CACI International Director of Capture Management (Classified Northern VA) in Reston, Virginia
CACI is looking for an Outstanding Capture Leader that enjoys the challenge of pursuing and winning the important, “needle mover” deals. As a member of the CACI Corporate Strategic Capture team, the candidate will have the opportunity to work with all five of the Business Groups, an outstanding Business Development team, seasoned Proposal team and a senior Solution Architect organization.
RESPONSIBILITIES include the planning, organizing, and managing the assigned captures within the Intelligence Systems, Solutions and Services markets. Candidate will serve as a member of CACI Corporate Capture Team, which is chartered with capturing Intelligence Community business with NGA, NRO, NSA, related military intelligence and related customers. This position supports US Federal Market/Customers. Duties will include managing capture personnel, coordinating with responsible lines/accounts, aligning resources required for the pursuit of opportunities, developing and improving processes, managing B&P budgets, mentoring more junior capture managers, reporting metrics, managing risk, and effectively leading growth within the Intelligence business. The candidate should have the experience necessary to be effective and comfortable in briefing C level members of the CACI management team to include the CEO and COO.
Duties and RESPONSIBILITIES
Lead major capture efforts (especially those greater than $100M) to successful completion
Design, maintain and execute formal capture plans and monitor competitor activity for each capture
Develop the overall capture strategy, internal and external partnerships, business plans and marketing
Lead and facilitate win strategy—including: technical/management, teaming, past performance, staffing, pricing, etc.
Lead the development of customer profiles—including customer needs, issues, hopes, and biases
Lead and coordinate competitive assessments—determining the strengths and weaknesses of CACI and potential competitors
Leverage customer relationships and personal experience to identify and assess potential for specific Business Groups/Organizations within CACI that result in measurable revenue growth
Conduct business intelligence and identify gaps and emerging requirements
Perform market and economic analysis as required
Exercise sound judgment within broadly defined practices and policies
Regularly interact with all levels of management, infrastructure POCs, staff, and customers
Manage blue team review process for capture plans
Ensure development of solutions that offer competitive distinction and readily executable approaches
Lead and coordinate teaming activities and decisions
Prepare and lead Milestone Reviews once opportunity has been assigned
Develop B&P spend plans and track all associated expenses with the capture effort
EDUCATION & EXPERIENCE:
Typically requires a Bachelor’s degree in Business Administration or one of the Sciences, or equivalent, and a minimum of 18 years of Business Development, CAPTURE, or Operations experience, with three to five years supervisory/management experience.
Experience as an account manager in a business development/sales and marketing function, including demonstrated excellence in design and implementation of sound business plans.
Results orientation while effectively balancing the need for collaboration with resources necessary to achieve the results.
Strong negotiating, influencing, and coaching skills in a fast-paced environment.
Experience in a team environment working with senior management.
Prior Government Service experience with Intelligence Systems, Solutions and Services market a plus
Previous P&L experience is a plus
Experience in successfully leading the capture of Intelligence Systems, Solutions and Services markets for the IC Community and managing a high performance team
Knowledge of and strong contacts within the Intelligence Systems, Solutions and Services systems integrator and professional services community to facilitate the development of strategic teaming relationships
Proven ability to successfully Win Strategic Corporate Captures
Stature and leadership style to immediately earn the respect of the company's operational and enabling organization leadership teams to include highly effective communication skills with C level management
Ability to successfully pursue large strategic captures.
Ability to Identify and assemble resources for customer analysis, competitive analysis, capture strategy development, solution development and translation of strategy and solution into winning proposals
Deep understanding of pricing, baseline pricing strategies, and the evolution of pricing strategies into business strategies that are competitive and compelling for the customer
Knowledge of and strong contacts within the systems integrator and professional services community to facilitate the development of strategic teaming relationships
Demonstrated ability to raise business group capture rates
Must have experience in preparing reports and briefings.
Security: TS clearance with an SCI required. CI or FS Poly desired
CACI employs a diverse range of talent to create an environment that fuels innovation and fosters continuous improvement and success. Join CACI, where you will have the opportunity to make an immediate impact by providing information solutions and services in support of national security missions and government transformation for Intelligence, Defense, and Federal Civilian customers. A Fortune magazine World's Most Admired Company in the IT Services industry, CACI is a member of the Fortune 1000 Largest Companies, the Russell 2000 Index, and the S&P SmallCap600 Index. CACI provides dynamic careers for over 20,000 employees worldwide. CACI is an Equal Opportunity Employer - Females/Minorities/Protected Veterans/Individuals with Disabilities.