DOD Business Development & Capture Manager

Summary: ExpediteInfoTech, Inc. is hiring a Business Development & Capture Manager who has demonstrated achievement in successfully capturing sole-source contracts from the US Department of Defense (DOD) components. This role is focused on building a pipeline of opportunities and execution of a comprehensive capture strategy. This includes customer engagement planning, solution development, teaming, pricing strategy.

This role requires strong communication skills and a high level of comfort briefing both internal and external executives. Serve as a leader supporting the management and business development lifecycle on targeted captures including leveraging strategic government-wide acquisition contracts and multiple award contracts. Identify and win executable business for Government clients through applying expertise across the business development life cycle, from opportunity qualification through strategic capture and proposal development to award.

The successful candidate needs to thrive in an environment where they are responsible for the management and execution of the full business development life-cycle process across multiple simultaneous pursuits and proposals. Must be able to develop a plan for securing knowledge and understanding of the customer's requirements, issues, and needs during the pursuit and capture phases. Coordinate meetings with customers, competitors, clients, and teammates to develop market insight on requirements, acquisition strategy, acquisition timing, competitive intelligence and contract vehicle choices.

This role is a hybrid remote position with occasional meetings at our corporate headquarters in Rockville, MD and client locations in the Baltimore/DC metro area. We are seeking a United States Citizen or Permanent Resident who can work on our W2 as a full-time employee (salary + benefits). No 3rd party corp-to-corp inquiries will be entertained.

Responsibilities:

• As part of our growth team, leverage public and proprietary tools and databases as well as preexisting relationships at Department of Defense (DOD) agencies to identify opportunities for pursuit.
• Support senior executives in developing growth plans to achieve corporate revenue goals.
• Develop the customer/stakeholder relationship management strategy, engage senior executives in strategy execution, and keep leadership team informed and engaged.
• Lead development and implementation of the Capture Plan encompassing Win Strategy, Price to Win, teaming, investments, etc.
• Lead customer requirement influencing strategy, requirement interpretation and solution generation.
• Identify gaps in capabilities and/or resources and develop a plan for filling those gaps.
• Develop and refine value propositions and win themes based on customer interactions, competitive intelligence, and core competencies.
• Support the development and implementation of market-based competitive intelligence, market assessments, client assessments, and strategic planning efforts.
• Manage key stakeholder relationships, keep the business leadership team informed, and engage in advancing strategic partnerships with clients and industry partners.
• Conduct competitive assessments on specific opportunities and make recommendations on approach and teaming partners.
• Manage knowledge/data consistently and timely within company CRM database.
• Provide regular updates and reporting to executive team on status of opportunities.
• Drive business to existing GWACs and IDIQs/BPAs held by ExpediteInfoTech, Inc.
• Opens doors and lands meetings for ExpediteInfoTech, Inc. technical demonstrations and proof of concepts to potential Federal customers.
• Participate in proposal development, to include identifying qualifiers and quantifiers, key discriminators, bringing suggestions for call out boxes and ghosting, and the ability to tailor the management approach based on capture.

Required:

• Minimum of 5 years of relevant experience in BD/Capture for Dept. of Defense procurement of IT Services.
  • Demonstrated experience capturing prime contracts, with expertise in relationship management yielding sole source (direct award) opportunities.
  • Honed ability to elicit and understand customers' unique mission, technologies needed and pain points.
• Expert understanding of various contracting vehicles, acquisition strategies and the associated benefits of each
• Proven experience winning contracts with a combination of at least two of the following: Army, Navy, USMC, DOD, USAF, DHA, DLA, DIA, DCMA customers.
  • Customer engagement experience and current relationships with decision makers within the DOD.
• Expert skills in deal qualification, development of capture strategy, customer collaboration, and teaming.
• Expert understanding of all contract types (non-IDIQ, IDIQ - single or multiple award contracts), as well as payment types (e.g., FFP, T&M, cost plus) and impact on risk and business cases
• Expert understanding of DoD acquisition lifecycle, customers' buying trends, budgets, and requirements.
• Located in the DC - Baltimore Metro area with ability to participate in DC / Baltimore metro area located activities
• Demonstrated excellent verbal and written communication skills with internal and external stakeholders, including experience briefing executives and Government clients.
• Ability to present our capabilities and past performances to clients

Desired:

• Experience with successful execution of all phases of a large and multi-year capture effort, including strategic planning, teaming, proposals, market, or competitive and price-to-win analyses
• Experience working with Client Delivery teams to develop and oversee potential solutions for new opportunities.
• Active involvement with industry associations (e.g. AFCEA, ACT-IAC, etc.)
• Capture and proposal training such as Shipley, etc.
• Proposal leadership experience
• Understanding of technical skills of Modern Software Development, Cloud Solutions, Big Data, AI/ML/RPA and/or Advanced Analytics

Disclaimer: The preceding job description has been designed to indicate the general nature and level of work to be performed by employees. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.

Pay: The base salary and full fringe benefits is just one component of EIT's total compensation package for this position. This position is an incentive-oriented position; there will be additional incentive-based compensation in accordance with the successful candidate's work performance. Base salary will be determined based on various factors such as relevant skills, experience and certifications.

About: ExpediteInfoTech, Inc. (EIT) is a SBA 8(a) certified small business uniquely positioned with 23 Federal prime contracts in over 10 distinct Federal agencies and 8 local and state government prime contracts. Headquartered in Rockville, MD since 2012, EIT has provided specialized technical, cybersecurity, IT, and financial advisory solutions to the Federal, State and County governments. Our clients include the US Department of Education, US Department of Transportation, US Department of Justice, US Department of Health & Human Services, Montgomery County government, Prince George's County Government, the governments of the State of Maryland and the District of Columbia. EIT is appraised at level 3 for CMMI Services & CMMI Development, as well as ISO 9001:2015, ISO 20000-1:2018 and ISO 27001:2013.

EIT offers a competitive benefits package including medical, dental, vision and prescription drug coverage, paid time off, federal holidays, matching 401K plan, and tuition/professional development reimbursement benefits.

EIT is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by applicable law.