37 applicants

Company

Maximus · 3 hours ago

Senior Director, Capture and Client Engagement (DoD)

United States

Full-time

Remote

Senior Level, Lead/Staff, Director/Executive

$175K/yr - $240K/yr

12+ years exp

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Business Process Automation (BPA)Consulting

No H1B

Security Clearance Required

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Responsibilities

Responsible for capture, pursuit, and solutioning architecture for multiple lines of business.

Provide strategic guidance to executives regarding solution shaping and response strategies.

Develop strong business relationships with internal stakeholders.

Brief and provide guidance to senior leadership for decision making.

Work on maintaining a win/loss ratio.

Craft sales themes and differentiating narratives.

Support and maintain an active pipeline of business opportunities across our DOD target markets, (DLA & COCOMs), and other agency components, by leveraging their existing relationships, developing new relationships, attending government/industry events, working with business partners, and providing solution presentations.

Work as part of an integrated team with operations and sales organizations to drive the development of detailed and updated capture strategies for each opportunity to ensure Maximus’ solution are differentiated and competitive.

Develop strategic strategies and work across Maximus Federal organizations (Operations, Sales, Contracts, …) in a team-oriented environment to include members from our industry partners and subject matter experts.

Develop and mature capture strategies in collaboration with business development and operations leads. This includes communicating to team, writers, management, etc.

Lead and drive planning and capture activities, ideally, 6+ months prior to RFP release.

Support short-term captures, as appropriate where opportunities align with the goals and objectives of the market and lead to larger strategic procurements.

Provide insights, data, and industry experience to business development for the purpose of shaping opportunities and using competitive analysis to optimize Maximus positioning for success.

Design and deploy the value proposition and mitigations which make up the sales themes of the bid and demonstrate differentiators for Maximus.

Participate in the pricing strategy discussion and contribute to a collective data-driven pricing strategy.

Research competitor strengths/weaknesses and know how they sell against us. Identify our vulnerabilities and gaps; provide recommendations and take actions to mitigate and close those gaps through teaming, key hiring, or other.

Develop a small-business and partnership strategy and coordinate teaming agreements and meetings.

Coordinate the different inputs / points of contact; work closely with proposal developers to ensure a compliant and top-quality proposal for delivery to the customer.

Design and drive customer call plans that engage clients up, down, and around an opportunity’s sphere of influence to ensure a full, well rounded understanding of the Agency’ objectives are being met with Maximus’ proposed solutions.

Design and drive the preparation for customer engagements. Ensure successful client meetings by pre-determining the objective of the meeting and determine the criteria to use to determine success.

Develop and contribute to Maximus Account Plans for targeted Services and Agencies that demonstrate a roadmap to winning new business year-over-year and an understanding of both the client and industry ecosystems.

Contribute to the development of proposals, oral presentations, demonstrations, or other key selling tools.

Establish and maintain long-term relationships with customers in our DoD targeted Services and Agencies at the working level and up to "C" level government executives.

Effectively present to Maximus executives on your opportunities to ensure there is corporate understanding of what is needed to win, what resources must be allocated and what technical or other gaps must be closed in order to ensure a win/award to Maximus.

Actively participate in industry organizations where targeted agencies participate. Represent Maximus’ capabilities to government clients.

Qualification

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Department of Defense knowledgeCapture managementProposal developmentBusiness developmentTechnical solution architectureCybersecurityDigital modernizationIT infrastructureAdvanced analyticsBig dataAutomation solutionsConsulting solutionsU.S. Government acquisition processProject management

Required

Bachelor's degree in related field required.

12 years of relevant professional experience required.

Bachelor's Degree from an accredited college or university in a field of Business or related subject. Additional years of relevant experience will be considered in lieu of degree.

12 years of related experience required; 15+ preferred.

Must have a Secret or Top Secret Security Clearance for this role.

Experience with Project Management, systems or business analysis, technical solution architecture, operations/sales/capture management, and creating/executing a go-to-market strategy.

Experience with management of matrixed small and large teams.

Former Sales, Proposal and Capture experience is a must In-depth understanding of the Federal Government contracting market.

In-depth understanding of the Department of Defense.

Demonstrated experience with DoD transformation and modernization programs through customer interaction, client management, solution design, technology innovation and delivery.

Demonstrated success in shaping and winning opportunities in several of the following technical areas: Cybersecurity, Digital Modernization and Solution Development, Hybrid/Multi Cloud, IT Infrastructure, Advanced Analytics and Big Data, Automation, and Consulting Solutions.

Proven knowledge of U.S. Government acquisition process.

Proven competency and demonstrated understanding of Federal government operations and contacts and developing 'best value' solutions for Federal government.

Must be able to function well in a fast-paced environment and apply critical thinking to address client challenges.

Excellent written and verbal communication skills.

Must be able to travel up to 10% of the time.

Preferred

Former military experience preferred.

Ability to partner, collaborate and influence others in a highly matrixed organization on a cross-functional team to achieve goals.

Excellent business strategy instincts – able to function well in a competitive, changing environment.

Effective problem-solving skills, one who anticipates issues and seeks out and analyzes information collaboratively to propose solutions.

Excellent organizational, leadership, and people management skills.

A personal style which encompasses a consultative approach to customer relationship management.

Demonstrated ability to collaborate and build win-win partnerships within a firm/corporation, with a focus on understanding how to leverage technology differentiators.

The successful candidate will possess an established professional reputation for excellence in services rendered, and the highest levels of personal integrity.