Strategic Sales Manager jobs in Gaithersburg, MD

Brief Overview of Position:

Strategic Operational Solutions, Inc. (STOPSO) is actively seeking an exceptional Strategic Capture Manager with a demonstrated track record of success in capturing new business within the Department of Defense (DoD) and Federal/Civilian Sector markets. This position plays a pivotal role in driving the growth of our business by capturing new opportunities that align with STOPSO's growth strategy. Your primary responsibility will be to develop and execute comprehensive capture plans and strategies, ensuring the highest probability of win (PWin) across qualified opportunities, and ensuring proposal artifacts reflect the solution, strategy, and unique customer needs are aligned to the evaluation criteria for high-scoring proposal submissions. This will involve taking ownership of assigned pipeline efforts from opportunity pursuit to pre-award activities, driving solution maturation throughout the capture management process.

By joining our Strategic Capture and Proposals team, you will have a direct impact on STOPSO's continued expansion. This role demands a high degree of networking ability, as you'll be engaging in face-to-face interactions with clients and colleagues alike, and nurturing relationships within the industry. The ideal candidate will bring rigor and experience in crafting mature capture plans, call plans, solutions, and partnerships to enhance overall probability of win (PWin).

This position offers the opportunity for a hybrid work environment where the work is predominantly remote with some on-site customer and/or teammate engagements.

Position Duties and Tasks:

• Develop comprehensive capture plans and strategies for targeted opportunities. This includes analyzing customer needs, competitive landscape, developing a value proposition, crafting win themes, supporting in key personnel identification, and potential teaming arrangements
• Gather, assess, and validate customer requirements to create a targeted, differentiated win strategy. Develop and execute customer engagement plans to reinforce win strategy and shape deals
• Analyze customer and program priorities based on capture efforts to extract key insights and aid in the formulation of win themes, distinctive features, and compelling benefits tailored to customer needs
• Gather opportunity and program intelligence to assess competition, evaluating strengths, and threats to differentiate against competitors
• Build and maintain relationships with key stakeholders, including customers, partners, and internal teams. Facilitate collaboration and communication to ensure alignment throughout the capture and proposal process
• Collaborate with subject matter experts and technical teams to develop innovative solutions that address customer requirements in line with evaluation criteria requirements and differentiate the organization from competitors
• Identify and mitigate risks associated with the opportunity, including technical, financial, and competitive risks. Develop contingency plans to address potential challenges
• In collaboration with the pricing team, support price-to-win analysis to inform pricing strategy and maximize the organization's competitive position while maintaining profitability
• Support contract negotiations with customers, partners, and subcontractors to secure favorable terms and conditions for the organization
• Perform an overall assessment of proposal artifacts to ensure strengths map back to the evaluation criteria and win strategies are resonating consistently across sections/volumes
• Conduct and participate with internal gate briefings, pricing, teaming, and capture reviews; proposal reviews, lead and document lessons learned. Facilitate strategy, solutions, and storyboard sessions
• Identify risks and develop mitigation plans; escalate issues for timely resolution
• Resolve challenges/issues/needs urgently and efficiently
• Efficiently collaborate with internal and external stakeholders, maintaining proactive communication through various tools such as MS Teams, SharePoint, email, and phone calls
• Support in writing non-technical sections, such as Management Plans, Transition, and Staffing Approaches in partnership with internal stakeholders
• Continuously evaluate and improve the organization's capture process, tools, and methodologies to enhance effectiveness and efficiency

Required Experience, Skills, and Qualifications:

• Bachelor's degree in Management, Business, Finance, Communications, or technical discipline (additional years of experience may be considered in lieu of a degree)
• Six or more years of demonstrable success leading and winning captures valued over $50M single-award deals in the federal marketspace in a capture manager role
• Deep knowledge of the business development lifecycle and Shipley processes
• Deep knowledge of federal procurement acquisition process, contract types (i.e., non-IDIQ, IDIQ - single or multiple award contracts), as well as payment types (e.g., FFP, T&M, cost plus)
• Demonstrated ability to work efficiently and successfully under conditions of multiple efforts, deadlines, and changing priorities
• Experienced using and leveraging various contract vehicles and an expert at research and analysis
• Strong presenter capability and effective written and verbal communication skills
• Possess strong leadership skills and competencies
• Experience in facilitating strategy, solutions, and storyboard sessions
• Advanced proficiency in Microsoft Word, PowerPoint, Excel, and SharePoint
• Excellent work ethic, time management, and organizational skills
• Ability to work extended hours and/or weekends to meet internal/external deadlines
• Must be a U.S. Citizen
• Travel: Up to 25%

Desired Experience, Skills, and Qualifications:

• Advanced degree in Management, Business, Finance, Communications, or technical discipline
• An active APMP member
• APMP Capture Practitioner