Director of Business Development and Capture

XPECT Solutions, LLChas built a strong reputation by supporting our clients in meeting their strategic goals and mission objectives. We provide high quality resources for a wide range of IT and security solutions at best-value pricing. Our success is built on a solid foundation of well-vetted, highly technical personnel, a disciplined project management approach, and an overarching commitment to customer service.

We develop, test, deploy, and support exceptional solutions that enhance system functionality, while maximizing reliability and availability, and ensure the tightest security.

XPECT Solutions is seeking an experienced Director, Business Development and Capture to lead efforts in new business and capture across multiple federal sectors. You will use your enthusiasm for business development and analytics acumen to fuel the growth of our amazing company. This position will work primarily out of our Reston, VA office, with expected occasional travel.

• Proactively identify new business opportunities within federal environment ( e.g., DoJ, FBI, DEA and Law Enforcement Agencies) and generate qualified leads leveraging existing relationships and customers.
• Perform market research using tools such as SAM, FPDS, Gov Win, Customer Forecasts, and other sources to qualify new business opportunities, including analysis of customer budget, capabilities required, current customer preferences, competitive environment assessments, and incumbent strengths and weaknesses, Federal requirements, acquisition strategy, acquisition timing, and contract.
• Identifies key stakeholders, influencers and decision makers within target customers and create call plans around developing relationships, identifying pain points, solutions, etc
• Lead business development and capture efforts to include opportunity gate reviews, discriminators and key win themes, black hat sessions, and price-to-win efforts
• Builds and maintains the opportunity pipeline through all Phases from identification, Qualification, and Capture pursuit of strategic business opportunities.
• Participate in business planning activities, to include periodic pipeline reviews, opportunity gate reviews, black hat sessions and proposal reviews
• Participate in pipeline meetings to provide insight and updates to opportunities being tracked
• Shape opportunities and positioning throughout the opportunity life cycle, by working with existing and potential clients to shape future acquisitions strategies, to include driving business to existing GWACs and IDIQs
• Develop and execute a capture strategy for new business opportunities, including identifying and maintaining strong relationships with potential customers, partners, and competitors; shaping the RFP prior to release through customer engagement; and ensuring alignment with the company’s strategic goals.
• Lead, plan and participate in capture activities, including competitive intelligence gathering and assessments, gap analysis, teaming strategies development, and terms & agreements negotiation in collaboration with the internal Legal, Contracts, and Pricing teams
• Provide capture leadership for Technical, Staffing, and Pricing Strategies in advance of Bid/No Bid Gate reviews and Blue Team solutions
• Develop overall capture plan that includes technical and management solutions, past performance, and pricing strategies
• Communicate opportunity status to senior management during capture process Gate Reviews and milestones
• Demonstrate exceptional ability to map solutions to customer requirements
• Manage the Capture Team through action-oriented, heavy-lifting activities focused on increasing the new business opportunity’s probability of winning.
• Actively be involved in solution…