Director of Business Development and Capture

Amivero; Reston (VA); Hybrid; USD 180,000 - 260,000; Full time

Job summary

Amivero is seeking an experienced Director, Business Development and Capture to lead efforts in securing new federal IT opportunities. You will drive market research, stakeholder engagement, and capture leadership across multiple agencies, with travel as needed.

The role requires a Bachelor’s degree and 10+ years in capture, a proven $25M+ win track record, and the ability to coordinate cross-functional teams in a fast-paced environment.

Qualifications

• Bachelor's Degree and 10+ years of experience leading/supporting relevant capture efforts in federal IT markets.
• Proven track record of capturing and winning new business valued at $25M+.
• Experience with GWACs/IDIQ vehicles to secure contracts in a full and open environment.
• Familiarity with Firm Fixed Price, Performance-based, Cost Plus, and Time & Materials contracts.
• Experience with price-to-win methodologies and strategies.
• Demonstrated ability to manage multiple capture opportunities concurrently.
• Ability to craft strategic solutions and compelling stories to meet requirements.
• Thrives in a fast-paced, small company setting with minimal supervision.
• Excellent interpersonal, oral, written, and presentation skills.
• Willingness to travel and coordinate remote or in-office teams as needed.

Responsibilities

• Proactively identify new federal business opportunities and generate qualified leads.
• Perform market research using sources like SAM, FPDS, GovWin to qualify opportunities.
• Identify stakeholders and develop call plans to build relationships and solutions.
• Lead capture efforts, gate reviews, and price-to-win discussions.
• Build and maintain the opportunity pipeline through all capture phases.
• Participate in pipeline reviews, gate reviews, and proposal assessments.
• Shape opportunities and positioning across lifecycle and drive new business to GWACs/IDIQs.
• Develop and execute capture strategies, including engaging customers and partners.
• Coordinate capture team activities with subject matter experts, proposals, and legal/pricing teams.
• Monitor capture budgets, track progress, and adjust plans as needed.

Skills

Leadership

Strategic thinking

Communication

Business development

Negotiation

Team coordination

Education

Bachelor's Degree

Tools

SAM

FPDS

GovWin

Job description

Description

The Amivero Team

Amivero’s team of IT professionals delivers digital services that elevate the federal government, whether national security or improved government services. Our human-centered, data-driven approach is focused on truly understanding the environment and the challenge and reimagining with our customer how outcomes can be achieved.

Our team of technologists leverage modern, agile methods to design and develop equitable, accessible, and innovative data and software services that impact hundreds of millions of people.

As a member of the Amivero team you will use your empathy for a customer’s situation, your passion for service, your energy for solutioning, and your bias towards action to bring modernization to very important, mission-critical, and public service government IT systems.

• Bachelor’s Degree
• Min of 7 years of experience leading/ supporting business development and capture.
• Technical Experience preferred.
• Must be open to travel when necessary.

The Gist…

We are 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.

What Your Day Might Include…

Contribution to the Mission:

• 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, GovWin, 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, solutioning, 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 development and have the ability and understanding of details to present on behalf of any element of the opportunity to customers or leadership
• Coordinate the efforts of subject matter experts, proposal managers, and other team members.
• Develop and manage the capture budget, ensuring that all costs are accurately estimated and tracked.
• Monitor and report on progress against capture milestones and develop corrective action plans when necessary.
• Interact with all levels of the organization to stay current on Amivero’s capabilities.
• Transition to the Proposal Manager to ensure a compliant and winning proposal is developed.

Qualifications

• Bachelor's Degree and 10+ years of experience leading/supporting relevant capture efforts, with a focus in any federal IT related markets such as DoJ, FBI, DEA and Law Enforcement Agencies.
• Demonstrated track record of successfully capturing and winning new business valued at $25M+.
• Understanding of competing in a full and open, competitive environment, as well as use of GWACs/IDIQ vehicles to secure new contracts.
• Experienced with a multitude of Capture contract types and to include Firm Fixed Price (FFP), Performance based, Cost Plus (CP), and Time & Materials (T&M).
• Experienced in price-to-win methodologies and strategies.
• Proven success managing multiple capture opportunities at once.
• Proven ability to derive strategic solutions and compelling stories that will score well against vaguely defined requirements.
• Aptitude to perform at high levels in a fast paced, small company environment with minimal or no supervision.
• Excellent interpersonal, oral, written, and presentation communication skills.
• Flexible to work and lead teams through remote, in-office, or on travel based on opportunity requirements and business need.

EOE/M/F/VET/DISABLED

All qualified applicants will receive consideration without regard to race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, disability, genetic information, marital status, amnesty, or status as a covered veteran in accordance with applicable federal, state and local laws. Amivero complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities.