Director/Manager-Defense Business Development & Capture
for sections like About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule. Only include sections if posting has real specific content. We need to parse the posting.
Content:
- Category Business Development (maybe not needed)
- Job Location: 6361 Walker Lane, suite 1100, Alexandria, Virginia, United States
- Tracking Code 5558
- Position Type Full-Time/Regular
- Company 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: list of responsibilities (bulleted). We'll put under Responsibilities
with - each.
- Strategic Market Focus: list of areas. Could be under Requirements or Qualifications? Might be part of "Required Experience" or "Preferred Qualifications". We'll treat as part of "Requirements" maybe.
- Required Skills: includes "What Success Looks Like" bullet points. Could be under Skills.
- Required Experience: bullet list.
- Preferred Qualifications: bullet list.
- Benefits: "We offer a competitive salary and full benefits package." That's vague but mentions benefits and salary. However we should not create Pay/Benefits sections unless posting actually states them. It says "competitive salary and full benefits package." That's somewhat generic but still states benefits and salary. The instruction: "never create Pay/Schedule/Benefits sections unless the posting actually states them." It does state benefits and salary, albeit generic. Should we include? It says "competitive salary and full benefits package." That's not specific numbers, but it's stating that there is a salary and benefits. The rule says: never emit a heading followed by filler/placeholder text (e.g. "commensurate with experience", "not specified", "N/A", "varies", "TBD") and never create Pay/Schedule/Benefits sections unless the posting actually states them. Here it's not filler like "commensurate with experience", it's a statement that they offer competitive salary and full benefits package. That's actual content, albeit vague. I'd include a Benefits section maybe with that sentence. Pay maybe not separate; we could combine Benefits and Pay? But we have separate headings for Pay, Benefits, Schedule. Since they mention salary (pay) and benefits, we could include both Pay and Benefits sections. However they didn't give specifics; but they said "competitive salary" which is still a statement about pay. Might be acceptable. However the instruction to prefer a few substantive sections over many thin ones. Could combine into one "Benefits and Pay" but we only have allowed headings: About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule. We could put both under Benefits (including salary) and skip Pay. Or we could include Pay with that sentence. I'd include a Benefits section with that sentence, and maybe omit Pay as it's not detailed.
Schedule: not mentioned (Full-Time/Regular is mentioned under Position Type). That's schedule info: Full-Time/Regular. That's a schedule. So we could include Schedule section with "Full-Time/Regular". That's specific enough.
Thus sections: About the role (maybe a brief paragraph summarizing role), Responsibilities, Requirements (maybe combine Required Experience and Strategic Market Focus?), Qualifications (maybe Preferred Qualifications?), Skills (What Success Looks Like?), Benefits, Schedule.
We need to avoid repeating job title as heading. Not include Job ID/tracking code as heading; we can fold minor metadata into a short
or drop it. We'll include location and maybe tracking code in a paragraph.
We must preserve ALL substantive information; do not invent or summarize away detail. So we need to keep all bullet points.
Let's extract sections:
About the role: The introductory paragraph after company 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."
We can put that as
under About the role.
Responsibilities: list of bullet points under "Key Responsibilities". We'll capture each bullet.
Let's list them:
- 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.
That's all.
Strategic Market Focus: list of 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.
We could treat as part of Requirements or Qualifications. Since it's about candidate should bring customer access, market knowledge, and relevant growth experience in one or more of these areas. That's a requirement/experience. We'll put under Requirements.
Required Skills: Actually they have a section "Required Skills What Success Looks Like" with bullet points:
- Expands CALIBRE access, relevance, and trusted relationships across priority Defense organizations.
- Creates and matures a qualified, actionable pipeline aligned with CALIBRE capabilities and growth objectives.
- Shapes priority opportunities before solicitation release and establishes evidence-based positions to win.
- Leads disciplined captures, converts qualified opportunities into awards, and improves collaboration between growth and operations.
We could put under Skills.
Required Experience: bullet list:
- Bachelor's degree from an accredited institution; additional directly relevant experience may be considered in lieu of a degree.
- 10 or more years of Defense business development, capture management, strategic account leadership, growth leadership, or closely related experience.
- Demonstrated ability to build and sustain productive relationships with Defense customers, acquisition stakeholders, mission owners, program leadership, and industry partners.
- Demonstrated history of creating and maturing qualified opportunities through customer engagement, strategic account management, market insight, and early opportunity shaping.
- Proven success leading competitive Department of Defense pursuits through the full lifecycle, from identification and qualification through capture, proposal, and award.
- Ability to lead multiple concurrent pursuits and matrixed cross-functional teams while managing schedules, budgets, resources, risks, and executive expectations.
- Strong knowledge of Federal acquisition processes, FAR and DFARS, source selection, task-order competitions, IDIQs, GWACs, GSA vehicles, and common contract types.
- Experience with capture plans, call plans, competitive analysis, teaming, solution and staffing strategies, price-to-win, proposal strategy, and executive reviews.
- Working knowledge of basis-of-estimate development, indirect rates, cost and price strategy, and the financial implications of proposed solutions.
- Strong executive communication, presentation, negotiation, analytical, collaboration, and relationship-building skills; high ethical standards and sound business judgment.
