Senior Capture Manager/Hybrid

Essential Job Functions:

The Senior Capture Manager will support the identification, qualification, and bid of new contracts in alignment with IFAS' strategic growth plan. The successful Senior Capture Manager will support and have opportunity to lead the capture of new business awards through developing teams and solutions responsive to the customer needs, leveraging superior intelligence on existing work, forming the right team of partners, and proposing innovative and compelling solutions to meet customer requirements. They will capitalize on the company's established range of service offerings for Federal customers, all delivered via industry best practices and processes. The candidate will help develop strategies (i.e. win themes; management solution; technical solution; teaming; pricing); coordinate corporate resources; build teams of subcontractors; assess competition; identify risks and mitigations, present decision gate briefings to executive management; manage bid and proposal funding; from initial qualification through proposal submission and lessons learned phases of an opportunity. This role will coordinate with stakeholders across IFAS' and our partners to include senior leadership, account owners / service leads, program delivery managers, contracts and pricing, and proposals to support or oversee bid completions. Will also participate in special projects and corporate initiatives, as required.

Responsibilities:

• Responsible for identifying new business opportunities, building a robust qualified IFAS Pipeline, and leading capture activities to improve IFAS positioning and Pwin for strategic opportunities
• Lead capture of large and/or strategic opportunities in the Small Business and Full & Open markets, as well as key Indefinite Delivery Vehicles (IDVs) (GWACs and Agency IDIQs/BPAs)
• Use his/her established network in Federal agencies to actively meet with potential clients, identify new business opportunities, and serve as Capture Manager for identified pursuits
• Collaborate with executive leadership; IFAS Practice Leads, Program Managers, Subject Matter Experts (SMEs), and Solutions Architects, and corporate partners to coordinate business development, capture, and proposal activities
• Engage with customers and partners by scheduling, coordinating, and facilitating meetings to build brand awareness and develop market insights on and/or influence/shape requirements, challenges, hot buttons, and acquisition strategy and timing
• Actively contribute and command a winning proposal process, interacting closely with operational deliver practices, proposal operations, pricing and contracts, recruiting, as well as partner organizations
• Collaborate closely with Proposal Manager on scheduling, coordinating, and managing IFAS solicitation responses
• Foster key opportunities through qualification activities that include gate reviews, black hat sessions, solutioning and win-theme sessions, and proposal reviews
• Additional responsibilities include:
  1. Participate in Color Team Reviews to support proposals across IFAS practice areas, contracts and/or customer base
  2. Track opportunity status and update IFAS CRM to ensure opportunities are effectively tracked and communicated throughout the business development lifecycle
  3. Represent IFAS at industry events to include conferences, networking events, and government Industry Days

Establish and maintain relationships with current or potential industry teaming partners

Skills:

• Strong organizational, research, identification, and tracking skills necessary to uncover new business opportunities.
• Strong oral and written communications and interpersonal skills
• Proven skills in all areas of capture, including assessing win probability and value for opportunity targets, capture strategy and planning, building winning teams and solutions, pricing to win, and capture process schedule adherence
• Ability to work effectively with the IFAS Chief Growth Officer and other senior leadership, as well as communicate with cross-functional teams and stakeholders
• Excellent time management to effectively organize and deliver tasks on time
• Proven skills in all areas of capture, including assessing win probability and value for opportunity targets, capture strategy and planning, building winning teams and solutions, pricing to win, and capture process schedule adherence
• Strong business acumen, particularly within Federal Contracting with strategic planning skills to contribute to long-term organizational growth strategy and planning
• Effective communicator both written and verbally, as well as experienced and comfortable communicating with and presenting to clients, partners, and colleagues at all organizational levels
• Expert proficiency conducting research and operating Industry standard and government systems and tools such as GovWin (or similar), FPDS.gov, USAspending.gov, DHS' APFS, Agency/Office Forecasts, GSA eBuy, GSA Symphony, etc.)
• Well versed in federal government Indefinite Delivery Vehicles (IDVs) multiple-award contracts (MAC) such as agency vehicles and Government Wide Acquisition Contract (GWAC) vehicles
• Excellent time management with the ability to prioritize and manage multiple projects and action items simultaneously to achieve maximum results
• Solid understanding of project management, federal contracts, and proposal development with the ability to collaborate across company stakeholders and resources to successfully lead capture activities and responses to solicitations

Qualifications:

• Minimum Bachelor's degree in related discipline (MBA or related Master's Degree preferred)

• Degree can be substituted by 4 additional years of recent and highly-relevant experience performing the same level of responsibilities
• Minimum 10 years Federal contracting experience with domain knowledge of the Defense and/or Civilian federal government marketplace, particularly DoD Services (Army, Navy, Air Force) and DHS Components (ICE, CBP, USCIS, HQ)
• 2 years of experience can be substituted by an MBA or other relevant Master's Degree
• At least 5 years of experience in a role managing federal government business development, capture, and/or proposal development for strategic, large, and complex opportunities
• Must provide a "Win Portfolio" demonstrating successful track record of capture for opportunities exceeding $25m; preferably exceeding $50m
• Demonstrated relevant experience with implementing and/or selling services similar to IFAS' core capabilities including Financial Management, Management Consulting, and related technical support services (e.g., data and systems)
• At least 4 years of experience working for a Federal Contracting company (with a minimum of 100+ employees and $20m annual revenue) specializing in Finance, Management Consulting, and/or Data/IT
• Expertise and extensive experience managing and/or integrally supporting proposal efforts that include facilitating solutioning, win-theme development, story boarding, writing non-technical content, leading and/or participating in color reviews, proposal editing, and ensuring on-time submission of compliant and compelling bids.

Preferred Qualifications:

• Secret Clearance desired, not required
• Established Network of Federal decision makers within at least one Defense Service and/or Target Component of DHS (e.g., ICE, CBP, USCIS, USCG)

IFAS is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status, or any other protected class.