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Evolver · 1 day ago

Business Development Executive

Reston, VA

Full-time

Onsite

Mid, Senior Level

3+ years exp

Evolver Federal is seeking a Business Development/Capture Executive to join their team at the Evolver Headquarters in Reston, VA. This role involves driving the full business development and capture lifecycle in the Federal Homeland Security and Law Enforcement market, with a focus on building a pipeline of contract opportunities and executing capture efforts to improve win probability.

AnimationGamingProduct DesignSoftwareVirtual World

Hiring Manager

Lana Robbins

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

Qualification

Business DevelopmentCapture ManagementFederal Homeland SecurityCyber Security ServicesCRM ToolsAccount PlanningProposal DevelopmentMS OfficeTeam LeadershipRelationship Building

Required

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