Director of Strategic Growth

Key Responsibilities

• Capture Management (Primary Focus)—Strategy Development: Lead the development and execution of the "Win Strategy"/growth strategy for assigned opportunities. Develop and maintain the Capture Plan, including competitive intelligence, Price-to-Win (PTW) analysis, and teaming strategies.
• Solution Shaping & IR&D Alignment: Collaborate with Solution Architects and Engineering Directors to identify technological solutions that align to identified capability gaps. Advocate for specific IR&D projects to mature capabilities prior to Request for Proposal (RFP) release, ensuring our solution is not just compliant, but differentiated from the competition and is low-risk.
• Gate Review Leadership: Prepare for and lead all rigorous internal Gate Reviews (e.g., BCA, Pursuit, Strategy, Bid, Color Teams), presenting data-driven recommendations to senior leadership, including the CEO for decision.
• Teaming Strategy: Identify, negotiate, and secure teaming agreements with suppliers, subcontractors, and small business partners to fill capability gaps and enhance PWin (Probability of Win) by building long-term partnerships with decision makers.
• Value Proposition: Articulate clear "Win Themes" and "Discriminators" that directly address the customer’s hot buttons and implicit needs and make recommendations to the CEO and other senior leaders on bid/no-bid decisions.
• Acquisition Ecosystem: Successfully navigate the complexity of the Warfighting Acquisition System and strategically align mature solutions to warfighter capability gaps.
• Opportunity Identification & Qualification (Business Development)—Pipeline Management: Identify and forecast procurement opportunities, across current and related customers, to determine if service and product offerings and IR&D initiatives will result in corporate growth.
• Qualification: Evaluate potential growth opportunities against the company’s strategic goals and capabilities. Determine if PWin and funding realities justify the investment of bid & proposal (B&P) resources.
• Market Intelligence: Maintain a pulse on the competitive landscape, understanding the strengths and weaknesses of competitors.
• Customer Engagement—Relationship Building: Conduct frequent, meaningful engagements with government stakeholders (Program Managers, Contracting Officers, Mission / End Users, Senior Executives and Policy Makers) to understand the landscape and identify and evaluate potential business opportunities.
• Shaping the Requirement: Utilize white papers, RFIs, and industry days to influence programs’ acquisition strategies and technical requirements.
• Voce of the Customer: Serve as the internal advocate for the customer, ensuring the proposal team addresses the customer's actual reality and capability gaps.
• Proposal Development Support—Seamless Transition: Ensure a smooth handover of strategy, win themes, and solution architecture to the Proposal Manager.
• Proposal Development: Write proposals, to include providing input on the technical capabilities, to align the solution with customer needs.
• Review Team Leadership: Serve as a key evaluator in Pink and Red Team reviews to ensure the proposal narrative remains aligned with the original Capture Strategy and input gained from customer engagements.
• Competitive Analysis: Identify competitive landscape, to include their strengths and limitations, to refine our strategies and offerings.
• Orals Preparation: If applicable, lead the coaching and preparation of key personnel for oral presentations.
• Post Award Transition—Stand up: Support post award stand up efforts to include building a transition team, assigning resources, and coaching based on pre-award intelligence gathering.
• Customer Relationship Engagement: Continue customer engagement, including Program Managers, Contracting Officers, Mission / End Users, Senior Executives and Policy Makers, and suppliers, subcontractors, and small business partners to ensure satisfaction. Identify and track risks and address issues early.

  Qualifications

  • Education: Bachelor’s degree in Engineering, Business, or Political Science; Master’s degree preferred.
  • Experience: 10+ years of experience in Defense Acquisition or Solution Development, with at least 5 years specifically in a Solution Development or Portfolio Optimization.
  • Skills: Proven history of leading and winning projects or portfolios valued at >$50M (or relevant threshold). Deep understanding of the Shipley Associates business development lifecycle, similar standard Capture/Proposal methodologies, or process optimization. Ability to understand complex technical systems’ (e.g., C4ISR, Cyber, Systems Integration, Aerospace) requirements to guide solutioning and IR&D investment. Existing relationships across DOW with emphasis on Army. Experience managing IR&D budgets or technical product roadmaps. Strategic Thinker: Can see the chessboard and anticipate competitor moves. Persuasive Communicator: Able to convince internal leadership to invest B&P/IR&D funds and convince customers that our solution is the only logical choice. Resilient: Maintains high energy and focus during long procurement cycles and high-pressure proposal phases. Additional attributes: self starter, well organized, ability to research across customer space, internally and externally.

    Physical Requirements

    • Ability to travel as required.
    • Standard office environment with occasional requirements to visit client sites, labs, or field environments.

      Why Join Us?

      • Impactful Work: Contribute to critical national security initiatives and make a real difference in protecting our nation.
      • Cutting-Edge Technology: Work with the latest advancements in SIGINT and related fields.
      • Career Growth: Opportunities for professional development, training, and advancement within a growing company.
      • Collaborative Environment: Join a team of highly skilled and supportive engineers who are passionate about their work.
      • Comprehensive Benefits: Competitive salary, generous PTO, health/dental/vision insurance, 401K matching, tuition reimbursement.

        Compensation and Benefits

        • Competitive Pay: Salaries depend on labor category, years of experience, education, skills relevant to the position, and type of contract.
        • Benefits: Including Paid Time Off; 401K Contribution and Employer Match Contributions; and Medical, Dental, and Vision Coverage.
        • For the full list of LufCo Benefits, visit our website: https://www.lufburrow.com/careers.