Director of Business Development and Capture
Tripoint Solutions (TPS) is seeking a Director of Business Development and Capture to lead the DoD, Federal and Civil (Fed/Civ), 8(a) business area. Reporting directly to TPSâ CEO, this position drives the organizations DoD and business development strategic growth objectives by building multi-year pipelines and developing winning capture strategies. The selected individual will be held accountable for the capture of new business opportunities through identification of opportunities and development and growth of a robust, qualified pipeline in accordance with TPSâ business forecasts, strategic plans, and corporate capabilities and experience. The individual will plan and recommend relevant business development and marketing strategies to achieve maximum customer and market penetration and to drive tactical and strategic growth. This position is located in Arlington, VA.
Specific responsibilities include:
- Develop and grow the Information Technology services and solutions opportunity pipeline within existing DoD and Federal/Civilian accounts and in adjacent markets.
- Leverage professional relationships and market knowledge to Identify and qualify new business opportunities that align to TPSâ target capabilities and technologies. Specifically within DHS, FEMA, DoS in NCA and FBI and NASA in Huntsville, AL.
- Develop capture plans and shaping initiatives for the pursuit and successful capture of key qualified opportunities
- Lead major capture activities and mentor/train junior capture managers within the organization
- Develop call plans to conduct customer and industry partner visits to understand current and emerging customer needs and requirements
- Obtain competitive intelligence and data pertaining to targeted pursuits
- Make recommendations on bid decisions, development of cost strategies and phase reviews
- Establish, build, and maintain customer relationships aligned to DoD, Fed/Civ, and 8(a) market
- Oversee live proposals to ensure win strategies are appropriately executed
- Support creation and execution of multi-year DoD, Fed/Civ and 8(a) business development strategies that include:
Engagement plans for current and future customers;
Setting of financial targets for specific customers;
Advocate resource planning needs and allocating of top talent to support growth goals vs. ongoing current contract performance;
Determine and advocate allocation of B&P dollars for maximum ROI across capture and proposal efforts
Education:
15 years of relevant business development and capture experience
Experience:
- Demonstrated success in building and executing Information Technology opportunity pipelines
- Demonstrated success in leading and winning major IT services and solutions opportunities >$50M
- Demonstrated success managing subcontracting strategy
- Demonstrated successful relationships with senior level customer officials and program stakeholders within the DoD and Fed/Civ market
- Demonstrated knowledge of Government contracting and current acquisition trends and customer buying behaviors in the Fed/Civ market
- Demonstrated knowledge of competitors and associated bid behaviors in the DoD, Fed/Civ and 8(a) market
- Demonstrated experience managing B&P budgets
- Excellent writing, communication and presentation skills
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