Appian
Capture Manager
Appian, Mc Lean, Virginia, us, 22107
Here at Appian, our core values of Respect, Work to Impact, Ambition, and Constructive Dissent & Resolution define who we are. In short, this means we constantly seek to understand the best for our customers, we go beyond completion in our work, we strive for excellence with intensity, and we embrace candid communication. These values guide our actions and shape our culture every day. When you join Appian, you'll be part of a passionate team that's dedicated to accomplishing hard things.
Appian is seeking an experienced Capture Manager to work alongside our Department of Defense Sales team, and Appian's strategic integrator partners, to drive higher PWin on a select portfolio of strategic opportunities. This position will be responsible for developing all aspects of Appian's capture as the primary POC with both small business partners as well as Appian's portfolio of Federal Apex partners on these efforts. The Capture Manager will be heavily relied on to bring industry best practices to guide Appian resources through the deal cycles.
To be successful in this role, you need:
5+ years directly related experience.Experience closing deals over $10M in annual revenue in the Unrestricted Federal IT Technology and Services space.Analytical skills relating to business development and capture management.Communication skills to support working relationships, customer interaction, and to make formal presentations to senior decision makers.Experience in analyzing and selecting teaming partners and negotiating sound teaming agreements.Established relationships with Department of Defense government customers in leadership/ thought leadership roles, small and large players in federal IT services contracting, and appropriate government organizations.Demonstrate knowledge of US government procurement practices.Thorough knowledge of the entirety of Business Development/ program Capture lifecycle and a Shipley-type approach.
Basic qualifications:
Identify a portfolio of potential programs to be considered by Public Sector Management as Strategic Capture Opportunities.Ensure timely development of final win themes, win strategies, value propositions, and differentiators.Work with all areas of the company required to resource and support the technical and management solutions.Support the Proposal Manager and Solutions team, as required, including developing the first draft of the requirements driven outline, contributing to proposal reviews and development, and providing overall guidance to the team.Assess and continually update competitor capabilities, perform analysis of competitor strengths, weaknesses, opportunities, and threats (SWOT), and conduct team gap analysis.Share overall responsibility with Account Executive for winning the opportunity.Establish meaningful teaming selection criteria and justification.Develop expectations for moving forward to include anticipated activity schedule, key milestones, and anticipated challenges.Identify potential capture risks, as well as, develop avoidance and alternate risk mitigation strategies.Conduct post-RFP reviews for all business opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions.
About Appian:Appian is a software company that automates business processes. The Appian AI-Powered Process Platform includes everything you need to design, automate, and optimize even the most complex processes, from start to finish. The world's most innovative organizations trust Appian to improve their workflows, unify data, and optimize operations, resulting in better growth and superior customer experiences. For more information, visit appian.com. [Nasdaq: APPN]Follow Appian: Twitter, LinkedIn.
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Appian is seeking an experienced Capture Manager to work alongside our Department of Defense Sales team, and Appian's strategic integrator partners, to drive higher PWin on a select portfolio of strategic opportunities. This position will be responsible for developing all aspects of Appian's capture as the primary POC with both small business partners as well as Appian's portfolio of Federal Apex partners on these efforts. The Capture Manager will be heavily relied on to bring industry best practices to guide Appian resources through the deal cycles.
To be successful in this role, you need:
5+ years directly related experience.Experience closing deals over $10M in annual revenue in the Unrestricted Federal IT Technology and Services space.Analytical skills relating to business development and capture management.Communication skills to support working relationships, customer interaction, and to make formal presentations to senior decision makers.Experience in analyzing and selecting teaming partners and negotiating sound teaming agreements.Established relationships with Department of Defense government customers in leadership/ thought leadership roles, small and large players in federal IT services contracting, and appropriate government organizations.Demonstrate knowledge of US government procurement practices.Thorough knowledge of the entirety of Business Development/ program Capture lifecycle and a Shipley-type approach.
Basic qualifications:
Identify a portfolio of potential programs to be considered by Public Sector Management as Strategic Capture Opportunities.Ensure timely development of final win themes, win strategies, value propositions, and differentiators.Work with all areas of the company required to resource and support the technical and management solutions.Support the Proposal Manager and Solutions team, as required, including developing the first draft of the requirements driven outline, contributing to proposal reviews and development, and providing overall guidance to the team.Assess and continually update competitor capabilities, perform analysis of competitor strengths, weaknesses, opportunities, and threats (SWOT), and conduct team gap analysis.Share overall responsibility with Account Executive for winning the opportunity.Establish meaningful teaming selection criteria and justification.Develop expectations for moving forward to include anticipated activity schedule, key milestones, and anticipated challenges.Identify potential capture risks, as well as, develop avoidance and alternate risk mitigation strategies.Conduct post-RFP reviews for all business opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions.
About Appian:Appian is a software company that automates business processes. The Appian AI-Powered Process Platform includes everything you need to design, automate, and optimize even the most complex processes, from start to finish. The world's most innovative organizations trust Appian to improve their workflows, unify data, and optimize operations, resulting in better growth and superior customer experiences. For more information, visit appian.com. [Nasdaq: APPN]Follow Appian: Twitter, LinkedIn.
#J-18808-Ljbffr