Sr Director, Capture Manager - Defense Agencies and CYBERCOM - Tucson Arizona

Company: MAXIMUS
Location: Tucson, Arizona
Posted On: 05/09/2024

Description & Requirements

This position resides within the Defense Market reporting directly to the VP of Business Development, Defense Agency Account. This leadership position will have upward exposure providing frequent briefings to senior Leadership including Market SVP, Growth Leader, and E-Suite.

This position requires experience across some of the Defense Agencies (including DISA, DHRA, DOD CIO & OSD) and CYBERCOM, with demonstrated experience comprised of technical operational, sales, proposals and capture management.

Essential Duties and Responsibilities:
- Responsible for capture, pursuit, and solutioning architecture for multiple lines of business.
- Provide strategic guidance to executives regarding solution shaping and response strategies.
- Develop strong business relationships with internal stakeholders.
- Brief and provide guidance to senior leadership for decision making.
- Work on maintaining a win/loss ratio.
- Craft sales themes and differentiating narratives.

---Develop and mature capture strategies in collaboration with business development and operations leads. This includes communicating to team, writers, management, etc.

---Lead and drive planning and capture activities, ideally, 6+ months prior to RFP release

---Support short-term captures, as appropriate where opportunities align with the goals and objectives of the market and lead to larger strategic procurements.

---Provide insights, data, and industry experience to business development for the purpose of shaping opportunities and using competitive analysis to optimize Maximus positioning for success.

---Design and deploy the value proposition and mitigations which make up the sales themes of the bid and demonstrate differentiators for Maximus.

---Participate in the pricing strategy discussion and contribute to a collective data-driven pricing strategy.

---Research competitor strengths/weaknesses and know how they sell against us. Identify our vulnerabilities and gaps; provide recommendations and take actions to mitigate and close those gaps through teaming, key hiring, or other.

---Develop a small-business and partnership strategy and coordinate teaming agreements and meetings.

---Coordinate the different inputs / points of contact; work closely with proposal developers to ensure a compliant and top-quality proposal for delivery to the customer.

Minimum Requirements

Minimum Requirements:
- Bachelor's degree in related field required.
- 12 years of relevant professional experience required.

---Bachelor's degree from an accredited college or university required, preferred field of study in Policy Analysis, Marketing or Communications

---12 years of related experience required; 15+ preferred

---Experience with Project Management, systems or business analysis, technical solution architecture, operations/sales/capture management, and creating/executing a go-to-market strategy

---Experience with management of matrixed small and large teams

---Former Sales, Proposal and Capture experience is a must

---Strong leadership and management skills

---Superior organizational and time-management skills

---Experienced decision-maker with sound judgment

---Articulate written and verbal communication capabilities

---Effective public speaker

---Excellent analytical skills with the abilities to apply to pricing models and support execution

---Know when to delegate, make decisions, and escalate

---Able to multitask, prioritize and be a self-starter

---Strong negotiating skills

---Computer proficient

---Ability to perform decision making under uncertainty, and in a matrixed environment

---Ability to work with shared resources, client deliverables and presentations

EEO Statement

Active military service members, their spouses, and veteran candidates often embody the core competencies Maximus deems essential, and bring a resiliency and dependability that greatly enhances our workforce. We recognize your unique skills and experiences, and want to provide you with a career path that allows you to continue making a difference for our country. We're proud of our connections to organizations dedicated to serving veterans and their families. If you are transitioning from military to civilian life, have prior service, are a retired veteran or a member of the National Guard or Reserves, or a spouse of an active military service member, we have challenging and rewarding career opportunities available for you. A committed and diverse workforce is our most important resource. Maximus is an Affirmative Action/Equal Opportunity Employer. Maximus provides equal employment opportunities to all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status or disabled status.

Pay Transparency

Maximus compensation is based on various factors including but not limited to job location, a candidate's education, training, experience, expected quality and quantity of work, required travel (if any), external market and internal value analysis including seniority and merit systems, as well as internal pay alignment. Annual salary is just one component of Maximus's total compensation package. Other rewards may include short- and long-term incentives as well as program-specific awards. Additionally, Maximus provides a variety of benefits to employees, including health insurance coverage, life and disability insurance, a retirement savings plan, paid holidays and paid time off. Compensation ranges may differ based on contract value but will be commensurate with job duties and relevant work experience. An applicant's salary history will not be used in determining compensation. Maximus will comply with regulatory minimum wage rates and exempt salary thresholds in all instances. More...

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