Department of Veteran Affairs (VA) Account Manager

Role Overview: The VA Account Manager will report to the SVP of Growth and is responsible working across the enterprise to manage opportunity identification, qualification, capture and proposal activities of a multi-billion dollar professional services/solutions pipeline, specifically the Department of Veteran Affairs. This individual will play a key role in working with Capture Managers on large-scale captures efforts to ensure that all aspects of capture to include win strategy, engagement, shaping, solutioning, teaming, and proposal readiness are timely, high quality, and differentiated to increase overall PWIN.

As a Business Development leader, you are expected to thrive in an environment where you are responsible for the management and execution of the full BD life cycle process across multiple simultaneous pursuits and proposals in a high-paced environment. You will be accountable for the BD performance of the organization including Awards, Pipeline Growth, Customer Relationship Management, business strategy development, and management of annual New Business Funds. You will build and maintain a healthy pipeline of opportunities and execute cost-effective win strategies to achieve annual financial objectives. The successful candidate will demonstrate the ability to strategize, define, implement and execute strategic campaigns to drive growth.

Responsibilities:

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• Responsible for developing, maintaining, and executing capture strategies and detailed capture plans
• Participate in business planning activities to include weekly pipeline and gate reviews, operating plan development, bid agenda development, opportunity gate reviews, win theme and discriminator solution sessions, and proposal development/review
• Maintain customer and industry relationships in pursuit of new business. Ensure collaboration between program and stakeholders
• Ability to work closely with the assigned Capture Pursuit Team(s), lead efforts from qualification to award, managing the Capture Pursuit Team to successful contract bids and wins, contacting existing and new clients and partners, and providing guidance for and external teaming decisions for pursuit
• Capable of leading, supporting, and coordinating solutions development (with SME support) for assigned opportunities, and the development of overall solutions for proposal responses, written content, data and model visions, roadmap, and implementation strategy.
• Articulate and be able to write win-themes and capture challenges, lessons learned, technical approach (how-to), benefits of the solution, and critical success factors
• Managing relationships with partners and corporate staff for proposed solution development

• Bachelor’s degree with minimum of 5-10 years of direct business development and capture management experience
• Verifiable record of winning new business opportunities of $10M+ and a pipeline over $100M+
• Successful experience developing technical teams to respond to proposals across multiple acquisition mediums (orals, technical challenges, and coding exercises)
• Experience building teams, capturing, winning, and executing programs in the VA.
• Organized, aggressive, highly skilled professional, knowledgeable in government contracting with excellent leadership and collaboration skills
• Ability to contribute, write, and review technical proposals
• Collaborate with the business development function to facilitate external teaming arrangements and team partner roles to include identifying, selecting, and recruiting teammates, subcontractors, and suppliers
• Lead gap analysis, competitive assessments, discussions around key win themes / critical success factors, price to win, and overall win strategy / value proposition
• Excellent communications skills
• Experience marketing capabilities to VA and other Federal Health customers
• Experience in business growth from opportunity identification and development to long-term strategy development
• Excellent interpersonal skills and ability to gain support and establish working relationships with Program/Project Managers, Technical Leads, SMEs, peers, and staff
• Demonstrated skills in opportunity qualification, capture strategy, customer visits, customer relationship development, and team leadership
• Basic understanding of competitive pricing strategies and associated cost proposal materials
• Excellent written and verbal communication skills with outstanding interpersonal and negotiation skills

Professional Certification(s):

N/A

Formal Education:

Bachelor Degree

Years of Professional Experience:

5-10 years

Customer contacts and agency opportunity pipeline

Professional Certification(s):

N/A

Formal Education:

Bachelors in a technical discipline
MBA

Years of Professional Experience:

20+ years

• Ability to safely and successfully perform the essential job functions consistent with the ADA, FMLA, and other federal, state and local standards, including meeting qualitative and/or quantitative productivity standards
• Ability to maintain regular, punctual attendance consistent with the ADA, FMLA and other federal, state, local, and organizational standards
• Must be able to talk, listen and speak clearly on the telephone
• Expert-level command of the English language