Note: The job is a remote job and is open to candidates in USA. Akima is a federal contractor delivering solutions across information technology, mission support, systems engineering, and related government services. The Director, Business Development & Capture will formulate and execute growth strategies, build and manage pipelines, lead capture activities, develop customer and partner relationships, and drive successful proposals and revenue growth across emerging technology and IT mission areas.
Responsibilities
- Responsible for developing and executing growth strategies
- Serve as the account lead for assigned accounts, developing long-term customer engagement strategies and maintaining executive-level relationships
- Formulating and executing strategy, owning pipeline development and maintenance, and other activities to win new business
- Ensuring that Akima is viewed as a key partner across multiple markets and helping position Akima favorably in the eyes of both the customer and teaming partners
- Identifying opportunities with high Pwin potential, qualifying opportunities, and working with our capture and delivery teams to win
- Leading teams to develop and deliver on a pipeline of opportunities that align with EMG's growth markets in digital modernization, cyber, cloud, AI/ML, data analytics, mission systems, and enterprise IT
- Overseeing the development and execution of customer call plans for opportunities, assessing the competitive landscape, and applying knowledge of leading competitors to foster the development and implementation of an effective and differentiated win strategy
- Leading capture activities from qualification through award, including win strategy development, stakeholder mapping, competitive assessments, teaming strategy, solution shaping, and proposal readiness
- Coaching others and providing business development advice to delivery leads as necessary
- Aiding in the negotiation of teaming agreements, contracts, and proposal development
- Developing and briefing bid/no-bid recommendations, pursuit and capture strategies for new business opportunities; and associated business cases for advancing opportunities that will grow the business base
- Using strong client management skills, including the ability to develop and maintain lasting relationships with government and industry partners through daily interactions to gain valuable intelligence and insights and subsequently position Akima as a trusted partner to customers
- Managing responses to government market research inquiries (e.g. RFIs, Sources Sought Notices, etc.), attending industry events, and participating in thought leadership initiatives
- Shaping acquisition strategies by leveraging client relationships, company capabilities and experience, partners, and contracting vehicles
Skills
- Proven capabilities in identifying and capturing large strategic bids ($50M to $200M+ in Total Contract Value) including developing solutions and win strategies; developing and executing capture plans based on established internal processes and tools; and advancing proposal readiness
- Demonstrated capability to learn mission environments, priorities, acquisition strategies, and emerging technology initiatives (strategy, initiatives, drivers, stakeholders, etc.)
- Demonstrated ability to establish and maintain relationships with acquisition stakeholders
- Government business development and capture experience with demonstrated success developing a qualified new IT business pipeline and winning new business
- Demonstrated track record of capturing and winning large, complex IT and mission-support opportunities, including at least three IT-related contract wins within the last three years
- Bachelor's degree required with a preference for IT, scientific, engineering or business discipline
- Ability to identify key growth areas and develop new business aligned with the company's growth strategy and campaigns
- Ability to lead interdisciplinary teams with varying levels of experience
- Knowledge of Government contracting, current IT acquisition trends, and customer buying behaviors
- Knowledge of competitors and the ability to model competitor behaviors in the market
- Strong contract management, negotiation & influencing skills
- Ability to present and communicate effectively at senior levels
- Problem solving & decision making
- Ability to manage multiple priorities in a fast-paced environment
- Ability to manage customer relationships to maximize business opportunities
- Ability to travel as business dictates
- Advanced degree highly desired
- Strong familiarity with federal acquisition regulations, policies, and contract vehicles strongly preferred
Benefits
- Medical, dental, and vision insurance
- Life insurance
- 401(k)
- A range of other voluntary benefits
- Paid Time Off (PTO) is offered to regular full-time and part-time employees
- Growth opportunities
- Excellent retirement options
- Remote work
Company Overview