Business Development Manager - 34223
- Alexandria, VA
Commonwealth Technology Innovation LLC (CTI), an Alion Science and Technology, Inc. (Alion) Corporation is seeking a Business Development (BD) Manager. The CTI BD Manager will have the responsibility and authority to lead and/or support all efforts to develop and execute winning CTI strategies and bids for technical solutions contracts within the US Intelligence Community (IC).
The successful candidate will create and implement the CTI IC BD strategy in close collaboration with senior CTI and Alion corporate leadership teams. This role requires knowledge of the and ability to perform all components of the capture management lifecycle encompassing customer engagement across the IC, opportunity identification, competitive analysis, and capture strategy, team building, proposal support, and preparation for contract award.
The CTI BD Manager position reports to the CTI Vice President and is the single point of BD and capture responsibility with the authority to lead, manage and integrate all necessary activities to identify and win CTI growth opportunities. The BD Manager will engage with senior customer leadership and acquisition teams, provide guidance to Alion / CTI proposal teams for producing a discriminating offer design/proposal in response to large, single award contract bids or IDIQ Task Orders specifically for specialized mission solutions including hardware, software and related services. The position requires confident, knowledgeable and hands on leadership that works collaboratively with all stakeholders, while staying focused on doing whatever it takes to win.
Duties and Responsibilities:
Grow and execute CTI's new business pipeline of >$250M in qualified IC opportunities (total contract and task order values, excludes IDIQ ceilings and recompete contracts). Lead and manage the business development and capture processes for these competitive awards. Provide support and guidance to the Operation to optimize our approach and maximize win rates from start to finish (e.g., qualification, capture, proposal, ENs, oral presentations, FIPR, protests, etc.).
Engage directly with IC decision makers regularly to identify emerging opportunities and ensure CTI is added to bidder's lists on frequently limited blind technical competitions. Identify customer strategic objectives, shifting demands, issues and pain points as an outcome of direct meetings with IC leadership, industry networking and analytical research of multi-domain documentation/media. Provide regular briefings to CTI management, PMs and Technical Leads on the state of the IC solutions market.
Periodically assess the technical solutions competitive landscape, the CTI strategic plan, our position in the marketplace (e.g. SWOT analysis) and readiness to bid new work. Recommend enhancements to CTI technology or capability offerings that bring new value to our IC customers and competitive advantage to the company.
Develop key business relationships in the IC marketplace, with emphasis on identifying and building opportunities for business expansion. Propel market penetration and individual opportunity win strategies, account plans, technology development plans, and partnering strategies.
Lead teams to develop visually appealing marketing materials to support a wide range of hardware and software solutions. Formats include presentations, unsolicited whitepapers, demonstrations, proposals and other internally funded products used to stimulate new business. Work with senior leadership and corporate teams to create new marketing campaigns, materials and communication to raise awareness of and demand for CTI capabilities, technology and solutions within the IC.
Formulate teaming strategy, structure, and identify teammates based on an analytical assessment of CTI and greater Alion's strengths/weaknesses against customer issues, SOW/RFP requirements, and competition. This includes writing teaming agreement attachments that defines teammate's scope, SOW, level of effort and business terms. Assist with key personnel/management team selections that not only meet but exceed RFP requirements in a discriminating manner.
Develop pipeline and Capture Status Review (CSR) presentation materials and provide briefings to Alion executive leadership on opportunities and current bids. Engage with corporate pricing and contracts teams to develop 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. Provide input to 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.
Work closely with capture and proposal teams (individuals, key personnel, teammates, working groups, etc.) to produce a discriminating offer that is compliant and responsive to RFP requirements and customer issues. Attend proposal "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.
Education and Experience:
Bachelor's degree (Master's desired) from an accredited 4-year college/university in science, engineering or business. Must possess 10+ yrs. of experience/expertise in IC support functions and business development capture and proposal management. Current PMP desired. A demonstrated track record of business development and capture/ proposal management. At minimum the candidate will have 5 or more years of either military, civil service, and/or direct U.S. Federal Government (on site) experience within the IC.
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, focused and entrepreneurial.
- Expert knowledge of U.S. federal Government IC 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
- Willingness to be hands on and drive measurable results, including pipeline value, bid volume, research, analysis, and writing.
- A balanced skill base of analytical capability, creative intuitiveness, and common sense.
- Excellent oral and written communication skills at an executive briefing level.
- US Citizenship, Active TS//SCI++ with current BI within past 5 years.
Security Clearance: Top Secret/Sensitive Comp Info
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