Sr. Federal Capture & Business Development Manager
- SHI International Corp
- US - DC - Home Office
- 7mo ago
- Full-Time
- On-site
...
About Us
Since 1989, SHI International Corp. has helped organizations change the world through technology. We’ve grown every year since, and today we’re proud to be a $15 billion global provider of IT solutions and services.
Over 17,000 organizations worldwide rely on SHI’s concierge approach to help them solve what’s next. But the heartbeat of SHI is our employees – all 6,000 of them. If you join our team, you’ll enjoy:
Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S.
Continuous professional growth and leadership opportunities.
Health, wellness, and financial benefits to offer peace of mind to you and your family.
World-class facilities and the technology you need to thrive – in our offices or yours.
Job Summary
The Sr. Federal Capture and Business Development Manager coordinates strategically and tactically with federal growth strategies for current contracts, will position our existing contracts to identify, develop, attain, and maximize new business opportunities. Additionally, this role works closely with Public Sector RFP, Sales, Writing, and Solutions teams to help identify potential contracts or teaming arrangements establish along with collaboratively developing a comprehensive capture strategy plan aligned to these goals.The Sr. Federal Capture and Business Development Manager, Federal will execute a pursuit plan aligned with SHI’s Federal Public sector vision and will regularly conduct competitive analyses that help position sales and RFP teams to win bid awards. The Sr. Federal Capture and Development Manager, Federal Public Sector informs and drives SHI strategic growth initiatives by ensuring that appropriate capture activities occur and that capture efforts are consistent, clear and coordinated with internal and external resources as required.
Viewed as an authority in their position with broad job and industry-specific vertical knowledge and relationships, the Sr. Federal Capture and Business Development Manager serves as an expert whose informed analysis is valued and respected.
The Sr. Federal Capture and Business Development Manager, Public Sector will report to the Director Federal Programs or as directed by SHI management. This position is required to operate remotely in the DMV-area.
Role Description
Develop, maintain, and advance our relationships with Partners and Contract holders that align with our target areas
Execute strategies and tactics to deliver a qualified pipeline of contract opportunities with pursuit and win plans for each
Maintain the Strategic Business Capture system using internal and external resources
Research and analyze available data to identify competitive buying trends utilizing a variety of sources to include State Budgets, government trade sources and procurement sites such as Bloomberg
Collaborate with Federal Sales teams, Proposal Writing teams, Proposals and Compliance teams to create and maintain Capture Plans
Understand and navigate federal contracting vehicles and procedures
Establish external teaming partnerships related to capture pursuits
Act as the capture lead in coordination with key internal stakeholders (e.g., partner teams, sales teams, proposal team, contracts, writers) to position SHI and our partners to win the business
Manage existing partnerships and build new ones with partners and Contract officers in order to identify new opportunities and add value to existing client base
Gather intelligence, assess competitors, and help position SHI to win new contracts
Define win strategy criteria based upon RFP and information acquired in the qualification phase
Lead program pursuit, proposal responses, win strategies, technical discriminators, solutions providers, and pricing
Work with partners to develop, identify, and qualify upcoming opportunities
Conduct after-action reviews for business opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions
Interface between the Sales team and internal and external stakeholders (prime or subcontractors, business group units)
Mentor and counsel account managers, account executives, sales managers, and proposal writers through the contract capture process
Attend conferences and other external meetings to explore business development opportunities
Support continual business development process improvement
Maintain appropriate records and documentation; tracking, monitoring, and reporting data to support business development
Evangelize and enable use of profitable, strategic contracts to SHI sellers
Educate internal and external parties on the capture efforts
Behaviors and Competencies
Communication: Can effectively communicate complex ideas and information to diverse audiences and can facilitate effective communication between others.
Time Management: Can consistently use time effectively, balance multiple tasks, and meet deadlines.
Self-Development: Can actively seek feedback and use it constructively for personal growth.
Strategic Thinking: Can analyze situations and can lead the development and execution of strategic initiatives.
Decision-Making: Can analyze complex information, predict long-term consequences, and make decisions that align with strategic goals.
Professionalism: Can proactively seek out challenges, initiate projects, and contribute to a professional work environment.
Interpersonal Skills: Can communicate effectively, build relationships, resolve conflicts, and influence others in significant situations.
Self-Motivation: Can proactively seek out challenges, initiate self-development projects, and contribute to personal or professional innovative ideas.
Performance Management: Can provide constructive feedback to others, identify performance gaps, and implement improvement plans.
Business Development: Can proactively seek out new markets, initiate strategic partnerships, and contribute to the development of innovative business strategies.
Skill Level Requirements
Expertise in client relationship building and new business development - Intermediate
Ability to cold call and create new business opportunities - Intermediate
Ability to identify, create, develop, and manage high-impact sales opportunities and lead a team to achieve and exceed sales targets - Intermediate
The capability to identify potential clients, effectively negotiate terms, and successfully finalize business transactions. - Intermediate
The understanding of key business principles and practices to make informed and effective decisions that contribute to organizational success. - Intermediate
The ability to efficiently manage tasks and projects by prioritizing responsibilities and effectively utilizing time to achieve objectives. - Intermediate
Other Requirements
8-10 years of related experience of Federal Public Sector Capture, Procurement, RFP, or sales experience
Bachelor's Degree or equivalent SHI experience
Thought leader with respect to program pursuit, proposal responses, win strategies, technical discriminators, solution providers, and pricing
5-7 years minimum experience translating capture strategy into proposal win themes during the proposal stage
5 years minimum experience managing a proposal from initiation to delivery
Able to understand and present alternative buying options that align with our core contracts and solve customers’ business needs.
25% Travel is required for customer and company meetings as determined by SHI management
Extended hours are required to complete some special projects
The estimated annual pay range for this position is $125,000 - $205,000 which includes a base salary and bonus. The compensation for
this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual.
Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.
Equal Employment Opportunity – M/F/Disability/Protected Veteran Status