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Information Management Group, Inc. · 1 month ago

Director, Business Development & Capture (DOD and IC)

Fairfax, VA

Full-time

Hybrid

Director/Executive

10+ years exp

Information Management Group, Inc. is a leading small business specializing in customer-focused professional services in the Information Technology field. They are seeking a Director of Business Development & Capture to lead the development of a well-qualified pipeline of opportunities and manage business funnel activities within DOD and IC customers.

Graphic DesignInformation TechnologyTelecommunications

Responsibilities

Full business development life-cycle management to include developing initial contacts and growing relationships with government customers and industry partners

This role will lead the identification and qualification of opportunities at the top of the opportunity funnel and lead, mentor, manage and develop Business Development executives, specialists, coordinators and writers

Develop capture plans, formulate a winning capture strategy, and obtain the resources necessary to execute the capture plan

Responsible for coordinating and delivering on proposals that will help win deals by effectively laying out the proposed solution and identifying its competitive advantages over competitor products/offerings

Managing or support proposal development processes, including planning, organizing, strategy development, scheduling, ensuring compliance, writing, coordinating overall activities, preparing and communicating status reports, critiquing and making improvement recommendations, coordinating and assisting in proposal production, and leading all related tasks necessary to compete for and win contract awards

Leads development of internal teaming and capabilities gap analysis, competitive assessments, discriminators and key win themes, price to win, and overall win strategy

Conducts various color reviews as part of the Business Development life-cycle

Schedule business case reviews, go/no go, road-map, and any related and required meetings with senior management for proposal submission

Draft and write sections of the proposal

Lead, review and train proposal writers

Craft a proposal framework from each Market Survey, RFI, RFQ and RFP, answering each required element to develop a compliance matrix, and reviewing proposal for compliance

Works with Contracts, Pricing and Operations to determine resource requirements

Qualification

Business DevelopmentProposal DevelopmentCapture StrategyGovernment SalesDeltek CRMData AnalyticsTeam LeadershipRelationship Building

Required

Minimum of 10 years' recent experience in a role with responsibilities to meet revenue, profit and headcount objectives

Experienced managing Business Development lifecycle starting with relationship building with existing and new customers

Experienced in managing an organization's opportunity pipeline through effective qualification/capture/response and submission; prefer experience with the Shipley proposal process

Experienced in the Information Technology professional services sales lifecycle to the federal government; systems engineering and technical assistance experience preferred

Experience with a wide variety of GWACS including GSA Schedules and IDIQs with federal agencies. Experience with IMCS, RS3, SITE III, IMCS IV, Seaport, or GSA MAS desired

Experience with Deltek CRM and data analytics

Bachelors Degree preferred; in lieu of a Bachelors Degree an additional 4 years' experience performing roles of similar size, scope and complexity