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Job Details

Director - Capture Management - TSPG




Herndon, Virginia, United States


Work Where it Matters

Akima is not just another global enterprise and federal contractor. As an Alaska Native Corporation (ANC), our mission and purpose extend beyond our exciting federal projects as we support our shareholder communities in Alaska.

At Akima, the work you do every day makes a difference in the lives of our 15,000 Iñupiat shareholders, a group of Alaska natives from one of the most remote and harshest environments in the United States.

For our shareholders , Akima provides support and employment opportunities and contributes to the survival of a culture that has thrived above the Arctic Circle for more than 10,000 years.

For our government customers , Akima delivers agile solutions in the core areas of facilities, maintenance, and repair; information technology; logistics; protective services; systems engineering; mission support; furniture, fixtures & equipment (FF&E); and construction.

As an Akima employee , you will be surrounded by a challenging, yet supportive work environment that is committed to innovation and diversity, two of our most important values. You will also have access to our comprehensive benefits and competitive pay in addition to growth opportunities and excellent retirement options.

Job Summary:

Akima is seeking a dynamic, innovative, capture management professional. The candidate will be responsible for leading captures for new growth opportunities and re-competitions, adhering to the Akima, LLC corporate policies and procedures.

Reporting to the Vice President of Business Development for the Technology Solutions & Products Group (TSPG) the Director, Capture Management will be a key member of the team and will participate in key strategic growth initiatives and other high-profile capture efforts. She/he will leverage TSPG’s portfolio of IT services, technology solutions, and mission-specific professional services to lead strategic and large-scale, complex captures. The Director will be responsible for leading pre-proposal shaping activities, all capture activities during the proposal phase, and post-submittal activities to substantially increase probability win for deals.


Job Responsibilities:

  • Leads strategic capture activities for all assigned pursuits, Displays the “Executive Presence” required to lead and inspire confidence in pursuit teams to work constructively and calmly under stress
  • Provides critical leadership on major business development and capture efforts from the win strategy development through the post submission phases.
  • Briefs business development and capture status to senior management at specified milestones in the capture process.
  • Directs plans and activities to assist business development to increase revenue, growth, and profit in support of long-term strategy and business objectives.
  • Assists, develops and implements the overall capture plan, strategy, and internal and external partnerships by thinking strategically about the business, meeting with customers, and asking the right questions.
  • Understanding and developing a Shipley competitive model
  • Leads and facilitates win strategy development sessions including technical, management, teaming, past performance, staffing, pricing, etc.
  • Leads the development of customer hot buttons, including customer needs and concerns.
  • Aligns marketing intelligence with the win strategy.
  • Leads competitive assessments, teaming, and price-to-win efforts.
  • Explains and possesses knowledge of competitors’ trends and weaknesses to better understand, identify, qualify, and coordinate bid targets.
  • Develops/implements winning strategies that highlight strengths and mitigate weaknesses.
  • Motivates and energizes a differentiated and compelling team to produce a winning solution.
  • Works with proposal team to develop a differentiated proposal that tells a clear and compelling story of “Why Akima”.
  • This person will possess both a broad strategic perspective and a very hands-on capture approach.
  • The Director, Capture Management is a key, high-impact member of the group management team. Success in the near term will focus on working with the team to enhance win strategy and win rates, anticipating problems and customer needs, and properly positioning Akima to win large scale opportunities.


Minimum Qualifications:

  • Clear understanding of, and experience winning, IT solutions (specifically Enterprise Architecture, Enterprise IT, Cloud Migration, Cybersecurity, Software Development, Data Server Consolidation, IT Modernization)
  • Track record of success winning $50M to $100M+ single-award business development and captures with at least 1 win in the previous 2-3 years, one of which was $50M+.
  • Experience working in both DoD customers and FedCiv agencies a plus.
  • Previous demonstrated, recent experience in market analysis and strategic business planning including identification, qualification, and capture leading to award and delivering major programs.
  • Deep knowledge and understanding of the Federal procurement process, current acquisition trends, and customer buying behaviors.
  • Strong presentation and proposal writing skills
  • Ability to lead interdisciplinary teams with varying levels of experience.
  • Supporting multiple captures at the same time based on anticipated RFP release dates.
  • Problem solving & decision-making skills.
  • Possess organization and time management skills and display a strong sales presence.
  • Ability to travel as business dictates.
  • Key factors include sound business judgment, keen conceptual skills, intellectual discipline, self-confidence, imagination, and well-developed management skills. In addition, should possess the personal ambition to play a major role in the growth and success of a company with a strong heritage for high quality and responsive service to its clients.
  • Four (4) year degree from an accredited university.

We are an equal opportunity employer and comply with all applicable federal, state, and local fair employment practices laws. All applicants will receive consideration for employment, without regard to race, color, religion, creed, national origin, gender or gender-identity, age, marital status, sexual orientation, veteran status, disability, pregnancy or parental status, or any other basis prohibited by law. If you are an individual with a disability, or have known limitations related to pregnancy, childbirth, or related medical conditions, and would like to request a reasonable accommodation for any part of the employment process, please contact us at or [Register to View] (information about job applications status is not available at this contact information).

Job: Sales, Business Development & Related

Travel: Yes, 25% of the time

Organization: Akima

Clearance: Not Applicable

Work Type: Hybrid

Remote: No

ReqID: 2024-7943