shaping and winning opportunities in one or more priority growth areas: Base Operations Support programs, Vehicle and Fleet Maintenance programs, C-UAS/ UAS, classified and sensitive programs, tactical training, and/or technical field support/field services 4 years leading proposal development (capture-to-proposal handoff, compliance, color team reviews, and proposal strategy) Strong working knowledge of capture fundamentals: customer engagement/call planning, competitive intelligence, teaming/partner strategies, solution development, and price-to-win/pricing strategy Exceptional written and verbal communication skills; able to synthesize complex requirements and present clear recommendations to executive stakeholders Proficiency with Microsoft Office and CRM/capture tools (e.g., Salesforce, Gov. Win IQ or similar) Active TS/ SCI clearance, strongly preffered May be required to lift and carry awkward items weighing up to 25 lbs. Requires intermittent standing, walking, sitting, squatting, stretching and bending throughout the workday. WORKING CONDITIONS Work is typically based in a busy office environment and subject to frequent interruptions. Business work hours are Monday-Friday from 8:00 am to 5:00 pm, however some extended or weekend hours may be required. Equal Opportunity Employer Race/ Color/ Sex/ Sexual Orientation/ Gender Identity/ Disability/ Vet

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