Sr. Director, Strategic Capture

McLean, VA, United States

Job Responsibilities:

This TRSS position is responsible for owning the pursuit of TRSS's high value, high visibility pipeline opportunities. They will handle these business pursuits from opportunity identification through award by securing relationships with key decision makers, coordinating capture activities, leading in the proposal response process, and bringing the strength of the entire TRSS organization to the table to maximize our probability of winning.

Specific job responsibilities include:

You will be a strategic leader that will orchestrate all aspects of a winning capture strategy, from campaign planning, down to individual deal capture.

You will own the execution of all elements of capture, including opportunity identification; customer outreach; technical and management solution development; teaming partner engagement; RFP shaping; win theme development; price to win; proposal planning and execution; internal capture process execution; and appropriate transition to execution upon award.

You will lead ad-hoc teams of technical, managerial, customer, proposal, and solution subject matter experts to craft winning solutions to customer needs.

You will show superb problem-solving tactics, critical thinking skills, and the ability to iterate solution development with many internal and external partners as needed.

You will build new client relationships, leverage existing relationships, develop leads, cultivate a targeted list of prospects and lead sales efforts within a targeted set of clients working closely with other TRSS Customer Relationship owners and supporting TRSS business functions.

You will be detail-oriented in your approach to capture strategy to ensure that the company is precise in all aspects of a pursuit. This includes planning for client and partner meetings and internal/external teaming strategies, assessment of win probability, developing win plans/strategies, pricing strategies, address gap analysis, plan technical and management solutions, plan and execute capture reviews, and develop early win strategies.

As part of the win strategy development, you will identify the investments needed and the resources required to execute those win strategies, and you will track execution to closure.

Develop (with technical/SME support) solutions for assigned opportunities; manage relationships with partners and corporate staff for proposed solution development; participate in business planning activities, to include gate reviews and periodic team capture strategy reviews, operating plan development, bid agenda development, win theme and discriminator workshops, competition (black hat) reviews; price to win reviews, proposal color reviews.

Partner with a Proposal Manager

Identify, Secure, and allocate resources effectively and prioritize activities and actions in limited time frames, working companywide to bring the strength of the entire organization to the capture effort.

Develop internal relationships and collaborate with TRSS leadership to formulate and execute on a go-to-market strategy.

Understand the competitive landscape and client needs to effectively position TRSS solutions.

Stay current with federal government market needs and trends.

Work closely with TRSS business leaders to determine the detailed pursuit strategy for each strategic opportunity.

Identify and influence key decision-makers at all levels within the client organization.

Work with TRSS Sales Team and business leads to qualify, pursue, and close opportunities.

Play a leadership role in driving pursuits and contribute to the development of proposals and coach the team through capture and response process.

Develop strategic and tactical plans to meet or exceed annual sales goals.

Maintain accurate and timely customer information, pipeline, and forecast data using our CRM system in coordination with Sales, Finance and Strategy teams.

Follow a consistent, Shipley based capture-to-proposal process to move targeted opportunities through the pipeline in an optimized and efficient manner. Leverage this process to ensure that the relevant functional organizations across the company have the context and understanding they need to provide adequate support to the deal.

Coordinate closely with managing directors and sales teams to leverage a wide customer breadth to cross sell into existing agencies where we already have a footprint. Create messaging for these existing customers to help them understand the complimentary capabilities that TRSS offers, enabling pursuit of adjacent opportunities.

This position will be on the TRSS Sales team, reporting directly to the VP of Sales.

Required Experience and Qualifications

Consistent track record of verifiable wins in the US Federal Government market sector with individual sales that range from $25M-$100M+ Total Contract Value

10+ years of business development experience in the federal space on net new or takeaway programs.

10+ years of experience working in large business organizations utilizing mature capture methodologies and processes.

10+ years of experience in all areas of business development including opportunity qualification, capture strategy, customer visits, customer relationship development, relationship development with competition, team leadership, etc.

10+ years of experience using solicitation and market research tools, and engagement.

Experience using a Shipley and/or tailored Shipley capture process.

Experience working in a hybrid sales/capture organization.

Exhibit superb problem-solving tactics, critical thinking skills, and the ability to iterate solution development with a multitude of internal partners.

Excellent communications skills - demonstrated through written and oral presentations, development of technical papers, volumes, or similar products.

Demonstrates the ability to be a team player and good corporate citizen, exhibiting high emotional intelligence that brings parties to successful mutual agreements and/or appropriately escalates challenges to leadership for resolution.

Proven successful track-record of selling throughout all aspects of the sales cycle from lead identification, through qualification, and deal closure.

Self-motivated, goal-oriented, and a desire to deliver results.

Ability to identify, develop and secure new relationships with buyers, decision makers, influencers, and other referral sources.

Expertise in relationship building that increases account penetration.

Success in working closely with government leaders and contracting.

Sound business ethics, including the protection of proprietary and confidential information.

Ability to travel up to 15%, on average, based on the work you do and the clients and industries/sectors you serve.

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