Director of Federal Growth & Capture

Position Overview:

JMA Resources is seeking a highly motivated Director of Federal Growth & Capture to join our team. In this key leadership role, you will drive our business development and capture strategies within the federal government sector. You will work to identify, qualify, and secure new federal contract opportunities, building strong relationships with government agencies and industry partners. Your efforts will play a crucial role in expanding our footprint in the federal market and contributing to the long-term success of the company.

Supervisory Responsibilities:

• Manage a high-performing team, providing directions, feedback, and development opportunities to ensure alignment with company objectives and support professional growth.
• Oversee timesheet approval and time-off requests, ensuring proper resource allocation and team coordination.
• Participate in the hiring process, evaluating candidates and making hiring recommendations.
• Ensure the team adheres to company policies and maintains high standards of work quality.

Responsibilities:

• Federal Growth & Business Development:
  • Develop and execute a federal growth strategy to expand the company’s footprint within targeted agencies and contract vehicles.
  • Identify and qualify new federal business opportunities, ensuring alignment with company capabilities and strategic priorities.
  • Maintain a strong pipeline of federal contracts, IDIQs, GWACs, and task orders, ensuring sustained revenue growth.
  • Lead engagement with DoD, civilian, and intelligence agencies, establishing long-term relationships with key government stakeholders.
  • Stay informed on federal budget trends, procurement forecasts, and emerging opportunities to drive business expansion.
•  Capture Management & Pursuit Strategy:
  • Lead the capture lifecycle, from opportunity identification through bid strategy, proposal development, and contract award.
  • Develop and execute capture plans, including competitive analysis, customer engagement strategies, and win themes.
  • Manage the bid/no-bid process, ensuring resources are allocated to high-value, winnable opportunities.
  • Conduct market and competitive intelligence research to position the company favorably in the procurement process.
  • Lead teaming strategies, identifying and securing partnerships with primes, subcontractors, and small businesses as needed.
• Proposal & Contract Development:
  • Oversee proposal strategy, development, and execution, ensuring compliance with RFP, RFQ, and RFI requirements.
  • Work closely with proposal teams, solution architects, and SMEs to develop compelling, customer-focused solutions.
  • Ensure all capture and proposal efforts comply with FAR, DFARS, and other federal acquisition regulations.
  • Lead color team reviews, ensuring high-quality proposal submissions and competitive position.
• Client and Partner Engagement:
  • Develop and maintain relationships with key government stakeholders and industry partners to enhance bsuiness opportunities.
  • Represent the compnay at government and indistry events, conferences, and networking forums.
  • Establish and nurture strategic alliances to enhance competitive positioning for federal contracts.
  • Work with the Client Success Manager on engagements with government clients, understanding their mission needs and procurement challenges.
• Leadership and Internal Collaboration:
  • Work cross-functionally with delivery, internal operations, fianace and executive leadership to align business development efforts with corporate objectives.
  • Provide guidence on pricing strategies, contract negociations, and risk management related to federal pursuits.
  • Mentor and develop junior business development, capture professionals and proposal teams, fostering a high performance culture. 
  • Report regularly to leadership on pipeline development, capture progress, and revenue growth metrics.
• Other Responsibilities:
  • Carry out any other related activities as required, ensuring flexibility and adaptability in meeting the evolving needs of the company. 

Clearance Level:

• N/A for this position.

Required Experience:

• 8-10 years of experience in federal business development, capture management, and proposal developme
• Proven track record of winning federal contracts in the Department of Defense, civilian, or intelligence sectors. 
• Strong knowledge of federal procurement processes, acquisition vehicles, and compliance requirements (e.g., FAR, DFARS, GSA, IDIQs, GWACSs). 
• Experience leading full capture lifecycles, from early positioning to post-award activities.

Qualifications:

• A bachelor’s degree in Business, Government Affairs, Public Policy, or a related field is preferred, but we value equivalent experience and skills from various backgrounds just as much.
• Proven ability to drive capture efforts for high-value federal contracts, from identification to contract award.
• Strong understanding of federal agencies, procurement trends, and key competitors to effectively position the company in the federal marketplace.
•  Expertise in developing winning proposals and aligning responses with federal agency needs and requirements.
• Strong understanding of contract structures, pricing strategies, and competitive federal bidding processes.
• Proven ability to build and maintain long-term relationships with government clients and industry partners, ensuring business development success.
• Experience leading and mentoring business development teams, fostering a collaborative, high-performance culture.
• Ability to analyze pipeline metrics, adjust strategies, and continuously drive improvement based on data-driven insights.
• Excellent verbal and written communication skills.
• Proven ability to work collaboratively in cross-functional teams and manage stakeholder relationships.

Required Certifications:

• APMP (Association of Proposed Management Professionals), Shipley Capture Management, or similar industry certifications preferred.

Location & Commitments:

• Position: Full Time
• Work Arrangement: Hybrid – Employees are encouraged to work from the office two to three days a week, enjoying the flexibility to work remotely on the other days, depending on project needs and personal preference.
• Travel Requirements: May be required for meetings and conferences.
• Work Hours: A typical workday consists of eight hours, totaling a forty-hour workweek. We understand that there may be times when employees will need to adjust their work hours due to client needs or personal reasons. To help balance these demands, we offer some flexibility in work schedules.

What We Offer:

• Competitive salary and discretionary performance-based bonuses.
• Comprehensive health benefits, including medical, dental, and vision insurance.
• Flexible Paid Time Off (PTO) and holidays to help you maintain a healthy work-life balance.
• Opportunities for professional development and continued learning.
• Hybrid/remote work arrangement with flexible hours.
• 401(k) retirement plan with company match.
• Employee recognition programs and company events.

Creating an Environment of Respect and Opportunity: 

At JMA Resources, we value diverse paths to expertise and welcome candidates from all backgrounds. Your qualifications may come from a variety of experiences, including formal education, certifications, professional development, mentorship, hands-on work, or a unique combination of these. We encourage you to share the distinctive journey that has prepared you for this role during your interviews.

JMA Resources is an equal opportunity employer committed to achieving a diverse workforce with an environment free of discrimination and harassment. All aspects of employment, including recruitment, hiring, promotions, transfers, discipline, terminations, wage and salary administration, benefits, and training, are based on business needs, job requirements, and individual qualifications, without regard to race, age, color, physical or mental disability, religion, gender, sexual orientation, gender identity/expression, marital status, national origin, political affiliation or protected veteran status. 

At JMA Resources, we are dedicated to fostering an inclusive environment for all qualified individuals. We provide reasonable accommodations to persons with disabilities to ensure equal access throughout the application and hiring process. If you need assistance or require an accommodation, please reach out to Amy Foy, VP of Employee Experience, at afoy@jmares.com.  

JMA Resources participates in E-Verify to confirm the identity and employment eligibility of all newly hired employees.