Capture Lead Director - Public Sector / Federal Civilian

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Job Category

Customer Success

Job Details

About Salesforce

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In this leadership role supporting the industry sectors, you will guide our sales and delivery leadership on how to work directly with senior federal customers, Salesforce partners, and federal acquisition personnel on how to shape services engagements that enable federal customers to achieve mission success on the Salesforce platform and extended family of products. In highly collaborative, multi-disciplinary teams, you will provide the leadership, coordination, prioritization, strategy, and management needed to prepare the winning bid.

The ideal candidate will bring:

• strong executive presence and presentation skills who can collaborate with teammates to align diverse customers on a common path forward,
• a creative and innovative, "let's build it" spirit to help develop some repeatable tools, plays, and other re-usable assets that can be demonstrated across the many sales teams in the public sector Operating Unit,
• in-depth knowledge of the federal services "cloud marketplace", federal government acquisition processes, and experience with the methods, pricing strategies, and partnering/teaming strategies that deeply impact win percentages and positive customer outcomes.

We believe the best capture managers are strategists who obsess over the creation of customer and business value and who will go above and beyond to ensure customer success.

Responsibilities:

• Identify and win executable business for Government clients through applying expertise across the business development life cycle, from opportunity qualification through strategic capture and proposal and development

• Lead capture (and assist as needed) for sophisticated and technical bids, including identifying and comprehending clients' requirements and buying patterns, developing enterprise solution options, and building a differentiated team that can deliver client impact through a winning bid

• Drive market-based competitive intelligence, market assessments, client assessments, and strategic planning efforts in support of growing specific client-based opportunity portfolios and pipeline

• Manage key stakeholder relationships (with customers, acquisition personnel, teaming partners, and cross-functional internal teams), keeping the business leadership team informed, and advancing strategic partnerships with clients and industry partners

• Coordinate and collaborate closely with internal seller and delivery teams, and operational support teams such as pricing, proposal, and contracts to refine strategies and capture activities

• Build institutional awareness, enablement for seller teams and operational support teams, and repeatable process, tools, and templates for supporting capture management across the public sector services organization

• Located in the Metro DC area

Qualifications:

• 10+ years of experience in leading and supporting very large deal capture and developing enterprise-level solutions for Federal Civilian clients, ranging in size from $10m-$250m+ multi-year contracts and contract vehicles

• 5+ years of experience with the direct management of enterprise cloud solutions and development capture efforts for U.S Government clients

• Required experience leading, constructing, and winning compliant and compelling captures in the federal marketplace (consider GWACS, large agency-specific contracts/IDIQs, as well as knowledge of Assisted Acquisition Service, FEDSIM, etc), familiarity with federal acquisition processes and rules, and working with cross-functional teams to drive compliance and compelling proposal submissions

• Experience with the successful execution of all phases of a large and multi-year capture effort, including strategic planning, teaming/partnership building, proposals, market, or driven and price-to-win analyses

• Ability to devise, communicate and lead multi-step and interdependent activities effectively to capture teams, partners, and external customers to ensure efficient execution of capture efforts

• Experience and executive presence in briefing senior executives and Government clients

• Experience with developing and maintaining effective long-term business relationships with clients and industry partners

• Demonstrated expertise in the business development life cycle and solution-selling methodologies

• Possession of excellent oral and written communication skills

• Experience with "cloud products" and the Software-as-a-Service (SaaS), Platform-as-a-Service (PaaS), and Infrastructure-as-a-Service (IaaS) is strongly preferred

• Bachelor's degree

• Ability to acquire/maintain a federal "public trust" security clearance or higher

• Metro DC area , occasional travel outside of the area (average less than 25%), variable

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