Director, Business Development and Capture Management - DoD IT

Accountabilities

As Director of Business Development and Capture Management, you will lead strategic market development, opportunity identification, and capture activities to strengthen the organization's position in the DoD IT sector. Your responsibilities will include:

• Conduct market assessments and manage business development initiatives to identify growth opportunities across Department of Defense IT markets.

• Identify, qualify, and shape new business opportunities while supporting bid decisions and capture management activities.

• Develop and execute capture strategies and plans in collaboration with business development, proposal management, and technical teams.

• Research competitors, conduct market intelligence assessments, and develop competitive positioning strategies using the Shipley methodology.

• Focus business development efforts on strategic technology markets, including enterprise architecture, enterprise IT, cloud migration, cybersecurity, software development, data center consolidation, IT modernization, and AI/ML solutions.

• Contribute to annual and long-term strategic business plans, aligning opportunity pursuits with organizational growth objectives.

• Build and maintain strong relationships with existing and prospective government customers, identifying opportunities to expand services and secure new contracts.

• Engage prospective clients through professional networks, referrals, industry conferences, workshops, networking events, and government procurement opportunities.

• Support senior leadership in identifying business development targets and participating in industry outreach activities, including contract industry days and market engagement events.

• Lead marketing and trade show initiatives, ensuring appropriate event strategies, updated materials, and effective representation at industry events.

• Maintain an accurate business development pipeline, including opportunity tracking, win probability assessments, revenue projections, and pursuit status.

• Evaluate Requests for Information (RFIs), Requests for Proposals (RFPs), and other solicitation documents to assess technical feasibility, schedule, scope, requirements, and profitability.

• Identify and qualify potential teaming partners, evaluate subcontracting opportunities, define teaming requirements, and develop capability matrices.

• Support proposal development by contributing to capture strategies, technical responses, and competitive positioning for RFIs and RFPs.

• Collaborate with cross-functional teams to develop, coordinate, and deliver high-quality proposal documents.

• Serve as a subject matter expert in business development and capture management, providing guidance throughout the proposal and pursuit lifecycle.

• Lead collaborative efforts and coordinate internal stakeholders to ensure successful execution of business development initiatives.

Requirements

The ideal candidate is an experienced business development and capture professional with a strong background in government contracting and IT services, particularly within DoD environments. You should bring:

• Bachelor's degree from an accredited university.

• Approximately 7–10 years of progressive business development experience, preferably within DoD IT contracting and Army or Joint Agency markets.

• 1–5 years of experience working closely with Capture Managers and Proposal Managers.

• Ability to obtain a Secret security clearance.

• Demonstrated experience identifying, shaping, and winning government IT services contracts.

• Knowledge of federal government contracting processes, procurement environments, and DoD IT programs.

• Experience in one or more relevant technology domains, including enterprise architecture, enterprise IT, cloud migration, cybersecurity, software development, data center consolidation, and IT modernization.

• Familiarity with managing government IT programs and projects, including scope, quality, schedule, and cost considerations at a senior level.

• Proven ability to develop and maintain relationships with executive and mid-level decision-makers.

• Understanding of key stakeholders, procurement priorities, strategic direction, and major programs within the target market.

• Experience expanding existing contracts, identifying upselling opportunities, and developing business in new markets.

• Strong capture management and proposal development capabilities, including RFI and RFP response strategies.

• Ability to develop effective sales and capture strategies through partnerships with vendors, subcontractors, and other industry stakeholders.

• Excellent written and verbal communication skills, with the ability to prepare technical content and deliver compelling sales presentations.

• Proficiency in Microsoft Office applications and technical writing.

• Demonstrated leadership, project or program management experience, and the ability to work effectively across multidisciplinary teams.

• Strong interpersonal, relationship-building, organizational, and problem-solving skills.

• Detail-oriented approach, with the ability to manage multiple priorities and business development pursuits simultaneously.

Benefits

• Salary: $200,000–$225,000 per year.

• Remote work opportunity.

• Comprehensive medical, dental, and vision insurance.

• Life insurance coverage.

• 401(k) retirement savings plan.

• Additional voluntary benefits.

• Paid Time Off (PTO) for eligible regular full-time and part-time employees.