Managing Director, Defense Capture Lead

Job Overview

At Accenture Federal Services, we help the US federal government make the nation stronger and safer and life better for people.

The Managing Director, Defense Sector Capture Lead will be a critical member of our organization, responsible for the end‑to‑end capture management lifecycle of larger deals (typically $100M+). This role demands a unique blend of high‑level strategic thinking, deep expertise of the Department of War markets and customers, and hands‑on, rapid execution.

A leader with deep experience in the DoW markets and a proven ability to drive capture and win strategies for large, complex contracts.

• High‑Velocity Capture Leadership and Execution:
  Lead‑to‑Win:
  Aggressively lead capture efforts from qualification/early‑stage gate review through proposal submission and award.
• Pace Setter:
  Drive the pace of capture activities, ensuring rapid decision‑making, timely resource allocation, and aggressive progress against the capture schedule, consistently meeting internal deadlines.
• Cross‑Functional Management:
  Serve as the central conductor, coordinating and directing Business Development, Solutions Architects, Pricing, Contracts, and Proposal Teams.
• Player‑coach:
  Lead and coach the Defense Capture team including resource assignments, pipeline coordination, and mentoring other capture managers.
• Strategic and Tactical Mastery:
  Develop and articulate compelling, data‑driven, and differentiated win strategies, technical solutions, and value propositions that directly address customer needs and explicitly defeat the competition.
• Pricing and Deal Structure Expertise:
  Understand and architect competitive deal structures, pricing strategies (FFP, T&M, cost‑plus variants), and financial modeling to optimize profitability and price‑to‑win.
• Competitive Analysis:
  Understand the competitive landscape, participate in Black Hat reviews, and provide ghosting strategies.
• Teaming and Partnership Management:
  Build and manage teaming relationships (primes, subs, joint ventures) that maximize the probability of win and market access.
• Negotiation and Management:
  Lead all teaming negotiations and manage relationships with key industry partners to ensure mutual commitment.
• Customer and Market Insight:
  Possess deep understanding of DoW procurement processes, acquisition life cycles, and agency‑specific buying habits and cultures.
• Customer Shaping:
  Drive pre‑RFP activities, including shaping the procurement, influencing requirements, and building strong customer relationships.

• Bachelor’s degree or 10+ years of equivalent industry experience.
• Experience in US Federal government consulting and contracting, specifically within DoW markets.
• Experience leading formal sales or capture efforts.
• Experience with capture on Department of War contracts $100M and above.
• Secret clearance or above.

• Advanced degree.
• 15+ years of industry experience.
• Experience with GSA assisted acquisitions, including FEDSIM and FLEX service delivery models.
• Experience capturing opportunities via CSOs and OTAs.
• Very strong analytical skills.
• Strong writing skills.
• TS/SCI clearance.

• US citizenship required.

We believe that no one should be discriminated against because of their differences. All employment decisions shall be made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected by federal, state, or local law.

Accenture Federal Services is an Equal Employment Opportunity employer. Additionally, as an affirmative action employer for veterans and individuals with disabilities, we are committed to providing veteran employment opportunities.

Accenture Federal Services is committed to providing equal employment opportunities for persons with disabilities or religious observances, including reasonable accommodation when needed. If you are being considered for employment opportunities with Accenture Federal Services and…