BlackSky

Senior Director, Capture

BlackSky

full-time

Posted on:

Location Type: Remote

Location: Virginia • Washington • United States

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Salary

💰 $200,000 - $220,000 per year

Job Level

Senior

About the role

  • Manage a dynamic, constantly evolving portfolio of bids and proposals and other strategic capture initiatives.
  • Assess opportunity viability and lead bid/no-bid recommendations based on fit, resources, and win probability.
  • Lead price-to-win strategies.
  • Cross functional lead in developing comprehensive capture plans, competitive assessments and price-to-win strategies and proposals that position BlackSky as the partner of choice for complex intelligence, defense, and commercial programs.
  • Collaborate with Business Development, Product, and Engineering teams to shape opportunities and solutions responsive to customer missions.
  • Lead highly visible priority pursuits activities across all phases of our business acquisition process opportunities >$200M.
  • Responsible for the development of a winning offer and solution (e.g., technical, management, past performance, cost/price).
  • Cross-functional partner on developing an overall solution strategy and approach, aligning customer’s objectives and requirements to generate value propositions and approaches to solve customer challenges.
  • Create, continuously refine, and lead execution of a capture process that aligns cross functional teams and ensures consistent, efficient, and high-quality pursuit execution.
  • Manage team of direct reports who oversee different aspects of the capture process, specifically bids and proposals, while partnering closely with other cross-functional teams (solutions, product, sales, legal, finance).
  • Oversee the design of capture processes and systems to enable transparent and scalable operations across the sales lifecycle.
  • Articulate all aspects of the win strategy, solution and business case including risk and mitigation plans during reviews with senior leadership.
  • Manage the proposal team and process, using best practices in proposal management (e.g. Shipley).
  • Other job-related duties as assigned.

Requirements

  • Bachelor’s degree in business, engineering, or related technical field; Master’s preferred.
  • At least 15 years of relevant experience in capture management to include a minimum of 8 years of full life cycle and proposal management experience preferably in the geospatial, ISR, aerospace, defense or analytics industries.
  • Proven record of leading and winning large, complex, multi-year pursuits (10M-100M) in US government or international markets.
  • Strong understanding of federal acquisition processes, contracting vehicles and procurement regulations (FAR/DFAR).
  • Exceptional business acumen and negotiation skills, with the ability to lead cross-functional teams under tight deadlines.
  • Familiarity with Shipley methodology or equivalent structured capture process.
  • Strong written and verbal communication skills, with proven ability to develop executive-level presentations and persuasive proposals.
  • Expert proficiency in Salesforce or similar CRM tools to manage pipelines, forecasts, and capture data.
  • Proven track record of teaming and developing mutually beneficial partner relationships with peers.
  • Ability to communicate issues, concerns, and problems in a solution-oriented manner and meet fast-paced hard deadlines with extended work hours.
  • Experience in development of successful negotiation of teaming agreements, competitive pricing strategies, and strategies around various contract types.
  • Active Top Secret clearance highly desired (or ability to obtain one).
Benefits
  • Medical, dental, vision, disability, group term life and AD&D, voluntary life and AD&D insurance
  • 15 days of PTO, 11 Company holidays, four Floating Holidays (pro-rated based on hire date), one day of paid volunteerism leave per year, parental leave and more
  • 401(k) pre-tax and Roth deferral options with employer match
  • Flexible Spending Accounts
  • Employee Stock Purchase Program
  • Employee Assistance and Travel Assistance Programs
  • Employer matching donations
  • Professional development
  • Mac or PC? Your choice!
  • Awesome swag
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
capture managementproposal managementprice-to-win strategiescompetitive assessmentssolution strategynegotiation strategiesfederal acquisition processescontracting vehiclesprocurement regulationsShipley methodology
Soft Skills
business acumennegotiation skillscross-functional leadershipwritten communicationverbal communicationteam collaborationproblem-solvingtime managementpresentation skillsrelationship building
Certifications
Bachelor’s degreeMaster’s degreeTop Secret clearance