Are you ready to take on the challenge of being a trusted business advisor with the opportunity to influence business strategy at one of the world's leading professional services firms? If you have experience with the complete acquisition proposal lifecycle and an interest in leading high-stakes proposal opportunities, Deloitte's Government and Public Services (GPS) team is the place for you! Join our team of professionals in delivering strategic and tactical guidance to senior leadership in support of pursuit development efforts.
Work You’ll Do
Deloitte’s GPS Sales Excellence team is looking for a Capture Executive with extensive experience in driving, shaping, and capturing large, complex deals in the Federal markets. Additionally, the role involves capturing new government-wide contract vehicles to expand the Deloitte portfolio. As part of a multi-disciplinary team focused on "Driving to Win," you will meld business, management, technical, and cost elements to position for the most complex pursuits and offer strategies for winning proposals and delivering the work. Your efforts will include driving capture and proposal readiness from early positioning and shaping efforts, through the development and implementation of win strategies, pre-Request for Proposal activities, and continuing through written/oral proposal development, negotiations, award, and transition. In this role, you will:
Lead and Collaborate:
- Act strategically by consistently demonstrating expertise and skills to add value and provide guidance.
- Brainstorm solutions with stakeholders, offering experience-based advice to drive strategy and solutions.
- Foster strategic collaborations and engagement across business areas and teams, promoting effective partnerships and mutual success.
- Reach out to government and industry partners to build alliances that support the development and capture of future megadeals.
- Demonstrate creativity and original thinking.
- Manage team members of various specialties and seniority levels, acting as a mentor and coach, providing consistent guidance, direction, and feedback.
- Contribute to creating an environment that encourages the development and growth of our professionals.
- Handle multiple, concurrent projects; adjust to shifting priorities, stringent deadlines, last-minute requirements, and frequent evening/weekend hours to accomplish tasks within non-negotiable client deadlines.
Position:
- Orchestrate and/or conduct discussions with stakeholders to understand requirements and risk areas.
- Understand core requirements and client needs.
- Attend industry forums to present Deloitte offerings/solutions to increase PWIN across the portfolio deals (MAD discussions, placemat development, Industry Day, and Due Diligence meetings).
Capture and Proposal Development:
- Understand contract vehicle differentiators to inform contract vehicle selection/acquisition shaping strategy.
- Integrate into proposal teams across all GPS federal sectors to provide contract vehicle expertise during the capture process.
- Drive Capture and partner with other Capture Executives, Deal Architects, Pursuit Leaders, and Account leadership to submit winning and compliant proposals for new government-wide vehicles.
Research & Eminence:
- Utilize various research tools and databases to gather historical information that informs fact-based shaping recommendations.
- Develop external relationships with government-wide contract administering agencies and other industry partners to promote Deloitte's brand eminence within the greater government-wide acquisition community.
People and Project Management:
- A collaborative team player with an exceptional ability to work effectively with individuals at all levels, including senior executives.
- Proven ability to influence others, from staff to senior leaders, through a strong presence, thoughtful challenges, and sound judgment.
- Strong interpersonal and political skills, adept at building relationships, understanding team dynamics, taking initiative, and solving problems.
- An attentive listener, capable of quickly grasping ideas to be reflected in written documents and presentations.
- Skilled in coaching and mentoring pursuit team members.
- Ability to read situations and adapt leadership style to achieve desired results.
- Capable of working with grace and efficiency in a demanding, deadline-driven environment.
- Proficient in managing multiple projects simultaneously.
- Demonstrated initiative and problem-solving abilities.
- Attention to detail and exceptional follow-up skills.
- Ability to analyze information and make sound observations and recommendations quickly.
The Team
Our Enterprise Solutions Pursuits team is a collaborative group of professionals dedicated to supporting Deloitte’s internal operations and strategic initiatives. Our team values diverse perspectives, continuous learning, and a supportive culture where everyone can thrive. Joining us means contributing to projects that strengthen the foundation of our organization. This role supports GPS-wide growth strategies by advising account teams on strategic contracting options across Defense, Security, and Justice Sector and Enterprise Contract Vehicles (ECVs) to create a competitive advantage in the GPS markets they serve.
Qualifications
Required:
- 12+ years of work experience.
- 6+ years of experience with Federal Acquisition and Pursuits.
- 4+years of experience in Federal contracting, strategic capture, solutions, and proposal development.
- 4+ years of experience shaping contract vehicles available for government-wide use.
- Bachelor's degree or equivalent work experience.
- Ability to travel 20%, on average, based on the work you do and the clients and industries/sectors you serve. This may include overnight travel.
- 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:
- Proven ability to establish relationships both internally and externally.
- Experience with the market research stage of the acquisition lifecycle, including writing or reviewing Requests for Information, Sources Sought, White Papers, and other formats for communicating contract vehicle recommendations.
- Exceptional communication skills, both written and oral.
- Strong negotiation skills.
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 $159,000 to $292,900.
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.
Professionals in the Growth Office Channel may apply and be considered for the role regardless of US office location.
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