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BlackSky · 4 days ago

Senior Director, Capture Operations

United States

Contract

Remote

Director/Executive

$200K/yr - $220K/yr

15+ years exp

BlackSky is a real-time intelligence company that operates a space-based intelligence platform. They are seeking a Senior Director of Capture Operations to lead the Capture team, drive complex opportunity captures, and collaborate with cross-functional teams to develop winning strategies and proposals.

Defense & Space

No H1B

U.S. Citizen Only

Responsibilities

Manage a dynamic, constantly evolving portfolio of proposals and other strategic capture initiatives

Assess opportunity viability and lead bid/no-bid recommendations based on fit, resources, and win probability

Lead competitive analysis and price-to-win strategy

Cross functional lead in developing comprehensive capture plans, competitive assessments and price-to-win strategies and proposals that position BlackSky as the partner of choice for complex intelligence, defense, and commercial programs

Collaborate with Business Development, Product, and Engineering teams to shape opportunities and solutions responsive to customer missions

Lead highly visible priority pursuits activities across all phases of our business acquisition process opportunities >$200M

Responsible for the development of a winning offer and solution (e.g., technical, management, past performance, cost/price)

Cross-functional partner on developing an overall solution strategy and approach, aligning customer’s objectives and requirements to generate value propositions and approaches to solve customer challenges

Create, continuously refine, and lead execution of a capture process that aligns cross functional teams and ensures consistent, efficient, and high-quality pursuit execution

Manage team of direct reports who oversee different aspects of the capture process, while partnering closely with other cross-functional teams (solutions, product, sales, legal, finance)

Oversee the design of sales operations processes and systems to enable transparent and scalable operations across the sales lifecycle

Articulate all aspects of the win strategy, solution and business case including risk and mitigation plans during reviews with senior leadership

Manage the proposal team and process, using best practices in proposal management (e.g. Shipley)

Other job-related duties as assigned

Qualification

Capture managementProposal managementFederal acquisition processesSalesforce proficiencyBusiness acumenNegotiation skillsTeam leadershipPartner relationship developmentTechnical field knowledgeAI/ML analyticsCommunication skillsProblem-solvingTime management

Required

Bachelor's degree in business, engineering, or related technical field; Master's preferred

At least 15 years of relevant experience in capture management to include a minimum of 8 years of full life cycle and proposal management experience preferably in the geospatial, ISR, aerospace, defense or analytics industries

Proven record of leading and winning large, complex, multi-year pursuits (10M-100M) in US government or international markets

Strong understanding of federal acquisition processes, contracting vehicles and procurement regulations (FAR/DFAR)

Exceptional business acumen and negotiation skills, with the ability to lead cross-functional teams under tight deadlines

Familiarity with Shipley methodology or equivalent structured capture process

Strong written and verbal communication skills, with proven ability to develop executive-level presentations and persuasive proposals

Expert proficiency in Salesforce or similar CRM tools to manage pipelines, forecasts, and capture data

Proven track record of teaming and developing mutually beneficial partner relationships with peers

Ability to communicate issues, concerns, and problems in a solution-oriented manner and meet fast-paced hard deadlines with extended work hours

Experience in development of successful negotiation of teaming agreements, competitive pricing strategies, and strategies around varies contract types

Active Top Secret clearance highly desired (or ability to obtain one)

Preferred

Master's degree in Business Administration (MBA), Engineering, or a related field

Demonstrated success leading capture efforts that integrate satellite imagery, AI/ML analytics, and mission solutions

Benefits

Medical, dental, vision, disability, group term life and AD&D, voluntary life and AD&D insurance + BlackSky pays 100% of employee-only premiums for medical, dental and vision and contributes $100/month for out-of-pocket expenses!

15 days of PTO, 11 Company holidays, four Floating Holidays (pro-rated based on hire date), one day of paid volunteerism leave per year, parental leave and more

401(k) pre-tax and Roth deferral options with employer match

Flexible Spending Accounts

Employee Stock Purchase Program

Employee Assistance and Travel Assistance Programs

Employer matching donations

Professional development

Mac or PC? Your choice!

Awesome swag

Company

BlackSky

BlackSky is a space-based intelligence company that delivers real-time imagery with global rapid revisit, analytics, and high-frequency monitoring of the most critical and strategic locations, economic assets, and events.

Founded in 2013

Herndon, Virginia, US

201-500 employees