Senior Director, Department of War

Sr. Director of Business Development and Capture, DOW

vision insurance, flexible benefit account, parental leave, 401(k)

Evolver Federal is seeking a Senior Director of Business Development and Capture, DOW to join our team at the Evolver Headquarters in Reston, VA

This role is ideal for a Senior Director of Business Development and Capture, DOW with experience driving the full business development and capture lifecycle, from identification and qualification of opportunities through award, in the DOW market. The right candidate has a proven track record of building a pipeline of contract opportunities aligned to CSS/Evolver's capabilities in Cyber, Data Security, Enterprise IT, Dev Sec Ops , Electronic and Physical Security, and Legal Solutions.

The Senior Director, Department of War is expected to have demonstrated success in winning and relationship building within their accounts, which will include Department of War (DOW)

The Senior Director of Business Development and Capture, DOW is a leader; planning, monitoring, facilitating, and executing BD and Capture activities that improve pWin. They execute capture efforts within the account, coordinating customer engagement, pipeline development and management, identifying and engaging partners, partnering with technical leads, and collaborating with other resources to deliver results that impact ability to win. Other activities required include the successful completion of gate reviews, capture plans, bid/no bid reviews, and strategies that increase pWin by innovatively addressing the needs, issues and challenges of the customer.

The Senior Director of Business Development and Capture, DOW will also be responsible for intelligence and analysis, development of a baseline and foundation for win strategy and developing plans for marketing activities and influence stakeholders and customers on win strategy.

• Produce gate reviews, capture plans, provide "voice of the customer" on associated proposal reviews, develop win themes and discriminators for team, lead successful capture plan to win contracts within organizational culture and dynamics.
• Lead and manage the entire BD/Capture process from opportunity identification to contract start (e.g., qualification, capture, win strategy, proposal support, orals support, etc.).
• Lead and manage all stakeholders (growth, delivery, other business units, key personnel, teammates, working groups, etc.) to produce an innovative, compelling and winning strategy through proposal submission.
• Present capture plans, gate reviews, and win strategies to the executive team and receive constructive input to win.
• Attend industry and networking events.
• Build account plans focused on customer agencies
• Identify customer issues/pain points resulting from direct visits with customer representatives (contract and program) and analytical research of open-source documentation/media.
• Must be able to work well in a team environment with Technical and Management personnel
• Shape RFP criteria while identifying differentiators to benefit Evolver
• Formulate teaming strategy, structure, and select teammates based on an analytical assessment of Evolver's strengths/weaknesses against customer issues, SOW/RFP requirements, and competition. This includes drafting teaming agreement negotiations that define a teammate's scope, role, and workshare allocation.
• Select key personnel/management team members that not only meet RFP requirements but exceed them in a discriminatory manner. This includes supporting draft letters of commitment/offer letters.
• Be actively engaged, at all levels, in developing the price to win based on an analysis of the incumbents winning price and contract performance history, the customers buying practices and recent awards of similar contracts, and the application of common-sense game theory per the competition.
• Direct involvement in designing the technical, financial, and management solutions to address customer issues and associated win themes in the right way and achieve the price to win.
• Make "all things considered" decisions, based on a net point score tradeoff methodology, that maximize point score and pWin.
• Activel…