Senior Manager Capture and Business Development, Defense

Job Summary

Aptive Resources is seeking an experienced Federal growth professional with proven experience winning large-scale professional services opportunities at the Department of Defense. This role is highly visible and requires a strategic leader who will represent Aptive to senior government customers. The ideal candidate will have a broad network of industry and customer relationships and expertise in advanced capture processes. The position will report to the Human Experience Growth Leader and will be responsible for growth in Aptive’s healthcare, consulting, and communications practices.

Primary Responsibilities

• Collaborating with business unit and capability leads to develop a comprehensive, actionable account plans for target agencies and components
• Identifying, qualifying, shaping and closing a portfolio of opportunities that support the account plan, Aptive capabilities, strategic and financial objectives
• Developing a win strategy for all qualified opportunities
• Providing full-lifecycle deal leadership and working collaboratively with senior and executive leadership, solution architects, account and client delivery representatives, pricing, proposal management, teaming partners and others.
• Leading customer requirement(s) shaping strategy, requirement(s) interpretation and solution generation.
• Leading partnering / teaming strategy and engagement with the team throughout the business development, capture, proposal lifecycles and transition to client delivery.
• Demonstrating knowledge of agency acquisition practices, as well as the competitive landscape.
• Working collaboratively with corporate resources to support opportunity development including marketing, contracts, recruiting, solution architects, proposals and pricing.
• Presenting regular status on portfolio of opportunities to senior and executive leadership to share deal progress and advancement through the opportunity lifecycle; identifies challenges with potential mitigations.
• Demonstrating deep understanding and experience with federal contracting as a prime contractor, as a sub-contractor, as part of a joint venture, in the full and open environment and small business environment.
• Auditing your pipeline to ensure opportunities don't stall at any stage of the lifecycle.
• Cultivating and maintaining new customer and partner relationships.
• Developing a 12-36 month pipeline with both close-in and multi-year opportunities.

Minimum Qualifications

• 7 years of experience in federal growth at lest 4 years of which is focused on DoD
• Exceptional verbal and written communication skills, ability to professionally represent Aptive in front of clients, partners, and senior/executive Aptive leaders to advance opportunities 
• Strong relationships with DoD government employees and vendors

Desired Qualifications

• Experience with joint ventures (JVs), Small Business Innovation Research (SBIRs), and Other Transaction Authority (OTAs) 
• Experience winning contracts that include marketing, communications, customer experience, business management consulting, and other non-IT professional services
• Experience utilizing process automation and AI in the business development lifecycle

About Aptive

Aptive is a management consulting firm based in Alexandria, Virginia. With more than 500 employees across the U.S., we primarily support the federal government – more than a dozen agencies like Veterans Affairs, Transportation, Defense, Library of Commerce, Customs and Border Protection and the National Science Foundation. Our work focuses on applying creativity, technology and human-centered services to improve performance, bridge divides and elevate the lives of millions of people who count on government. services every day. 

EEO Statement

Aptive is an equal opportunity employer. We consider all qualified applicants for employment without regard to race, color, national origin, religion, creed, sex, sexual orientation, gender identity, marital status, parental status, veteran status, age, disability, or any other protected class.

Veterans, members of the Reserve and National Guard, and transitioning active-duty service members are highly encouraged to apply.