Consultant, Business Development

3000 Merative US L.P.; United States; Remote; USD 144,000 - 216,000; Full time

Benefits offered by this job

Remote first / work from home culture

Flexible vacation policy

Health, dental, and vision insurance

Job summary

Merative is expanding its team in the United States to drive strategic government revenue. The Business Development & Capture Management Consultant leads opportunities from market identification to proposal submission and handoff to delivery.

You will coordinate cross-functional teams across Sales, Pre-Sales, Product, Delivery, and Finance to craft competitive, compliant solutions and robust business cases for pursuit investments.

Qualifications

• Bachelor's degree or equivalent experience.
• 5+ years of progressive experience in business development, capture management, government sales, consulting, proposal management, or related field.
• Experience leading or contributing to complex government procurements with multiple stakeholders and long sales cycles.
• Strong cross-functional leadership and ability to drive decisions in matrix organizations.

Responsibilities

• Lead strategic government pursuits from market identification through proposal submission and delivery handoff.
• Drive capture planning, win strategies, and governance reviews for strategic opportunities.
• Collaborate with Finance, Legal, Sales, and Delivery to build strong business cases for pursuit investments.
• Develop standard workflows to transition early market interest into validated pursuits.

Skills

Strategic leadership

Cross-functional teamwork

Proposal management

Government sales

Analytical thinking

Education

Bachelor's degree or equivalent experience

Job description

The Company Cúram by Merative empowers governments around the world to deliver smarter, faster, and more compassionate social services. For more than 25 years, Cúram has helped national, regional, and local governments modernize social programs, equip caseworkers with powerful tools, and connect individuals and families to the support they need. Trusted across 12 countries and jurisdictions, available in 14 languages, and supporting more than 970 government programs, the Cúram platform helps protect and serve 187 million people annually—from large-scale national modernization initiatives to mission-critical child welfare and social care systems. This isn’t just software—it’s the digital safety net that helps communities thrive.

The Role

The Business Development & Capture Management Consultant drives strategic government revenue by leading opportunities from initial market identification through proposal submission and team transition.

End-to-End Opportunity Management: Guides government pursuits through early market development, qualification, capture planning, proposal submission, and final delivery handoff.

Cross-Functional Integration: Aligns Sales, Account Management, Pre-Sales, Product, Delivery, and Proposal teams to translate market intelligence into winning solution strategies.

Process & Strategy Ownership: Establishes standardized business development frameworks and manages competitive intelligence regarding customers, procurement environments, and rivals.

Quality-Driven Growth: Directs high-value resource investments, solution designs, and competitive positioning based on strict qualification metrics rather than sheer pipeline volume.

How you will contribute

Strategic Pursuit Leadership Capture Management: Lead capture planning, win strategies, and governance reviews for strategic government opportunities.

Gatekeeping & Investment: Drive opportunity qualification, prioritization, and bid/no-bid investment decisions.

Pipeline Development & Market Expansion Quality-Driven Growth: Partner with Sales to identify and qualify new opportunities, enforcing strict criteria (strategic alignment, capability, win probability) to prioritize pipeline quality over volume.

Process Design: Implement standard workflows to transition early market interest into formal, validated pursuits.

Commercial & Financial Leadership Risk & Value Assessment: Evaluate pricing assumptions, contracting requirements, resource needs, and financial risks before making commitments.

Cross-Functional Sign-off: Collaborate with Finance, Legal, Sales, and Delivery to build business cases for pursuit investments.

Customer & Market Intelligence Intelligence Framework: Own the strategy and technological infrastructure for gathering, organizing, and legally/ethically analyzing customer, competitor, and procurement data.

Lifecycle Ownership: Define data requirements and clarify roles, giving sellers tracking responsibilities while providing them with frameworks and hands‑on analytical support.

Strategy Formulation: Translate discovery insights and public‑source data into customer engagement plans and actionable solution requirements.

