Director, Business Development​/Capture Army IT - Remote

Overview

Akima is seeking a dynamic, innovative Army IT Business Development Executive to support its Emerging Markets Group (EMG). Reporting to the Vice President of Business Development for EMG, the candidate will formulate and execute strategy, develop and qualify a pipeline of Army IT opportunities to pursue new information technology and related business services, and adhere to Akima, LLC corporate policies and procedures.

The candidate must have demonstrable experience generating Army IT business opportunities (e.g., cyber, Dev Sec Ops , AI) and forming new business relationships, with knowledge of industry contractual requirements and a proven results track record. Responsibilities include full opportunity lifecycle management, pipeline development and maintenance, customer-focused solution development, customer relationship management, and working with executive staff to obtain opportunity pursuit approvals.

Additional responsibilities include supporting strong proposals and driving revenues that exceed assigned targets.

• Formulating and executing strategy, pipeline development, and other activities to win new business.
• Ensuring Akima is viewed as a key partner across multiple markets, and positioning Akima favorably with customers and teaming partners.
• Owning the development and execution of an account strategy and pipeline, with recommendations for modifications when necessary.
• Identifying high-potential opportunities, qualifying them, and collaborating with capture and delivery teams to win.
• Leading teams to develop and deliver a pipeline of opportunities aligned with EMG’s IT Solutions and Technology Services growth areas (e.g., Dev Sec Ops , Cloud Engineering, Cybersecurity, AI, Data Analytics).
• Overseeing the development and execution of customer call plans, assessing the competitive landscape, and applying competitive insights to inform win strategies.
• Coaching others and providing business development advice to delivery leads as needed.
• Aiding in the negotiation of teaming agreements, contracts, and proposal development.
• Developing and briefing bid/no-bid recommendations, pursuit and capture strategies, and business cases for opportunities that grow the business base.
• Maintaining client relationships with government and industry partners to gain intelligence and position Akima as a trusted partner.
• Managing responses to government market research inquiries (e.g., RFIs, Sources Sought Notices); attending industry events and participating in thought leadership initiatives.
• Shaping acquisition strategies by leveraging client relationships, capabilities, partners, and contracting vehicles.
• Delivering presentations and communicating to internal and external audiences.
• Supporting the Capture Manager for large strategic bids ($50M to $200M+ TCV) including solution development and win strategies; developing capture plans and advancing proposal readiness.

• Demonstrated understanding of the Army’s emerging tech landscape (strategy, initiatives, drivers, stakeholders).
• 10 years of government business development and capture experience with demonstrated success building a qualified new IT business pipeline and winning new business, or 10+ years Army service and 5 years government IT business development experience.
• Experience winning Army IT opportunities.
• At least 3 IT opportunity wins in the last 3 years (Army preferred).
• Bachelor’s degree required with a preference for IT, science, engineering, or business; advanced degree highly desired.
• Strong familiarity with federal acquisition regulations, policies, and contract vehicles (preferred).
• Success in identifying, qualifying, and helping organizations win contracts >$50M.
• Ability to identify key growth areas and develop new IT business aligned with the company’s growth strategy.
• Ability to lead interdisciplinary teams with varying levels of experience.
• Knowledge of Government contracting, current IT acquisition trends, and customer buying behaviors.
• Knowledge of competitors and the ability to model competitor behaviors in the market.
• Strong contract management, negotiation, and influencing skills.
• Ability to present and communicate…