Capture Manager, Senior - Distributed Simulations Group - 26769 in Alexandria, VA at Alion Science and Technology

Date Posted: 8/28/2018

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Job Description


Are you looking for an opportunity to offer innovative technical solutions to a broad range of Federal Government customers, to include cutting edge military intelligence sensor, cyber resilient defense, and cloud computing solutions? Alion Corporation is seeking a Senior Capture Manager, reporting to a business sector Vice President for Business Development, Distributed Simulations Group. The Senior Capture Manager will have the responsibility, authority, and accountability to lead and/or support all necessary activities to develop and execute strategies that result in winning bids for Science and Technology (S&T), Research and Development (R&D), and technical/engineering-oriented product and service contracts. This role will require knowledge of and ability to perform all components of the capture management lifecycle, from opportunity identification, competitive analysis, and capture strategy development to bid team building, proposal support, and preparation for contract award. Must possess at least 10 years of relevant experience/expertise in U.S. Federal Government contract project management and/or business development/capture and proposal management. At least 3 years of military, civil service, and/or direct U.S. Federal Government contract (on site) support experience highly desired.

Position Summary

Single point of capture responsibility, authority, and accountability to lead, manage, and integrate all necessary activities to produce a discriminating offer design/proposal in response to large, single award contract bids for R&D, S&T, and ENG. oriented services.  This role will last throughout the entire lifecycle of an opportunity from identification to final award past all protests and lawsuits.  Requires confident, knowledgeable, and hands on leadership that works collaboratively with all stakeholders, while staying laser focused on doing whatever it takes to win. 

Duties and Responsibilities

Produce capture efforts, including associated proposals, capable of winning within the context of all customer, contract, and corporate performance parameters and organizational dynamics.

Lead and manage the entire capture/proposal process from opportunity identification to contract start (e.g., qualification, capture, proposal, ENs, ORALs, FIPR, protests, etc.).

Lead and manage all stakeholders (individuals, key people, teammates, working groups, etc.) to produce a discriminating offer that is compliant and responsive to RFP requirements and customer issues.

Present capture plans, gate reviews, and proposal plans to the executive team and receive constructive input to help win vs. running the corporate approval gauntlet.

Identify customer issues/pain points as a result of direct visits and analytical research of open source documentation/media.

Formulate teaming strategy, structure, and select teammates based on an analytical assessment of Alion’s strengths/weaknesses against customer issues, SOW/RFP requirements, and competition.  This includes writing teaming agreement attachments that defines teammate’s scope, SOW, and business deal.

Select a key personnel/management team members that not only meet RFP requirements, but exceeds them in a discriminating manner.  This includes negotiating and writing the offer letters.

Be actively engaged, at all levels, in developing the price to win based on an analysis of the incumbents winning price and contract performance history, the customers buying practices and recent awards of similar contracts, and the application of common sense game theory per the competition.

Be directly involved in the design of the technical and management solutions so they not only address customer issues and associated win themes in the right way, but also achieve the price to win.

Integrate the capture solution components into, and across, the correct proposal volumes/sections to ensure a consistent, cohesive story while addressing RFP requirements.

Write a compelling, concise, and graphically communicative EXECSUM, even if not directly required by the RFP, that makes the customer want to pick us from an analytical and/or emotional basis.  This will require many iterations and adjustments as the effort evolves and matures over the capture/proposal process/timeline.

Make all things considered decisions, based on a net point score tradeoff methodology, that maximize point score, and thus win P.

Actively listen to color team debriefs and make any necessary adjustments to the capture plan, offer design, and/or the proposal while also managing the associated personnel/teammate issues/dynamics.

Continue to lead and manage the capture effort to make the making the necessary adjustments through the discussion, EN, FIPR, and protest phases, as applicable.

Work with the Alion contract transition and project manager to ensure a smooth and full transference of proposal concept, ideas, and strategies into contract operations.

Performs additional duties and responsibilities as necessary to optimize win.

Performs additional duties and responsibilities as assigned.

Education and Experience

Bachelor’s degree from an accredited 4 year college/university. Must possess 10+ yrs. of experience/expertise in U.S. Federal Government support functions, contract project management, and business development capture and proposal management.  Must demonstrate a track record of capture and proposal management success.

In some cases, educational requirements may be adjusted or waived for comparable work experience.  Work experience may be adjusted for highly specialized knowledge or uniquely applicable experience for positions involving new technology or labor market shortages as reflected by
market survey data.

Knowledge, Skills, Abilities

Must be a self-starter, self-motivated, and entrepreneurial.

Expert knowledge of U.S. federal Government services/solutions contracting/buying practices, contract project management and capture and proposal management.

The ability to effectively move between leadership styles/needs from collaborative and inclusive to decisive and directive.

Ability to build and lead diverse teams, both large and small, through the storming, norming, conforming, and performing cycle to produce winning proposals.

The ability to lead/mange individuals to keep them focused on winning in the context of the bigger picture, vs. a singular functional perspective, and interpersonal dynamics.

The ability to sort through, prioritize and concisely present large quantity of data, material, etc. which is often confusing and contradictory.

The ability to integrate all customer, contractual, capability, and business aspects of an offer in a manner that maximizes win.

Willingness to be hands on and work hard, including research, analysis, and writing.

A balanced skill base of analytical capability, creative intuitiveness, and common sense.

Excellent oral and written communication skills, esp. at an executive briefing level.

A security clearance of an appropriate level may be required after employment.

Diversity Statement

Women, minorities, individuals with disabilities and veterans are encouraged to apply.  Alion will provide a reasonable accommodation to individuals with disabilities and disabled veterans who need assistance to apply.  Please visit the Alion Careers site for more information

U.S. Citizenship Required.




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