NTT DATA is seeking a Capture Manager to work as part of a collaborative team to strategize and coordinate opportunity pursuits in the government sector. The individual will report to the Vice President of Capture and will work closely with a team of sales, solution, and proposal development professionals to elevate NTT DATA's brand and solutions above the competition to win new business or retain incumbent business. At NTT DATA we know that with the right people on board, anything is possible. The quality, integrity, and commitment of our employees have been key factors in our company's growth and market presence. By hiring the best people and helping them grow both professionally and personally, we ensure a bright future for NTT DATA and our employees. This role is based in McLean, VA.
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Responsibilities include:
- Works closely with the BD and Business Unit to understand the scope of the pursuit and contract in order to provide requisite analysis/information and strategic recommendations to the pursuit and account teams in support of a win
- Responsible for identifying and assembling all required resources/skills to develop proposal, pursue and win large deals
- Leads and coordinates all pursuit team efforts and assists in opportunity qualification and risk assessment.
- Responsible for validating/endorsing the technical solution. Works with delivery to ensure the solution design can be properly delivered.
- Leads pursuit team in developing and substantiating a winning value proposition that meets the needs of the customer, including analyzing critical business drivers and risks.
- Supports the end-to-end capture and contracting process including support to CR's / DR's BAFO and contract negotiations, delivery integration, change management, governance activities
- Collaborate with Sales Management to create targeted plan of tactical sales and strategic marketing activities needed to increase account performance within identified growth potential accounts.
- Customer relationship development/expansion
- Messaging, communications and activities for optimizing win probability
- Technical solution identification
- Partnership/teaming relationships
- Win theme creation
- Bids & proposals contribution
Market/Scope
- State, Local & Education (SLED); possibly some Federal Civilian
- Assess and quantify risk for major, high-stakes projects and programs.
- Make decisions on teaming and program staffing resource planning.
- Frequently represents the organization to other businesses within the company and to external customers/clients.
- Acts as subject matter expert providing direction and guidance to process improvements and establishing capture and proposal policies.
- Frequently contributes to the development of new ideas and methods.
Knowledge and Skills Required:
- Business/financial understanding and expertise.
- Acts as a Strategic Partner, Trusted Advisor.
- Strong organizational, facilitation and leadership skills
- Familiarity with project management methodologies.
- Leadership skills in directing pursuit and/or delivery teams.
- Highly developed consultative approach, solution selling and business development skills.
- Can act as an executive sponsor for a project.
- Business and customer-oriented team player with ability to form alliances across organizational boundaries.
- Proven program management skills and able to demonstrate leadership capabilities.
- Strong influencing and communication skills at a Senior Management level.
- Ability to cope with very high peak workloads, occasional travel, short deadlines and significant pressure.
- Ability to lead matrixed resources in distributed geographies and time zones
Basic Qualifications:
- Bachelor's degree
- 10 + years in Capture Management with proven process understanding and successful win rate for SLED clients
- 10 + years of experience in Business Development including, building a winning team, knowing how to develop a win strategy, support PTW, supporting tech strategy development, and delivering differentiated bids that are technically outstanding
- Track record of winning single-award deals in SLED within the past 5 years
- Based in the DC Metro Area (onsite 2-3 days a week max)
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About NTT DATA
NTT DATA is a $30 billion trusted global innovator of business and technology services. We serve 75% of the Fortune Global 100 and are committed to helping clients innovate, optimize and transform for long term success. As a Global Top Employer, we have diverse experts in more than 50 countries and a robust partner ecosystem of established and start-up companies. Our services include business and technology consulting, data and artificial intelligence, industry solutions, as well as the development, implementation and management of applications, infrastructure and connectivity. We are one of the leading providers of digital and AI infrastructure in the world. NTT DATA is a part of NTT Group, which invests over $3.6 billion each year in R&D to help organizations and society move confidently and sustainably into the digital future. Visit us at us.nttdata.com
NTT DATA is an equal opportunity employer and considers all applicants without regarding to race, color, religion, citizenship, national origin, ancestry, age, sex, sexual orientation, gender identity, genetic information, physical or mental disability, veteran or marital status, or any other characteristic protected by law. We are committed to creating a diverse and inclusive environment for all employees. If you need assistance or an accommodation due to a disability, please inform your recruiter so that we may connect you with the appropriate team.
Nearest Major Market: Washington DC
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