Business Development Manager

Job Summary

Aptive is seeking a Growth Manager with proven experience winning net new business in the federal civilian market. The Growth Manager will have overall responsibility for managing and supporting opportunities from identification and qualification through the capture phase, leading to proposal operations, and overseeing all capture operations to include scheduling, resource allocation and workload balancing, and staff support as needed.

This role requires the ability to support multiple, simultaneous opportunities in a collaborative environment and provide process leadership to capture strategic business opportunities. Capable of executing full life cycle business development, the Manager is fully responsible and accountable for all activities from identification through contract award and transition.

This hybrid position is located at Aptive headquarters in Old Town Alexandria, Virginia.

Primary Responsibilities

• Secure meetings and build relationships with federal government employees in key target agencies.
• Identify net new business opportunities through research, industry engagement and network building.
• Guide and Lead capture activities by actively collaborating with executives, management teams, internal business units, BD and sales personnel, partners, consultants, and subject matter experts to provide leadership, support, and overall direction to capture activities leading to bids and proposals (B&P).
• Translate win strategy into capture plan to include win themes, discriminators, competitive analysis, price-to-win and customer engagement plan
• Create sound business case and value proposition based on customer requirements
• Develop, update teaming strategies, including negotiation of teaming agreements through completion
• Create, modify, update strategies, approaches and plans that synthesizes information regarding the customer, competitor and the company's strengths and weaknesses
• Establish and maintain common operating procedures for capture governance that is 'right-sized' to the business needs and be responsible for maturing them as the company evolves/grows. Support the development and implementation of key business processes, artifacts, and templates for improved operations, participate in strategic planning, and contribute to advancement of SOPs.
• Work with proposal management to develop winning proposals, ensuring capture insights and win strategies are properly reflected in the final product
• Support other business development and sales professionals (e.g., qualification research, editorial support, volume management, review participation) when necessary, as part of a team-first capture and proposal organization.
• Work with Recruiting and HR to identify, recruit and retain qualified resources
• Interpret technical and management requirements of Federal Government solicitations (e.g., RFP/RFQs, RTEP/TOPRs, RFIs etc.)
• Conduct gap analysis to include capabilities, qualifications, technical and competitive

Minimum Qualifications

• Bachelor's degree in a related field.
• At least 7 years of experience in growth management in the federal space

• An understanding of technology services being deployed in the Federal Space to include customer and user experience, human centered design, deployment of low/no code platforms and data integration
• An understanding of and existing relationships within one or more federal civilian agencies, ideally Department of Transportation, Department of Energy.
• Ability to effectively qualify opportunities based on size, scope, strategy alignment and capability fit.
• Proven leadership skills in developing, organizing and executing significant capture activities, including building industry teams, assessing win probability and ensuring timely execution of customer call plans to win business with new and existing customers
• Knowledge of BD and capture management process including the development of Management, Technical and past performance approaches, cost volume management, teaming, pricing strategies and competitive assessments
• Proven ability to secure meetings with net new customers and build relationships with strategic teaming partners
• Ability to understand profit and loss calculations and basic business finance
• Ability to help formulate winning technical, management, past performance, cost and orals presentations strategies
• Familiarity with Federal contracting market frequently used resources and information sources to gain insights into potential opportunities
• Working knowledge of major federal contracting vehicle (e.g., GSA, OASIS, T4NG, STARS III, CIO-SP3/4 and other GWAC/IDIQ vehicles terms and conditions)
• Working knowledge of FAR and DFARs
• Legal Authorization to work in the U.S.

Desired Qualifications

• Excellent organizational skills with a high-level attention to detail and ability to carry out multiple tasks under tight deadlines
• Ability to coordinate with a project team, interact with senior-level executives and represent the client among internal and external stakeholders
• Ability to get up to speed quickly on complex issues; desire to work in a fast-paced, rapidly evolving environment
• Detail-oriented, analytical multitasker; capable self-starter with a drive to get all types of work done
• Ability to work effectively both independently and as part of a team
• Ability to coordinate and direct personnel, lead teams and work independently with minimal guidance or supervision
• Ability to adapt to various people and working styles under tight deadlines
• Exceptional verbal and written communication skills, including the ability to explain the rationale behind creative ideas to both clients and internal teams

Client Information

As a member of Aptive's growth team, you will play a key role facilitating and enabling Aptive's pursuit of qualified opportunities - aligned to corporate strategy - throughout the opportunity lifecycle. In this position, you will collaborate with Aptive experts and team members to support Federal opportunities throughout the opportunity lifecycle including transition to service delivery and execution. You will collaborate with both peers in the growth organization and account-based leadership teams to make tangible contributions to Aptive's growth.

About Aptive

Aptive is a modern federal consulting firm focused on human experience, digital services and business transformation. Our employees receive competitive compensation, along with company-paid health care and short-term disability plans. We also offer a 401K plan with company match, paid time off, flexible savings accounts, commuter benefits and company-sponsored professional education opportunities.

Our work inspires people, fuels change and makes an impact. Join our team to be part of positive change in your community and our nation.

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.