Thomson Reuters
Senior Director, Strategic Capture
Thomson Reuters, Mc Lean, Virginia, us, 22107
Senior Director, Strategic CaptureAre you passionate about the chance to bring your
strategic capture
experience to a world-class organization that is leading the way in both content and technology to make a safer and more secure world? Do you have the skills necessary to work across the TRSS enterprise to craft and present innovative solutions, establish solid, long-term customer relationships, and cultivate new business opportunities? If you are a team player and have excellent relationship development and business capture skills coupled with the ability to work in complex environments, then Thomson Reuters Special Services (TRSS) is looking for you!The
Senior Director, Strategic Capture
is responsible for capturing TRSS's most critical pipeline opportunities. They will handle pursuits from opportunity identification through award by managing capture activities and ensuring the company is positioned to win. This individual will lead a seamless transition from business development into the proposal response to ensure that win themes and differentiators are compelling and evident. They will be a visionary for their assigned territory and will assist the Managing Directors and Executive Leaders with long-term growth planning for the business. This individual will bring proven experience navigating the GovCon landscape and coordinating across company business functions to win new work.About the RoleAs the
Senior Director, Strategic Capture , you will contribute to a variety of areas including:In coordination with the Managing Director and their BD teams, you will play a critical role in executing the pipeline and achieving growth targets for the company.Working with the Managing Director to understand vision, current territory presence, and customer needs, and will build and develop growth strategies for the territory.As the pipeline is built, you will ensure that strategic captures are moving through the pipeline and capture strategies are being built and implemented.Providing strategic leadership that will aid in the orchestration of all aspects of a winning capture strategy, from campaign planning down to individual deal capture.Ownership of the delivery of all elements of capture, including opportunity identification, customer outreach, technical and management solution development, teaming partner engagement, RFP shaping, win theme development, price to win, proposal planning, internal capture process implementation, and appropriate transition to execution upon award.Leading ad-hoc teams of technical, managerial, customer, proposal, and solution subject matter experts to craft winning solutions to customer needs.Collaborating with a robust team of proposal experts, technical SMEs, and outstanding customer relationships founded on successful past performance.Demonstrating problem-solving tactics, critical thinking skills, and the ability to iterate solution development with many internal and external partners as needed.Providing detail-oriented approaches to capture strategy to ensure that the company is precise in all aspects of a pursuit.As part of the win strategy development, you will identify the investments needed and the resources required to deliver those win strategies, and you will track execution to closure.Developing solutions for assigned opportunities; managing relationships with partners and corporate staff for proposed solution development; participating in business planning activities, to include gate reviews and periodic capture strategy reviews.Partnering with a Proposal Manager to identify and allocate resources effectively and prioritize activities and actions in limited time frames.Developing internal relationships and collaborating with TRSS leadership to formulate and administer a go-to-market strategy.Understanding the competitive landscape and client needs to effectively position TRSS solutions.Staying current with federal government market needs and trends.Working closely with TRSS business leaders to determine the detailed pursuit strategy for each strategic opportunity.Working with the TRSS Sales Team and business leads to qualify, pursue, and close opportunities.Playing a leadership role in driving pursuits and contributing to the development of proposals.Coaching the team through capture and response process.Maintaining accurate and timely customer information, pipeline, and forecast data using our CRM system.Following a consistent, Shipley-based capture-to-proposal process to move targeted opportunities through the pipeline in an optimized and efficient manner.Leveraging this process to ensure that the relevant functional organizations across the company have the context and understanding they need to provide adequate support to the deal.This position will report directly to the Chief Strategy Officer and will support Managing Directors in the development and success of their long-term pipelines.About YouYou're a good fit for the role of
Senior Director, Strategic Capture
if you have:Consistent track record of verifiable wins in the US Federal Government market sector.10+ years of experience in all areas of business development including opportunity qualification, capture strategy, customer visits, customer relationship development, and team leadership.10+ years of Federal business development experience on net new or takeaway programs for large business organizations utilizing mature capture methodologies and processes.Bachelor of Science in related field or equivalent years of relevant experience.Experience using a Shipley and/or tailored Shipley capture process.Experience working in a hybrid sales/capture organization.Exhibit superb problem-solving tactics and critical thinking skills.Excellent communication skills - demonstrated through written and oral presentations.Demonstrates the ability to be a team player and good corporate citizen.Proven successful track record of selling throughout all aspects of the sales cycle.Self-motivated, goal-oriented, and a desire to deliver results.Ability to identify, develop and secure new relationships with buyers, decision makers, influencers, competitors, and partner companies.Expertise in relationship building and account planning.Success in working closely with government leaders and contracting.Sound business ethics, including the protection of proprietary and confidential information.Ability to travel roughly 15% of the time.Ability to obtain and maintain a U.S. Government Security Clearance.What's in it For You?You will join our inclusive culture of world-class talent, where we are committed to your personal and professional growth through:Hybrid Work Model:
We've adopted a flexible hybrid working environment.Wellbeing:
Comprehensive benefit plans; flexible and supportive benefits for work-life balance.Culture:
Globally recognized and award-winning reputation for equality, diversity, and inclusion.Learning & Development:
LinkedIn Learning access; internal Talent Marketplace.Social Impact:
Employee-driven Business Resource Groups; paid volunteer days.Purpose Driven Work:
We help our customers pursue justice, truth, and transparency.Do you want to be part of a team helping re-invent the way knowledge professionals work? Join us and help shape the industries that move society forward.AccessibilityAs a global business, we rely on diversity of culture and thought to deliver on our goals. Thomson Reuters is proud to be an Equal Employment Opportunity/Affirmative Action Employer providing a drug-free workplace.
