Director/Manager-Defense Business Development & Capture

SilkRoad; Alexandria (VA); On-site; USD 180,000 - 240,000; Full time

Job summary

CALIBRE Systems, Inc. seeks a Director of Defense Business Development & Capture to advance growth across the DoD market. The role focuses on building customer relationships, shaping opportunities, and leading priority pursuits through award.

Collaboration with defense and corporate leadership is essential to orchestrate strategy and execution. The successful candidate will manage capture plans, engage with decision-makers, and drive win themes while coordinating with pricing, contracts, and

Responsibilities

• Leverage and expand relationships with Defense decision-makers, mission owners, program leaders, acquisition stakeholders, influencers, and industry partners.
• Identify customer priorities, mission challenges, acquisition direction, funding considerations, and emerging requirements through direct engagement and market intelligence.
• Create, qualify, and mature an actionable pipeline aligned with CALIBRE capabilities, past performance, strategic priorities, and realistic positions to win.
• Develop account plans, opportunity roadmaps, customer call plans, relationship maps, competitive assessments, and measurable next actions for priority customers.
• Own priority pursuits from qualification and early shaping through solicitation, proposal, evaluation, and contract award.
• Develop and execute capture plans, win strategies, competitive positioning, solution approaches, teaming strategies, milestone schedules, and customer engagement plans.
• Lead opportunity validation, Black Hat assessments, gate reviews, price-to-win activities, staffing and transition strategies, risk mitigation, and evidence-based bid decisions.
• Build and lead cross-functional capture teams and manage pursuit schedules, budgets, resources, risks, actions, and executive reporting.
• Identify and engage strategic teammates; recommend prime or subcontract approaches; and lead partner role, workshare, and teaming negotiations in coordination with leadership, contracts, and legal.
• Provide strategic direction to proposal teams and ensure alignment among customer intelligence, solution, staffing, pricing, win themes, and proposal execution.
• Participate in color-team and executive reviews, oral presentations, customer meetings, RFIs, white papers, and capability briefings.
• Maintain credible pipeline and forecast data, brief leadership on investment and bid recommendations, mentor growth personnel, and remain accountable for converting qualified opportunities into awards.

Job description

CALIBRE Systems, Inc., an employee-owned Management Consulting and Digital Transformation company, is seeking a Director, Defense Business Development & Capture to accelerate growth across the Department of Defense market. This highly networked, externally focused leader will bring established customer relationships, market insight, and hands-on capture expertise to create actionable pipeline, shape opportunities before solicitation release, and lead priority pursuits through contract award.

The successful candidate will work directly with Defense and corporate leadership and collaborate with operations, solution architects, pricing, contracts, recruiting, proposal professionals, and industry partners. This position reports to the Vice President, Defense.

Key Responsibilities

• Leverage and expand relationships with Defense decision-makers, mission owners, program leaders, acquisition stakeholders, influencers, and industry partners.
• Identify customer priorities, mission challenges, acquisition direction, funding considerations, and emerging requirements through direct engagement and market intelligence.
• Create, qualify, and mature an actionable pipeline aligned with CALIBRE capabilities, past performance, strategic priorities, and realistic positions to win.
• Develop account plans, opportunity roadmaps, customer call plans, relationship maps, competitive assessments, and measurable next actions for priority customers.
• Own priority pursuits from qualification and early shaping through solicitation, proposal, evaluation, and contract award.
• Develop and execute capture plans, win strategies, competitive positioning, solution approaches, teaming strategies, milestone schedules, and customer engagement plans.
• Lead opportunity validation, Black Hat assessments, gate reviews, price-to-win activities, staffing and transition strategies, risk mitigation, and evidence-based bid decisions.
• Build and lead cross-functional capture teams and manage pursuit schedules, budgets, resources, risks, actions, and executive reporting.
• Identify and engage strategic teammates; recommend prime or subcontract approaches; and lead partner role, workshare, and teaming negotiations in coordination with leadership, contracts, and legal.
• Provide strategic direction to proposal teams and ensure alignment among customer intelligence, solution, staffing, pricing, win themes, and proposal execution.
• Participate in color-team and executive reviews, oral presentations, customer meetings, RFIs, white papers, and capability briefings.
• Maintain credible pipeline and forecast data, brief leadership on investment and bid recommendations, mentor growth personnel, and remain accountable for converting qualified opportunities into awards.

Strategic Market Focus

Candidates should bring customer access, market knowledge, and relevant growth experience in one or more of the following areas:

• Army modernization; training and mission command; readiness and force management.
• Cyber operations, cyber readiness, and mission assurance.
• Financial management, audit readiness, and business systems modernization.
• Logistics, sustainment, supply chain, and installation readiness.
• Data analytics, enterprise data platforms, data modernization, digital transformation, and AI-enabled decision support.
• Program management and mission support services.