Director/VP of Growth and Capture Management McLean, VA

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https://recruiting.paylocity.com/Recruiting/Jobs/Details/825957

Descriptionb

Who We Are

Known for being a Best Place to Work and a People First company, IronArch Technology is an award-winning Service-Disabled Veteran-Owned Small Business (SDVOSB) specializing in providing innovative solutions and world class services to Federal Government clients.

Our employees have voted us as a 'Best Place to Work' 5 times and we are an INC 5000 recipient for being one of the fastest growing businesses in the United States.

Our Values: People First, Servant Leadership, Deliver and Inspire Excellence, Do the right thing!

What You’ll Do at IronArch Technology

IronArch is seeking a creative and experienced Director/VP of Growth and Capture Management to join our team at our headquarters in Mclean, VA. The growth leader will be a key member of the team and will participate in key growth initiatives and other high-profile capture efforts. The leader will build and drive the company’s business pipeline and develop a best-in-class business development and capture organization. They will also be responsible for refining processes and implementing best practices. This will be a role requiring both on-the-ground execution while contributing to building out a larger BD system that can scale with our growth.

Responsibilities will include:

The ideal candidate will have demonstrated success building top-rate business development organizations and winning key contracts and recompetes, ideally across the DoD, VA, and/or DHS. The ideal candidate will have a mix of strong management skills coupled with proven skill in managing capture and proposal activities with a record of successful business growth. This role will require individual execution skills as well as organizational management skills to scale with the growth of the company and the business development organization over time. This will require the ability to analyze market strategies/efforts, develops strategic partnership relationships, and craft winning capture strategies that get translated effectively into winning proposals. In addition, the ideal candidate will:

• Lead capture efforts to secure new prime business. 
• Develop a focused, sustainable, and qualified sales pipeline.
• Research prospective accounts in targeted markets and build an understanding of existing and new markets to successfully position the company for growth.
• Improve existing gate review process and ensure all opportunities follow our methodology. 
• Create and present opportunity review presentations intended for capture gate approvals.
• Collaborate closely with other members of the corporate functional areas including delivery, contracts, finance, talent acquisition, and human resources.  
• Proactively work with IronArch’s talent acquisition team to qualify and manage opportunities that require key personnel.
• Be a player-coach that manages and collaborates with proposal and business development team on new business and recompete opportunities.
• Apply knowledge of proven best practices in sales and capture management processes.
• Help develop and negotiate winning teaming arrangements with potential partners, including work share allocation and marketing arrangements.
• Develop win themes and participate in solutioning sessions; analyze customer requirements, competitors, and internal capabilities.
• Ensure the development of solutions that offer competitive distinction and map to the needs of the client.
• Perform market, competitor, and price-to-win analysis and strategies.
• Participate in proposal writing and color team reviews.
• Provide accurate and timely data for weekly opportunity reviews and capture plan updates.
• Provide finance with monthly waterfall/pipeline forecast and variances. 
• Forecast opportunity targets, track, and record activity on opportunities in Salesforce.
• Demo company proprietary technology to prospective customers.

Requirements

• 12-15+ years of demonstrated successful experience managing and winning competitive federal government proposals in a defined capture role. 
• Must have existing relationships with government personnel and prime contractors within the DoD, DHS, and VA.
• Bachelor's degree in business, technical or related discipline.
• Proven experience successfully leading or supporting the capture of at least two federal government contracts ($50M Total Contract Value or larger).
• Proven experience using price-to-win strategies to effectively bid new work.
• Possess a quantifiable record of success in building new relationships and closing new prime opportunities with federal government buyers.
• Strong understanding of the business of IT including demand, resource, portfolio, and asset management, along with technical concepts around application development, infrastructure, operations, automation, and cloud.
• Experience developing call plans, go-to-market strategies, and marketing materials.
• Has participated and/or is comfortable serving as a thought leader at industry events.
• Strong written and verbal communication skills with the ability to articulate complex technical concepts and business value to all levels of an organization.
• Must be able to prioritize and focus in a fast-paced, highly demanding environment.
• Strong EQ, self-awareness, and active listening skills with the ability to quickly adapt to evolving and changing environments.
• Be humble, no ego, willing to work collaboratively with subordinates, peers, and superiors.
• Be willing to accept feedback.
• Experience with Salesforce CRM platform.
• Experience working at small firms.
• Willing to travel. 
• Willing to attend customer and industry events. 

COVID-19 Vaccination

• If you are hired, we will require you to prove that you have received the COVID-19 vaccine, unless you qualify for a reasonable accommodation due to a valid religious or medical reason preventing you from being vaccinated.

Why IronArch Technology?

• Awarded Best Place to Work 5 times!
• Competitive compensation and market-leading bonus opportunities
• Medical, dental and vision benefits where a significant portion of the premium is subsidized by IronArch
• Company-provided healthcare concierge assistance to help explain your coverage in plain language; help you find, choose, and schedule quality care; and address billing, benefit, or claims concerns, potentially saving hours of your time
• 401(k) retirement plan where the company contributes dollar for dollar up to 3 percent, and 50 cents on the dollar for the 4th and 5th percent with immediate entry and immediate vesting
• 20 days of PTO accumulated per calendar year
• 11 paid holidays
• Bereavement, jury duty, parental (maternity/paternity/adoption), and military leaves
• Sabbatical programs
• Company-paid short- and long-term disability
• Company-paid life insurance
• Voluntary life, accidental and indemnity income replacement benefits
• Professional development reimbursement
• Health club reimbursement
• Pet insurance
• And more!

Apply today to learn why IronArch Technology has been awarded “Best Place to Work” for the last 5 years!

IronArch Technology is an equal opportunity employer. We do not discriminate or allow discrimination on the basis of race, color, religion, creed, sex (including pregnancy, childbirth, breastfeeding, or related medical conditions), age, sexual orientation, gender identity, national origin, ancestry, citizenship, genetic information, registered domestic partner status, marital status, disability, status as a crime victim, protected veteran status, political affiliation, union membership, or any other characteristic protected by law.

VA

NO Security Clearance