Managing Director, Defense Sector Capture Lead

Responsibilities

• High-Velocity Capture Leadership and Execution:
• Lead-to-Win: Aggressively lead capture efforts from Qualification/Early-Stage Gate Review through Proposal Submission and Award.
• Pace Setter: Drive the pace of capture activities, ensuring rapid decision-making, timely resource allocation, and aggressive progress against the capture schedule, consistently meeting internal deadlines.
• Cross-Functional Management: Serve as the central conductor, coordinating and directing Business Development, Solutions Architects, Pricing, Contracts, and Proposal Teams.
• Player-coach: Lead and coach the Defense Capture team including resource assignments, pipeline coordination, and mentoring other capture managers on the team
• Strategic and Tactical Mastery:
• Win Strategy Development: Develop and articulate compelling, data-driven, and differentiated Win Strategies, technical solutions, and value propositions that directly address customer needs and explicitly defeat the competition.
• Pricing and Deal Structure Expertise: Deeply understand and architect competitive deal structures, pricing strategies (e.g., FFP, T&M, Cost-Plus variants), and financial modeling to optimize profitability and price-to-win.
• Competitive Analysis: Deep understanding of the competitive landscape, participate in Black Hat reviews, and ghosting strategies.
• Teaming and Partnership Management:
• Teaming: (Primes, Subs, and Joint Ventures) that maximize the probability of win (PWin) and market access.
• Negotiation and Management: Lead all teaming negotiations and manage relationships with key industry partners, ensuring mutual commitment and alignment with the capture strategy.
• Customer and Market Insight:
• DoW Procurement Expertise: Possess a deep, demonstrable understanding of DoW procurement processes, acquisition of lifecycles, and agency-specific buying habits and cultures.
• Customer Shaping: Drive pre-RFP activities, including shaping the procurement, influencing requirements, and building strong customer relationships to enhance the firm's position.
• Here Is What You Need:
• Bachelor's degree or 10+ years of equivalent industry experience
• Experience in US Federal government consulting and contracting, specifically within DoW markets
• Experience leading formal sales or capture efforts
• Experience with Capture on Department of War contracts $100M and above
• Secret Clearance or above
• Bonus Points If:
• Advanced Degree
• 15+ years of industry experience
• Experience with GSA Assisted Acquisitions, including FEDSIM and FLEX Service Delivery Models
• Experience capturing opportunities via CSOs and OTAs
• Possess very strong analytical skills
• Possesses very strong writing skills
• TS/SCI Clearance
• The Extras:
• US Citizenship Required
• The pay range for the states of California, Colorado, Hawaii, Illinois, Maryland, Massachusetts, Minnesota, New Jersey, New York, Washington, Vermont, the District of Columbia, and the city of Cl

Benefits

Additional Information

At Accenture Federal Services, nothing matters more than helping the US federal government make the nation stronger and safer and life better for people. Our 13,000+ people are united in a shared purpose to pursue the limitless potential of technology and ingenuity for clients across defense, national security, public safety, civilian, and military health organizations. Join Accenture Federal Services, a technology company within global Accenture. Recognized as a Glassdoor Top 100 Best Place to Work, we offer a collaborative and caring community where you feel like you belong and are empowered to grow, learn and thrive through hands-on experience, certifications, industry training and more. Join us to drive positive, lasting change that moves missions and the government forward! You Are: The Managing Director, Defense Sector Capture Lead, will be a critical member of our organization, responsible for the end-to-end capture management lifecycle larger deals (typically $100M+). This role demands a unique blend of high-level strategic thinking, deep expertise of the Department of War (DoW) markets and customers, and hands-on, rapid execution. The successful candidate will collaborate with our teams to own and drive all aspects of our win strategy.

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