Vice President, Strategic Capture Executive

Reston, VA, United States

ICF seeks a senior VP-level Strategic Capture Executive to join our Corporate Federal Sector Enterprise Capture Team. As a core member of this team, you will play a vital part in leading and executing large-scale, enterprise captures that span ICF capability service lines on a wide range of Federal Sector opportunities that are highly strategic to ICF. The VP, Strategic Capture Executive will focus on high value and/or strategic capture opportunities (>$50M-$1B) that are aligned with ICF’s Enterprise Accounts and Corporate Growth Priorities. Target opportunities may include a wide range of clients and requirements across the federal market, including Technology Solutions, Health, Energy, International Development, Transportation or Disaster Management. For this role, only candidates that demonstrate a proven record of winning new business of significant size ($>50M - 100M +) and leading large and diverse capture teams can be considered. The position will report to the Senior Vice President and Chief Strategy and Innovation Officer, Public Sector, who oversees ICF’s Corporate Enterprise Accounts and Capture Team. Ideally, this role will be based in the Washington DC area as a hybrid position assigned to ICF’s Reston, VA headquarters office. Remote candidates with exceptional qualifications and experience may be considered. Travel to client sites, ICF offices, and conferences will be required. ICF is a mission-driven company filled with people who care deeply about improving the lives of others and making the world a better place. Our core values include Embracing Difference; we seek candidates who are passionate about building a culture that encourages, embraces, and hires dimensions of difference. What you Bring to the Team You will work closely with the ICF Federal Sector market development leadership team, Enterprise Account Leads and other Enterprise Capture Executives and Directors. You will be a strategic leader and masterful capture orchestrator, responsible for all aspects of developing and executing a winning capture strategy, including call plan strategies and client meetings, teaming strategies, technical and management solutions, pricing strategies, capture strategy reviews, and pre-proposal activities in order to position for upcoming solicitations. This role requires a high business acumen, project management skills and focus, advocacy skills to drive to win, the ability to manage by influence, an internal/external customer relations-oriented individual and technical education or related experience. You will be to identify critical path items, risks and mitigation strategies and to devise creative scenarios to identify and implement winning technical, management, staffing and pricing solutions. You will exhibit superb problem-solving tactics, critical thinking skills, and the ability to iterate solution development with a multitude of internal partners. Key Responsibilities: Develop and execute all phases of a winning capture strategy, including refine call plan strategies and value proposition, plan client and partner meetings and internal/external teaming strategies, assess win probability, develop win plans/strategies, pricing strategies, address gap analysis, plan technical and management solutions, plan capture reviews, and develop early win strategies.

Assemble a capture team and manage the capture team to successful contract bids and wins, contacting existing clients and partners, communicating the organization’s core capabilities, and establishing internal and external teaming.

Target Federal opportunities that may include a wide range of clients and requirements across the federal market, including Technology Solutions, Health, Energy, International Development, Transportation or Disaster Management.

Work closely with the ICF Federal Sector market development leadership team, Enterprise Account Leads, Capture Executives and Directors, BD staff, Technical Sales advisors, Solution Architects and corporate functions such as Contracts and Finance etc., supporting the transition from lead qualification into capture efforts.

Identify critical path items, risks and mitigation strategies and devise creative scenarios to identify and implement winning technical, management, staffing and pricing solutions.

Meet critical milestones and provide updates for captures and provide periodic pursuit strategy reviews with the appropriate corporate review board/team/leadership when material risks or changes to capture strategies emerge.

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, opportunity gate reviews, black hat sessions, win theme and discriminator workshops, and proposal reviews.

Partner with a Senior Proposal Manager as an advisor to the proposal phase to ensure capture strategies and win themes carry through to the proposal products. Ensure timely delivery of compliant and compelling RFI, sources sought and proposal responses.

Follow a consistent set of ICF Enterprise Account and Capture team’s processes (tailored Shipley and other best practices) for business development and capture management activities.

Secure and allocate resources effectively and prioritize activities and actions in limited time frames, working across and throughout leadership channels to ensure appropriate multi-functional engagement.

Conduct after action reviews for all business opportunities, document lessons learned and identify necessary adjustments to capture technique, strategy, and actions.

Conduct training on capture process, best practices, and lessons learned as requested by team leadership. Mentor other capture and proposal staff in the capture management process as requested by team leadership.

Lead local and geographically dispersed teams.

Required Education, Skills, And Experience: Consistent track record of verifiable prime wins in the US Federal Civilian and Health agency market sector with individual sales that range from $50-$500M+ Total Contract Value.

Bachelor’s degree in a related field and 15+ years of related experience with 12+ years leading teams or projects with direct reports and matrixed staff.

10+ years of experience as a prime offeror on net new or takeaway programs (i.e., not subcontractor roles or recompetes)

Demonstrated experience leading multiple parallel capture programs simultaneously and a capture portfolio that ranges from $500M to $700M.

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

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.

8+ years of experience supporting US Government contracting with a variety of contract types and procurement processes (non-IDIQ, IDIQ - single or multiple award contracts as well as FFP, T&M, cost plus), assisted acquisitions, various contract vehicles, the Federal Acquisition Regulations (FAR) and impact on risk and business case.

10+ years of hands-on experience with Shipley and/or tailored Shipley capture processes.

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

10+ years of Capture experience within Federal professional services and technology solution programs.

10+ years of experience in the development and successful negotiation of teaming agreements, development of competitive pricing strategies and associated cost proposal materials.

Willingness to travel, as necessary in support of the capture.

Preferred Education, Skills and Experience: Professional certification in capture and proposal management (such as CPCM, APMP, or Shipley)

Professional Skills and Leadership Requirements: Exhibit superb problem-solving tactics, critical thinking skills, and the ability to iterate solution development with a multitude of internal partners. Highly collaborative and exhibits the ability to work across a diverse set of groups and stakeholders as well as work in a blended and integrated capture team.

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.

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

Strong proficiency in MS Word, PowerPoint, and Excel

Experience using Microsoft TEAMS, SharePoint, Mural, and other similar information sharing platforms.

#ER-22 #Indeed #LI-CC1 Working at ICF ICF is a global advisory and technology services provider, but we’re not your typical consultants. We combine unmatched expertise with cutting-edge technology to help clients solve their most complex challenges, navigate change, and shape the future. We can only solve the world's toughest challenges by building an inclusive workplace that allows everyone to thrive. We are an equal opportunity employer, committed to hiring regardless of any protected characteristic, such as race, ethnicity, national origin, color, sex, gender identity/expression, sexual orientation, religion, age, disability status, or military/veteran status. Together, our employees are empowered to share their expertise and collaborate with others to achieve personal and professional goals. For more information, please read our EEO & AA policy . Reasonable Accommodations are available, including, but not limited to, for disabled veterans, individuals with disabilities, and individuals with sincerely held religious beliefs, in all phases of the application and employment process. To request an accommodation please email [email protected] and we will be happy to assist. All information you provide will be kept confidential and will be used only to the extent required to provide needed reasonable accommodations. Read more about non-discrimination: Know Your Rights and Pay Transparency Statement.

Pay Range - There are multiple factors that are considered in determining final pay for a position, including, but not limited to, relevant work experience, skills, certifications and competencies that align to the specified role, geographic location, education and certifications as well as contract provisions regarding labor categories that are specific to the position. The pay range for this position is: $194,938.00 - $331,395.00 Reston, VA (VA30)

#J-18808-Ljbffr