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Director of Capture & Proposals

Company: Falconwood, Inc
Location: Reston
Posted on: September 12, 2020

Job Description:

Falconwood is a rapidly growing woman-owned, veteran-owned small business with a focus on advisory support in the areas of systems engineering, information assurance/cyber security, cloud migration, logistics management and overall program management. Founded in 2002, Falconwood has a particularly strong presence in the US Navy market with a concentration in enterprise systems and support. Falconwood is proud to have recently been awarded a NIH CIO-SP3 Small prime contract in addition to our existing vehicle portfolio.

Falconwood is actively looking for a Director of Capture & Proposals. This is a player/coach role that will require both on-the-ground execution while planning and building out a larger BD organization over time. Working closely with the Chief Strategy Officer, this role help develop and execute the company growth strategy, create a 36-month rolling pipeline, execute capture activities & prioritize tasks, and actively manage individual opportunities. The ideal candidate will work closely and collaboratively with other members of the team and external partners. This position will be responsible for securing contracts and vehicles with both existing and new customers, ensuring effective capture strategies and partnerships, manage and help write proposals. The role will also be responsible for attending key events, participating in/with various organizations and developing and maintaining a strong network of contacts across the sector.

The ideal candidate will have a mix of strong management skills coupled with proven skill in managing capture and proposal activities with a record of successful business growth. This role will require individual execution skills as well as organizational management skills to scale with the growth of the company and the business development organization over time. This will require the ability to analyze market strategies/efforts, develops strategic partnership relationships, and craft winning capture strategies that get translated effectively into winning proposals.

Responsibilities This role will focus on the full range of business development activities from pipeline development, opportunity qualification, capture strategy, pre-RFP preparation, to managing and submitting winning proposals. Working closely with both the Chief Strategy Officer and the proposal manager, this role will be a hands-on lead engaged in win/strategy development; proposal management; and proposal writing. We are looking for this individual to lead a team and be individually responsible for win/strategy development and part on-the- ground proposal writing and execution.

• Strategy & Management

o Work with Chief Strategy Officer to develop market strategies and tactical implementation plans in order to hit annual and five-year goal targets

o Conduct the full range of business development and capture activities with key partners and prospective clients

o Participate in creating a structured Falconwood Capture & Proposal methodology that will scale with the company’s growth

o Research prospective accounts in targeted markets and build understanding of existing and new markets to successful position the company for growth

o Build and act upon a qualified 36-month rolling pipeline of opportunities

o Establish and actively participate in a Capture Management methodology that is tailed to each successive step in the company’s growth with an emphasis on:

• Qualification

• Key capture activities

• Significant pre-proposal preparation

• Teaming and company positioning

o Possess a strong understanding of our services, our competition in the industry and positioning

o Follow the latest industry developments and stay up to date on corporate competitors

o Pre-proposal phase:

• Establish win themes

• Conduct SMEs interviews and develop initial proposal approaches, detail, and past performance to the degree possible

• Manage multiple efforts simultaneously

• Set schedules, lead efforts and guide writing, and create compliant and compelling proposals

• Help write proposals

o Attend the Business Development team meeting to balance resourcing and work as a team member to determine the best approach to successfully submitting winning proposals with the available resources

o Work with the team to plan for and manage upcoming requirements

Qualifications • Bachelor’s Degree (MBA preferred) and a minimum of 10-15 years of relevant professional work experience

o Proven working experience as a business development/capture manager, BD Operations lead or a similar, relevant role with a preference for Shipley Training Certification

o Strong record of successful business growth and capture/proposal execution

o Prior professional services/client relationship management experience preferred

• 10-15 years of progressively responsible experience with a Federal contracting professional services company or similar organization

o Prior experience developing a 36-month rolling pipeline of qualified opportunities

o Ability to leverage task order business while simultaneously building a pipeline and winning unrestricted vehicles and contracts

o Ability to both build and lead high performing teams

o Market knowledge

• Excellent organizational skills, with emphasis on priorities and goal setting

o Exceptional verbal and written communication skills

• Ability to communicate information, whether technical or non-technical to staff members and customers, in a clear and concise manner

• Superior presentation and communication skills, both written and verbal

• Experience working in both large and small firms

• Security clearance preferred

Personal Characteristics:

• Ability to establish strong working relationships and credibility with client management teams through the highest level of professionalism, ethics, integrity, mutual respect, and value-added approach.

• Bright, quick, articulate, player-coach with excellent presentation and interpersonal skills, and ability to adapt to different internal and external constituencies.

• A team player who also possesses the independence of thought and opinion to provide candor and honesty when making key business decisions.

• Passion to succeed and achieve meaning business results with a strong sense of accountability and ownership. Strong organization, prioritization and persuasive communication skills.

• Strategic thinker balanced with strong attention to detail.

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Keywords: Falconwood, Inc, Reston , Director of Capture & Proposals, Other , Reston, Virginia

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