Capture Manager - Federal Consulting, IT Strategy
Arlington, VA, United States
Responsibilities
Lead the identification, qualification, shaping, and capture of large, multi-year consulting opportunities within the Defense and Civilian agencies
Opportunities may include multi-year government-wide and agency-wide competitive contract vehicles (IDIQs, IQCs) and agreements(BPAs, OTAs, BAAs, BOAs),
Establish repeatable process for capturing orders under vehicles and agreements
Collaborate with internal stakeholders to include consulting, research, executive programs, and sales colleagues
Perform on-going market research using industry tools to feed into account pipeline/long-term growth strategy
Lead shaping of win strategy to include win themes, pricing, subcontracting strategy, and stage gate reviews
Lead cross-functional collaboration/coordination with Industry (business) and Practice (functional) leads as well as operational departments (Legal/Contracts, Risk and Compliance, Office of Ombuds, Vendor Management)
Engage C-level client executives in the call plan and stakeholder outreach strategies
Participate in external events for purposes of brand recognition and networking
Manage up to 3-5 capture efforts of competitive contract vehicles simultaneously of varying complexity Develop, maintain and/or leverage strong client relationships in shaping opportunities to align with Gartner's unique value proposition and key differentiators
Develop, maintain and/or leverage existing industry relationships, particularly small businesses
Support knowledge management efforts by ensuring capture artifacts are appropriately archived.
Skillset and Experience
Bachelor's degree from an accredited college or university
10+ years of working in the federal government market
8+ years of capture management experience in DoD and Civilian agencies
Ability to manage multiple capture efforts seamlessly simultaneously
Proven track record with one or more capture methodologies in the US Federal market
Successful capture of GWACs and/or competitively awarded complex, IDIQ with substantial ceiling
Lead teaming and direct technical and cost proposal volumes through final submission as well as any orals and/or Clarifications and Discussions
Strong proposal development and writing skills, successfully conveying information in executive summaries and with ensuring technical approach and management volumes is accurate, compelling and cohesive with business/price volume
Employ critical thinking skills to devise creative problem-solving approaches for resolving competing internal considerations for proposal content
Knowledge of federal contracting, evolving acquisition focus areas and trends, and agency buying priorities and challenges
Experience competitive and price to win analysis
Strong interpersonal skills and the ability to work effectively in a fast-paced, time sensitive and environment with sometimes competing priorities.
Team-oriented, collaborative, and promotes a cohesive working environment
Proven track record with significant third party / small business engagement as part of a capture effort. This shall include identification of qualified small business, coordination and negotiation of bid participation and delivery responsibilities, and on-going vendor management
At least 8 or more years of sales / capture experience in the DoD and Civilian markets
Experience with pricing methodology and price to win, competitive analysis, and deal shaping
Experience with establishing CTAs
Excellent oral and written communications and experience briefing senior executives and clients
Provide internal capture manager principles training
DoD Security clearance is a plus
Comfortable working in a hybrid 1st environment
Who are we?
At Gartner, Inc. (NYSE:IT), we guide the leaders who shape the world.
Our mission relies on expert analysis and bold ideas to deliver actionable, objective insight, helping enterprise leaders and their teams succeed with their mission-critical priorities.
Since our founding in 1979, we've grown to more than 20,000 associates globally who support ~15,000 client enterprises in ~90 countries and territories. We do important, interesting and substantive work that matters. That's why we hire associates with the intellectual curiosity, energy and drive to want to make a difference. The bar is unapologetically high. So is the impact you can have here.
What makes Gartner a great place to work?
Our sustained success creates limitless opportunities for you to grow professionally and flourish personally. We have a vast, virtually untapped market potential ahead of us, providing you with an exciting trajectory long into the future. How far you go is driven by your passion and performance.
We hire remarkable people who collaborate and win as a team. Together, our singular, unifying goal is to deliver results for our clients.
Our teams are inclusive and composed of individuals from different geographies, cultures, religions, ethnicities, races, genders, sexual orientations, abilities and generations.
We invest in great leaders who bring out the best in you and the company, enabling us to multiply our impact and results. This is why, year after year, we are recognized worldwide as a great place to work.
What do we offer?
Gartner offers world-class benefits, highly competitive compensation and disproportionate rewards for top performers.
In our hybrid work environment, we provide the flexibility and support for you to thrive - working virtually when it's productive to do so and getting together with colleagues in a vibrant community that is purposeful, engaging and inspiring.
Ready to grow your career with Gartner? Join us.
Gartner believes in fair and equitable pay. A reasonable estimate of the base salary range for this role is 136,000 USD - 164,680 USD. Please note that actual salaries may vary within the range, or be above or below the range, based on factors including, but not limited to, education, training, experience, professional achievement, business need, and location. In addition to base salary, employees will participate in either an annual bonus plan based on company and individual performance, or a role-based, uncapped sales incentive plan. Our talent acquisition team will provide the specific opportunity on our bonus or incentive programs to eligible candidates. We also offer market leading benefit programs including generous PTO, a 401k match up to $7,200 per year, the opportunity to purchase company stock at a discount, and more.
The policy of Gartner is to provide equal employment opportunities to all applicants and employees without regard to race, color, creed, religion, sex, sexual orientation, gender identity, marital status, citizenship status, age, national origin, ancestry, disability, veteran status, or any other legally protected status and to affirmatively seek to advance the principles of equal employment opportunity.
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