Capture Director - Department of War

About the role

Appian is seeking an experienced Capture Director to work alongside our Department of War / Defense Sales team, and Appian's strategic integrator partners, to drive higher PWin on a select portfolio of strategic opportunities. This position will be responsible for developing all aspects of Appian's capture as the primary POC to drive opportunities from inception to award.

Responsibilities

• Bring industry best practices to guide Appian resources through the deal cycles.
• Develop final win themes, win strategies, value propositions, and differentiators.
• Ensure timely development of final win themes, win strategies, value propositions, and differentiators.
• Work with all areas of the company required to resource and support the technical and management solutions.
• Support the Proposal Manager and Solutions team, as required, including developing the first draft of the requirements driven outline, contributing to proposal reviews and development, and providing overall guidance to the team.
• Audit and continually update competitor capabilities, perform analysis of competitor strengths, weaknesses, opportunities, and threats (SWOT), and conduct team gap analysis.
• Establish meaningful acquisition and teaming selection criteria and justification.
• Develop expectations for moving forward to include anticipated activity schedule, key milestones, and anticipated challenges.
• Identify potential capture risks, as well as, develop avoidance and alternate risk mitigation strategies.
• Conduct post-RFP reviews for all business opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions.

Requirements

• 15+ years directly related experience in DoW/DoD.
• Experience closing large deals in the Unrestricted Federal IT Technology and Services space.
• Analytical skills relating to business development, capture management, and procurement strategy.
• Communication skills to support working relationships, customer interaction, and to make formal presentations to senior decision makers.
• Experience in analyzing and selecting teaming partners and negotiating sound teaming agreements.
• Established relationships with Department of Defense government customers in leadership/ thought leadership roles, small and large players in federal IT services contracting, and appropriate government organizations.
• Extensive demonstration of acquisition knowledge as related to US government procurement practices.
• Thorough knowledge of the entirety of Business Development/ program Capture lifecycle and a Shipley-type approach.

Qualifications

• Identify a portfolio of potential programs to be considered by Public Sector Management as Strategic Capture Opportunities.
• Ensure timely development of final win themes, win strategies, value propositions, and differentiators.
• Work with all areas of the company required to resource and support the technical and management solutions.
• Support the Proposal Manager and Solutions team, as required, including developing the first draft of the requirements driven outline, contributing to proposal reviews and development, and providing overall guidance to the team.
• Audit and continually update competitor capabilities, perform analysis of competitor strengths, weaknesses, opportunities, and threats (SWOT), and conduct team gap analysis.
• Establish meaningful acquisition and teaming selection criteria and justification.
• Develop expectations for moving forward to include anticipated activity schedule, key milestones, and anticipated challenges.
• Identify potential capture risks, as well as, develop avoidance and alternate risk mitigation strategies.
• Conduct post-RFP reviews for all business opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions.

Skills

• Industry best practices in business development, capture management, and procurement strategy.
• Strong analytical and problem-solving skills.
• Excellent communication and presentation skills.
• Ability to manage multiple projects and priorities simultaneously.
• Experience in teaming partner selection and negotiation.
• Knowledge of US government procurement practices.
• Experience in SWOT analysis and team gap analysis.
• Ability to develop and execute acquisition and teaming selection criteria.
• Experience in conducting post-RFP reviews and documenting lessons learned.

Benefits

• 401(k) plan with company match.
• Flexible time off.
• Paid parental leave.
• Medical, dental, and vision plans.
• Life and disability insurance.
• Employee Stock Purchase Program (ESPP).
• Retirement/pension plan.
• Wellness dollars.
• Tuition reimbursement.
• Family-forming benefits.

Pay

The base salary range per provided represents a good faith and reasonable estimate of the range at the time of posting. Actual compensation will be dependent on a number of factors including, but not limited to, the candidate’s relevant work experience, qualifications, internal peer equity, and market and business conditions that exist when extending an offer.

Schedule

Not specified.