Strategic Capture Director

About the role

Iron Mountain is seeking a Director, Capture Management to join our US Public Sector team. The role involves driving pre-sale/pursuit activities for large-scale opportunities in the US Public Sector, developing and implementing capture plans, and leading cross-functional teams to achieve the company’s business goals.

Responsibilities

• Lead and fully own capture activities including call planning, competitive analysis, stakeholder analysis, solution development, staffing analysis, teaming, and pricing strategy.
• Execute strategic capture plans, taking responsibility for the development, implementation, and overall accountability for successful capture plan execution.
• Manage and prioritize pipeline by participating in the identification, qualification, and prioritization of an opportunity pipeline with sales representatives and account management.
• Lead cross-functional teams and direct team activities for the duration of the pursuit.
• Coordinate competitive assessments, prepare and lead milestone/gate reviews, and other reviews as required, while establishing schedules to accomplish required capture activities between reviews.
• Gather and analyze key insights, work with sales representatives, industry advisors, and consultants to gather and analyze key insights and information about the client, mission-critical problems, and the opportunity.
• Translate capture strategies, work with proposal managers to ensure capture strategies and findings are accurately translated into the proposal, and translate capture strategies into proposal win themes during the proposal stage.
• Identify capital and operating expenses, identify capital investment and operating expenses needed for opportunities including facilities, staffing, hardware, software, security, and infrastructure.
• Secure executive approvals, develop, coordinate, and execute appropriate approvals with executives.
• Provide thought leadership, be a thought leader with respect to program pursuit, proposal responses, win strategies, technical discriminators, solutions providers, and pricing.
• Support business intelligence, provide additional leadership and expertise in other new business matters including strategic planning, competitive intelligence, and market analysis.
• Conduct win/loss analysis, perform win/loss analysis including capture process improvements for opportunities.
• Mentor and standardize best practices, provide support and guidance to other Capture Managers to implement standardized capture best practices across the business unit.

Requirements

• 10+ years of experience delivering positive business outcomes in Government market segments, including federal, state, local government, and education sectors.
• Proven track record successfully leading the capture of systems, solutions, and services for strategic deals valued over $25M.
• Experience in the information technology industry, specifically with cloud, SaaS, and storage solutions.
• Experience executing pursuit and capture development lifecycles, using Shipley or other capture methodologies, and leading diverse teams through complex captures with in-depth stakeholder reviews.
• Proven skills in all areas of business development, including opportunity qualification, capture strategy, customer relationship development, and team leadership.
• Leadership skills to develop, organize, and execute significant capture activities, including building industry teams, assessing win probability, and executing customer call plans to shape acquisitions.
• Experience in the development of competitive pricing strategies, price-to-win, and cost proposals.
• Experienced with a multitude of government contract types and pricing strategies, including Firm Fixed Price (FFP), Performance-based, Cost Plus (CP), and Time & Materials (T&M).
• Strong meeting facilitation skills and excellent oral and written communication skills required to review and communicate in a correct, concise, and professional manner, alongside strong verbal and written skills for executive-level presentations.
• Ability to work collaboratively in a dynamic team environment while managing a diverse workload, tight timelines, and working efficiently in fast-paced, time-sensitive, and often multi-tasking environments.
• Confidence and experience dealing with and effectively communicating to senior executives, with the ability to establish and maintain solid working relationships and communication with various technical and business staff, managers, and peers.
• Capable of navigating within a matrixed environment, managing and influencing across cross-functional departments at all levels.
• Ability to think critically, solve problems, act as a strong team player who fosters collaboration, build influential cross-team relationships, and show a proven track record of leading teams or large programs.

Qualifications

• University/college degree required; Master’s degree is desirable.

Skills

• Strategic Capture Experience
• Industry Domain Expertise
• Capture Lifecycle Mastery
• Demonstrated Business Development Skills
• Acquisition Shaping Capabilities
• Pricing and Cost Proposal Expertise
• Government Contract Familiarity
• Communication and Facilitation Skills
• Collaborative and Fast-Paced Adaptability
• Executive and Stakeholder Relationship Skills
• Matrixed Environment Navigation
• Critical Thinking and Team Leadership

Benefits

Competitive compensation and benefits aligned with your leadership experience.
Paid time off and holidays to ensure you have dedicated time to recharge.
Flexible work options to support your individual work–life balance.
Comprehensive health, wellness, and retirement plans tailored to your region.
Opportunities for continuous learning and professional growth within a globally expanding enterprise.