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strategic capture
experience to a world-class organization that is leading the way in both content and technology to make a safer and more secure world? Do you have the skills necessary to work across the TRSS enterprise to craft and present innovative solutions, establish solid, long-term customer relationships, and cultivate new business opportunities? If you are a team player and have excellent relationship development and business capture skills coupled with the ability to work in complex environments, then Thomson Reuters Special Services (TRSS) is looking for you!The
Senior Director, Strategic Capture
is responsible for capturing TRSS's most critical pipeline opportunities. They will handle pursuits from opportunity identification through award by managing capture activities and ensuring the company is positioned to win. This individual will lead a seamless transition from business development into the proposal response to ensure that win themes and differentiators are compelling and evident. They will be a visionary for their assigned territory and will assist the Managing Directors and Executive Leaders with long-term growth planning for the business. This individual will bring proven experience navigating the GovCon landscape and coordinating across company business functions to win new work.About the RoleAs the
Senior Director, Strategic Capture , you will contribute to a variety of areas including:In coordination with the Managing Director and their BD teams, you will play a critical role in executing the pipeline and achieving growth targets for the company.Working with the Managing Director to understand vision, current territory presence, and customer needs, and will build and develop growth strategies for the territory.As the pipeline is built, you will ensure that strategic captures are moving through the pipeline and capture strategies are being built and implemented.Providing strategic leadership that will aid in the orchestration of all aspects of a winning capture strategy, from campaign planning down to individual deal capture.Ownership of the delivery of all elements of capture, including opportunity identification, customer outreach, technical and management solution development, teaming partner engagement, RFP shaping, win theme development, price to win, proposal planning, internal capture process implementation, and appropriate transition to execution upon award.Leading ad-hoc teams of technical, managerial, customer, proposal, and solution subject matter experts to craft winning solutions to customer needs.Collaborating with a robust team of proposal experts, technical SMEs, and outstanding customer relationships founded on successful past performance.Demonstrating problem-solving tactics, critical thinking skills, and the ability to iterate solution development with many internal and external partners as needed.Providing detail-oriented approaches to capture strategy to ensure that the company is precise in all aspects of a pursuit.As part of the win strategy development, you will identify the investments needed and the resources required to deliver those win strategies, and you will track execution to closure.Developing solutions for assigned opportunities; managing relationships with partners and corporate staff for proposed solution development; participating in business planning activities, to include gate reviews and periodic capture strategy reviews.Partnering with a Proposal Manager to identify and allocate resources effectively and prioritize activities and actions in limited time frames.Developing internal relationships and collaborating with TRSS leadership to formulate and administer a go-to-market strategy.Understanding the competitive landscape and client needs to effectively position TRSS solutions.Staying current with federal government market needs and trends.Working closely with TRSS business leaders to determine the detailed pursuit strategy for each strategic opportunity.Working with the TRSS Sales Team and business leads to qualify, pursue, and close opportunities.Playing a leadership role in driving pursuits and contributing to the development of proposals.Coaching the team through capture and response process.Maintaining accurate and timely customer information, pipeline, and forecast data using our CRM system.Following a consistent, Shipley-based capture-to-proposal process to move targeted opportunities through the pipeline in an optimized and efficient manner.Leveraging this process to ensure that the relevant functional organizations across the company have the context and understanding they need to provide adequate support to the deal.This position will report directly to the Chief Strategy Officer and will support Managing Directors in the development and success of their long-term pipelines.About YouYou're a good fit for the role of
Senior Director, Strategic Capture
if you have:Consistent track record of verifiable wins in the US Federal Government market sector.10+ years of experience in all areas of business development including opportunity qualification, capture strategy, customer visits, customer relationship development, and team leadership.10+ years of Federal business development experience on net new or takeaway programs for large business organizations utilizing mature capture methodologies and processes.Bachelor of Science in related field or equivalent years of relevant experience.Experience using a Shipley and/or tailored Shipley capture process.Experience working in a hybrid sales/capture organization.Exhibit superb problem-solving tactics and critical thinking skills.Excellent communication skills - demonstrated through written and oral presentations.Demonstrates the ability to be a team player and good corporate citizen.Proven successful track record of selling throughout all aspects of the sales cycle.Self-motivated, goal-oriented, and a desire to deliver results.Ability to identify, develop and secure new relationships with buyers, decision makers, influencers, competitors, and partner companies.Expertise in relationship building and account planning.Success in working closely with government leaders and contracting.Sound business ethics, including the protection of proprietary and confidential information.Ability to travel roughly 15% of the time.Ability to obtain and maintain a U.S. Government Security Clearance.What's in it For You?You will join our inclusive culture of world-class talent, where we are committed to your personal and professional growth through:Hybrid Work Model:
We've adopted a flexible hybrid working environment.Wellbeing:
Comprehensive benefit plans; flexible and supportive benefits for work-life balance.Culture:
Globally recognized and award-winning reputation for equality, diversity, and inclusion.Learning & Development:
LinkedIn Learning access; internal Talent Marketplace.Social Impact:
Employee-driven Business Resource Groups; paid volunteer days.Purpose Driven Work:
We help our customers pursue justice, truth, and transparency.Do you want to be part of a team helping re-invent the way knowledge professionals work? Join us and help shape the industries that move society forward.AccessibilityAs a global business, we rely on diversity of culture and thought to deliver on our goals. Thomson Reuters is proud to be an Equal Employment Opportunity/Affirmative Action Employer providing a drug-free workplace.
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