Solution Development & Cross-Functional Alignment Collaborative Workshops: Facilitate solution strategy and pursuit planning sessions across Sales, Pre-Sales, Product, Services, Delivery, and partners.

Execution Alignment: Ensure proposed solutions map tightly to customer needs while tracking pursuit risks, decisions, and dependencies.

Proposal Strategy & Readiness Hand‑off to Proposals: Partner with Proposal Management to inject customer intelligence, win themes, and competitive analysis into formal proposal development.

Review & Support: Review draft proposals for strategic alignment, and assist with final presentations, demonstrations, and negotiation prep.

Pursuit-to-Delivery Transition Structured Handoff: Lead the post-award transition to Delivery, ensuring continuity between capture assumptions, pricing risks, and execution plans.

Knowledge Transfer: Document and communicate customer context, obligations, and success metrics to execution stakeholders.

Feedback Loop: Capture post-transition lessons learned to continuously refine future qualification, capture, and delivery practices.

Process Excellence Methodology & Playbooks: Standardize capture methodologies by creating repeatable playbooks, templates, and stage gates.

Performance Metrics: Establish analytics and reporting to measure and continuously improve capture and proposal success rates.

What you will bring

• Bachelor's degree or equivalent experience.
• 5+ years of progressive experience in business development, capture management, government sales, consulting, proposal management, or a related field, including direct responsibility for complex, strategic pursuits.
• Experience leading or materially contributing to complex government procurements involving multiple stakeholders, cross-functional solution development, formal competitive processes, and extended sales cycles.
• Demonstrated success leading senior, cross-functional teams in a matrix organization, resolving competing priorities, driving timely decisions, and maintaining accountability across stakeholders who do not report directly to the role.
• Demonstrated track record of improving win probability, advancing qualified opportunities, or securing complex government business through disciplined capture leadership.
• Strong understanding of government procurement lifecycles, acquisition strategies, contracting approaches, evaluation criteria, compliance requirements, and proposal development processes.
• Excellent analytical, communication, facilitation, and executive presentation skills.
• Ability to manage multiple high-priority opportunities simultaneously.
• Ability to establish credibility with procurement stakeholders, partners, and internal senior leaders and to communicate complex business and solution strategies in clear, decision-oriented terms.
• Availability for pursuit workshops, industry events, and other business travel as needed.
• Candidates must be able to satisfy any customer, contracting, background-screening, or work‑authorization requirements applicable to assigned opportunities.

Preferred Skills

• Experience in government technology, healthcare, health and human services, or public‑sector solutions.
• Experience with FOIA research and customer intelligence gathering.
• Capture management, proposal management, or project management certifications.
• Experience developing and implementing go-to-market processes and governance frameworks.

Compensation

The salary range provided in this job posting is intended to reflect the general market value for the position. The actual salary offered may vary based on factors such as the candidate’s experience, qualifications, skills, and the specific requirements of the role. This range may also be subject to change as market conditions evolve. We encourage open communication throughout the interview process to discuss compensation expectations. For base‑salary + commission sales roles, the range represents On‑Target Earnings. Min – Max : $143,937.14 - $215,905.72 (USD)

Benefits

• Remote first / work from home culture
• Flexible vacation to help you rest, recharge, and connect with loved ones
• Paid leave benefits
• Health, dental, and vision insurance
• 401k retirement savings plan
• Infertility benefits
• Tuition reimbursement, life insurance, EAP – and more!

It is the policy of Merative to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, Merative will provide reasonable accommodations for qualified individuals with disabilities.

Merative participates in the federal E‑Verify program to confirm the identity and employment authorization of all newly hired employees. For further information about the E‑Verify program, please click here: http://www.uscis.gov/e-verify/employees

At Merative, you can apply your skills – and grow new ones – with colleagues who have deep expertise in health and technology. Merative provides data, analytics, and software for health and social care.

Our values – focus, speed, trust, and inspire – shape how we show up for our clients and each other.

Learn more at merative.com