Strategic Capture Director

What You’ll Do

• Lead and Fully Own Capture
  
  Activities:
  
  Manage critical capture activities including call planning, competitive analysis, stakeholder analysis, solution development, staffing analysis, teaming, and pricing strategy.
• Execute Strategic Capture Plans:
  Take responsibility for the development, implementation, and overarching accountability for successful capture plan execution.
• Manage and Prioritize Pipeline:
  Participate in the identification, qualification, and prioritization of an opportunity pipeline with sales representatives and account management.
• Lead Cross-Functional Teams:
  Lead and integrate cross-functional teams and direct team activities for the duration of the pursuit.
• Manage Milestone and Gate Reviews:
  Prepare and lead milestone/gate reviews, and other reviews as required, while establishing schedules to accomplish required capture activities between reviews.
• Coordinate Competitive Assessments:
  Lead and coordinate competitive assessments determining the strengths and weaknesses of Iron Mountain and potential competitors.
• Gather and Analyze Key Insights:
  Work with sales representatives, industry advisors, and consultants to gather and analyze key insights and information about the client, mission-critical problems, and the opportunity.
• Translate Capture Strategies:
  Work with proposal managers to ensure capture strategies and findings are accurately translated into the proposal, and translate capture strategies into proposal win themes during the proposal stage.
• Identify Capital and Operating Expenses:
  Identify capital investment and operating expenses needed for opportunities including facilities, staffing, hardware, software, security, and infrastructure.
• Secure Executive Approvals:
  Develop, coordinate, and execute appropriate approvals with executives.
• Provide Thought Leadership:
  Be a thought leader with respect to program pursuit, proposal responses, win strategies, technical discriminators, solutions providers, and pricing.
• Support Business Intelligence:
  Provide additional leadership and expertise in other new business matters including strategic planning, competitive intelligence, and market analysis.
• Conduct Win/Loss Analysis:
  Perform win/loss analysis including capture process improvements for opportunities.
• Mentor and Standardize Best Practices:
  Provide support and guidance to other Capture Managers to implement standardized capture best practices across the business unit.

• 10+ years of experience delivering positive business outcomes in Government market segments, including federal, state, local government, and education sectors.
• Strategic Capture
  
  Experience:
  
  Proven track record successfully leading the capture of systems, solutions, and services for strategic deals valued over $25M.
• Industry Domain Expertise:
  Experience in the information technology industry, specifically with cloud, SaaS, and storage solutions.
• Capture Lifecycle Mastery:
  Experience executing pursuit and capture development life cycles, using Shipley or other capture methodologies, and leading diverse teams through complex captures with in-depth stakeholder reviews.
• Demonstrated Business Development
  
  Skills:
  
  Proven skills in all areas of business development, including opportunity qualification, capture strategy, customer relationship development, and team leadership.
• Acquisition Shaping Capabilities:
  Leadership skills to develop, organize, and execute significant capture activities, including building industry teams, assessing win probability, and executing customer call plans to shape acquisitions.
• Pricing and Cost Proposal Expertise:
  Experience in the development of competitive pricing strategies, price-to-win, and cost proposals.
• Government Contract Familiarity:
  Experienced with a multitude of government contract types and pricing strategies, including Firm Fixed Price (FFP), Performance-based, Cost Plus (CP), and Time & Materials (T&M).
• Communication and Facilitation
  
  Skills:
  
  Strong meeting facilitation skills and excellent oral and written communication skills required to review and communicate in a correct, concise, and professional manner, alongside strong verbal and written skills for…