Job Information
Akima Director, Business Development and Capture Management - EMERGING MARKETS GROUP in Herndon, Virginia
Overview
Work Where it Matters
Akima is not just another global enterprise and federal contractor. As an Alaska Native Corporation (ANC), our mission and purpose extend beyond our exciting federal projects as we support our shareholder communities in Alaska.
At Akima, the work you do every day makes a difference in the lives of our 15,000 Iñupiat shareholders, a group of Alaska natives from one of the most remote and harshest environments in the United States.
For our shareholders , Akima provides support and employment opportunities and contributes to the survival of a culture that has thrived above the Arctic Circle for more than 10,000 years.
For our government customers , Akimadelivers agile solutions in the core areas of facilities, maintenance, and repair; information technology; logistics; protective services; systems engineering; mission support; furniture, fixtures & equipment (FF&E); and construction.
As an Akima employee , you will be surrounded by a challenging, yet supportive work environment that is committed to innovation and diversity, two of our most important values. You will also have access to our comprehensive benefits and competitive pay in addition to growth opportunities and excellent retirement options.
Job Summary:
Akima is seeking a dynamic, innovative, experienced IT Business Development Executive in support of its Emerging Markets Group (EMG). Reporting to the Vice President of Business Development for EMG, the candidate will be responsible for formulating and executing strategy, developing and qualifying a pipeline to support the pursuit of new information technology and related business services, adhering to the Akima, LLC corporate policies and procedures. The candidate must have demonstrable experience generating new business opportunities and forming new business relationships, knowledge of the contractual requirements of the industry, and a track record of proven results. Responsibilities include full opportunity lifecycle management to include identification and qualification of opportunities, development and maintenance of the opportunity pipeline, development of customer-focused solutions, development and maintenance of customer relationships, and working with executive staff to obtain opportunity pursuit approvals. Additional responsibilities include supporting the development of strong proposals and driving revenues that exceed assigned revenue targets.
Responsibilities
Job Responsibilities:
Formulating and executing strategy, pipeline development, and other activities to win new business
Ensuring that Akima is viewed as a key partner across multiple markets, and helping position Akima favorably in the eyes of both the customer and teaming partners
Owning the development and execution of an account strategy and pipeline while making recommendations for modifications when necessary
Identifying opportunities with high Pwin potential, qualifying opportunities, and working with our capture and delivery teams to win
Leading teams to develop and deliver on a pipeline of opportunities that align with EMG’s growth market of IT Solutions and Technology Services such as DevSecOps, Cloud Engineering, Cybersecurity, AI, and Data Analytics
Overseeing the development and execution of customer call plans for opportunities, assessing the competitive landscape, and applying knowledge of leading competitors to foster the development and implementation of an effective and differentiated win strategy
Coaching others and providing business development advice to delivery leads as necessary
Aiding in the negotiation of teaming agreements, contracts, and proposal development
Developing and briefing bid/no-bid recommendations, pursuit and capture strategies for new business opportunities; and associated business cases for advancing opportunities that will grow the business base
Using strong client management skills, including the ability to develop and maintain lasting relationships with government and industry partners through daily interactions to gain valuable intelligence and insights and subsequently position Akima as a trusted partner to customers
Managing responses to government market research inquiries (e.g. RFIs, Sources Sought Notices, etc.), attend industry events and participate in thought leadership initiatives
Shaping acquisition strategies by leveraging client relationships, company capabilities and experience, partners, and contracting vehicles
Delivering presentations and communicating to internal and external audiences
Supporting the Capture Manager for large strategic bids ($50M to $200M+ in Total Contract Value) including the development of solutions and win strategies; developing and executing capture plans based on established internal processes and tools; and advancement of proposal readiness
Qualifications
Minimum Qualifications:
Bachelor’s degree required with a preference for IT, scientific, engineering or business discipline; advanced degree highly desired
10 years of government business development and capture management experience with demonstrated success developing a qualified new business pipeline and winning new business
Strong familiarity with federal acquisition regulations, policies, and contract vehicles strongly preferred
Demonstrated success in identifying, qualifying and helping organizations win contracts >$50M
Ability to identify key growth areas and develop new IT business aligned with the company's growth strategy and campaigns
Ability to lead interdisciplinary teams with varying levels of experience
Knowledge of Government contracting, current IT acquisition trends, and customer buying behaviors
Knowledge of competitors and the ability to model competitor behaviors in the market
Strong contract management, negotiation & influencing skills
Ability to present and communicate effectively at senior levels
Problem solving & decision making
Ability to manage multiple priorities in a fast-paced environment
Ability to manage customer relationships to maximize business opportunities
Ability to travel as business dictates
Posted Salary Range
180,000 - 200,000
Benefits Information
Regular - The company offers a comprehensive benefits program, including medical, dental, vision, life insurance, 401(k) and a range of other voluntary benefits. Paid Time Off (PTO) is offered to regular full-time and part-time employees.
We are an equal opportunity employer and comply with all applicable federal, state, and local fair employment practices laws. All applicants will receive consideration for employment, without regard to race, color, religion, creed, national origin, gender or gender-identity, age, marital status, sexual orientation, veteran status, disability, pregnancy or parental status, or any other basis prohibited by law. If you are an individual with a disability, or have known limitations related to pregnancy, childbirth, or related medical conditions, and would like to request a reasonable accommodation for any part of the employment process, please contact us at job-assist@akima.com or 571-353-7053 (information about job applications status is not available at this contact information).
Job: Sales, Business Development & Related
Travel: Yes, 25% of the time
Organization: Akima
Clearance: Able to Obtain Secret
Work Type: Remote
Remote: Yes
ReqID: 2024-12066