Strategic Capture Director - DoD & Federal IT

Appian; McLean (VA); On-site; USD 150,000 - 300,000; Full time

Benefits offered by this job

401(k) with company match

Paid parental leave

Wellness programs

Tuition reimbursement

Job summary

Appian seeks an experienced Capture Director to join our DoD/Defense Sales team and our integrator partners, driving capture from inception to award. You will lead the development of win themes, value propositions, and differentiators while coordinating resources across the organization.

The role requires 15+ years of DoD experience, proven ability to close large federal IT deals, and strong analytical, communication, and strategy skills to influence senior decision makers and partners.

Qualifications

• 15+ years of directly related DoD/DoW experience.
• Experience closing large deals in Federal IT space.
• Analytical skills for business development, capture management, procurement strategy.
• Strong communication for senior decision makers and customer relations.
• Experience selecting teaming partners and negotiating teaming agreements.
• Established DoD government customer relationships across levels.
• Extensive acquisition knowledge related to US government procurement practices.
• Deep understanding of the full Business Development/Capture lifecycle.

Responsibilities

• Identify a portfolio of potential Strategic Capture Opportunities for Public Sector Management.
• Develop final win themes, win strategies, value propositions, and differentiators.
• Coordinate with all areas to resource and support technical/management solutions.
• Support Proposal Manager and Solutions team, draft requirements-driven outlines and reviews.
• Analyze competitor capabilities (SWOT) and perform team gap analyses.
• Share responsibility with Account Executive for winning opportunities.
• Establish acquisition and teaming criteria and justification.
• Develop activity schedules, milestones, and risk mitigation strategies.
• Conduct post-RFP reviews to capture lessons learned and adjust approach.

Skills

DoD Experience

Deal Closure

Analytical Skills

Communication

Teaming Analysis

Acquisition Knowledge

BD Lifecycle

Education

Bachelor's Degree in a relevant field

Job description

Appian seeks an experienced Capture Director to join our DoD/Defense Sales team and our integrator partners, driving capture from inception to award. You will lead the development of win themes, value propositions, and differentiators while coordinating resources across the organization.

The role requires 15+ years of DoD experience, proven ability to close large federal IT deals, and strong analytical, communication, and strategy skills to influence senior decision makers and partners.