- Ability to travel as required and meet eligibility requirements for access to classified information.
Preferred Qualifications: bullet list:
- Active Secret clearance; TS/SCI preferred.
- Shipley Capture Management certification or equivalent formal training.
- Prior military or Federal civilian service, or significant experience supporting Defense mission organizations.
- Established relationships within Army modernization, training and mission command, logistics, cyber, financial management, readiness, data analytics, or Defense business systems communities.
- Experience pursuing business as both a prime contractor and strategic subcontractor; experience with alternative acquisition pathways is a plus.
Benefits: "We offer a competitive salary and full benefits package."
Schedule: Position Type Full-Time/Regular.
Also location: 6361 Walker Lane, suite 1100, Alexandria, Virginia, United States. Tracking Code 5558.
We'll include location and tracking code in a short paragraph maybe under About the role or separate? The instruction: do NOT put Job ID / requisition numbers as headings — fold minor metadata into a short
or drop it. So we can include a
with location and tracking code.
We must not include boilerplate like EEO, equal opportunity, etc. At end there is "CALIBRE and its subsidiaries are an Equal Opportunity Employer..." and "To be considered, please apply via our website..." and "Come join our dynamic team. #CALIBRECareers". Those are boilerplate/application instructions; we must remove them.
Thus final HTML:
About the role
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.
Location: 6361 Walker Lane, suite 1100, Alexandria, Virginia, United States. Tracking Code: 5558.
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
or drop it. We'll include location and maybe tracking code in a paragraph. We must preserve ALL substantive information; do not invent or summarize away detail. So we need to keep all bullet points. Let's extract sections: About the role: The introductory paragraph after company 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." We can put that as
under About the role. Responsibilities: list of bullet points under "Key Responsibilities". We'll capture each bullet. Let's list them: - 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. That's all. Strategic Market Focus: list of 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. We could treat as part of Requirements or Qualifications. Since it's about candidate should bring customer access, market knowledge, and relevant growth experience in one or more of these areas. That's a requirement/experience. We'll put under Requirements. Required Skills: Actually they have a section "Required Skills What Success Looks Like" with bullet points: - Expands CALIBRE access, relevance, and trusted relationships across priority Defense organizations. - Creates and matures a qualified, actionable pipeline aligned with CALIBRE capabilities and growth objectives. - Shapes priority opportunities before solicitation release and establishes evidence-based positions to win. - Leads disciplined captures, converts qualified opportunities into awards, and improves collaboration between growth and operations. We could put under Skills. Required Experience: bullet list: - Bachelor's degree from an accredited institution; additional directly relevant experience may be considered in lieu of a degree. - 10 or more years of Defense business development, capture management, strategic account leadership, growth leadership, or closely related experience. - Demonstrated ability to build and sustain productive relationships with Defense customers, acquisition stakeholders, mission owners, program leadership, and industry partners. - Demonstrated history of creating and maturing qualified opportunities through customer engagement, strategic account management, market insight, and early opportunity shaping. - Proven success leading competitive Department of Defense pursuits through the full lifecycle, from identification and qualification through capture, proposal, and award. - Ability to lead multiple concurrent pursuits and matrixed cross-functional teams while managing schedules, budgets, resources, risks, and executive expectations. - Strong knowledge of Federal acquisition processes, FAR and DFARS, source selection, task-order competitions, IDIQs, GWACs, GSA vehicles, and common contract types. - Experience with capture plans, call plans, competitive analysis, teaming, solution and staffing strategies, price-to-win, proposal strategy, and executive reviews. - Working knowledge of basis-of-estimate development, indirect rates, cost and price strategy, and the financial implications of proposed solutions. - Strong executive communication, presentation, negotiation, analytical, collaboration, and relationship-building skills; high ethical standards and sound business judgment. - Ability to travel as required and meet eligibility requirements for access to classified information. Preferred Qualifications: bullet list: - Active Secret clearance; TS/SCI preferred. - Shipley Capture Management certification or equivalent formal training. - Prior military or Federal civilian service, or significant experience supporting Defense mission organizations. - Established relationships within Army modernization, training and mission command, logistics, cyber, financial management, readiness, data analytics, or Defense business systems communities. - Experience pursuing business as both a prime contractor and strategic subcontractor; experience with alternative acquisition pathways is a plus. Benefits: "We offer a competitive salary and full benefits package." Schedule: Position Type Full-Time/Regular. Also location: 6361 Walker Lane, suite 1100, Alexandria, Virginia, United States. Tracking Code 5558. We'll include location and tracking code in a short paragraph maybe under About the role or separate? The instruction: do NOT put Job ID / requisition numbers as headings — fold minor metadata into a short
or drop it. So we can include a
with location and tracking code. We must not include boilerplate like EEO, equal opportunity, etc. At end there is "CALIBRE and its subsidiaries are an Equal Opportunity Employer..." and "To be considered, please apply via our website..." and "Come join our dynamic team. #CALIBRECareers". Those are boilerplate/application instructions; we must remove them. Thus final HTML:
About the role
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.
Location: 6361 Walker Lane, suite 1100, Alexandria, Virginia, United States. Tracking Code: 5558.
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