GPS Federal Capture Executive - Active TS/SCI or SCI Eligible
The Deloitte Government and Public Services (GPS) Sales Excellence team seeks an experienced Capture Executive with deep experience driving, shaping, and capturing large, complex deals in the Federal and Public Sector markets.
Recruiting for this role ends on May 31st, 2024
Description
This position is established to qualify and capture major ($250M+) Federal government acquisitions. You will be part of a multi-disciplinary team focused on melding business, management, technical, and cost elements for winning proposals. Efforts include driving capture and win readiness from early positioning and shaping efforts to developing, implementing, and incorporating win strategies through written and oral responses. You will have a proven track record of successful capture management on large, complex bids while orchestrating multi-disciplined approach against pipeline priorities through:
- Deal Qualification: validate client commitment; understand and convey client needs and challenges; determine client preference for Deloitte; understand and influence acquisition strategy; assess incumbents and likely competitors; define confidence milestones and exit criteria for bid/no-bid decisions
- Positioning: Orchestrate and/or conduct discussions with decision makers and influencers, understanding requirements, risk areas, solution formulation and validation, and unstated priorities; understand and inform all aspects of the deal especially technical and management approaches and unique staffing characteristics; determine Deloitte and teammate preference
- Shaping: inform our definition of differentiated strengths; partner with account leadership to validate approach; explore innovations and other Deloitte strengths that can be reflected in evaluation factors; ensure the full capabilities of the firm are matched to the requirements
- Solution Development: partner with solutions architects and subject matter experts to identify and solidify solutions that address client needs and challenges; explore likely technical scenarios and associated Deloitte with proof points; ensure proven processes are articulated with concrete outcomes; support development of management approach scenarios and past performance citations
- Bid Strategy: develop teaming strategy; drive development of differentiated strengths and win themes; partner with account and pricing leadership to determine pricing strategy; articulate time and resource commitment requirements to maximize the probability of win
- Proposal Development: partner with pursuit managers, subject matter experts, account leadership and pursuit team to develop, review and refine the formal response to the client; ensure compliance with all requirements; participate in oral presentation preparation and/or coaching
Qualifications
Required:
- Minimum 12+ years combined experience with any of the following: strategic capture, proposal development, solutions development, and/or costing and pricing, leveraging structured capture/proposal methodologies
- Minimum 7 years’ experience as a capture manager developing and leading multiple capture efforts that have won major Federal contracts, valued at $250+ million in the last 3 years.
- Minimum 12 years’ experience within the US Federal Government market in information technology, professional services and/or management and/or business development fields.
- Bachelor’s degree with preferred concentration in business or technical field
- Active Security Clearance – Top Secret/SCI or SCI eligible
- Ability to travel up to 25%, on average, based on the work you do and the clients and sectors you serve
- Must be able to obtain and maintain the required clearance for this role
- Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future.
Preferred:
- Business operations/management experience delivering technical or management consulting services or developing solutions for Federal clients
- Experience with successfully pursuing opportunities specific to Federal Civil, Federal Health, Defense/Intelligence, and Law Enforcement agencies involving large complex contracts strongly preferred.
- Master’s degree in business or technical field
People and Project Management:
- A team player with an outstanding ability to work with people at all levels, including senior executives
- Demonstrated ability to influence others, from staff to senior leaders through a strong presence, thoughtful challenges, and use of sound judgement
- Strong interpersonal and political skills, including aptitude for building relationships, understanding team dynamics, taking initiative, and solving problems
- Keen listener, with the ability to quickly grasp ideas to be reflected in written documents and presentations
- Coach and mentor pursuit team members
- Ability to read situations and adapt leadership style to achieve results
- Ability to work with grace and efficiency in a demanding, deadline-driven environment
- Team-oriented with a proven ability to manage multiple projects simultaneously
- Demonstrated initiative and problem-solving ability
- Attention to detail and exceptional follow-up skills
- Ability to analyze information and make sound observations and recommendations quickly
Logistics:
Travel requirement: 25%
The wage range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Deloitte, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range is $131100.00 - $188500.00 You may also be eligible to participate in a discretionary annual incentive program, subject to the rules governing the program, whereby an award, if any, depends on various factors, including, without limitation, individual and organizational performance.
Information for applicants with a need for accommodation: https://www2.deloitte.com/us/en/pages/careers/articles/join-deloitte-assistance-for-disabled-applicants.html
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