Director of Business Capture
Posted on 9/18/2023

201-500 employees

Austin, TX, USA
Experience Level
Desired Skills
Market Research
Business & Strategy
  • Bachelor's degree in Electrical or Aerospace Engineering from an accredited university and minimum 12 years prior relevant experience. Advanced degree desired (MBA, MS)
  • Proven track record of successfully capturing and winning business opportunities in the areas of airborne and space-based communication systems
  • In-depth knowledge of space-based communication systems including phased array antennas and processing electronics solutions
  • Strategic thinking and analytical skills to identify and pursue business opportunities that align with company core business areas and company goals
  • Strong business acumen to develop and execute effective business capture strategies to drive revenue growth
  • Experienced in proposal pricing methodologies/tools and creating Basis of Estimating (BOE) to support labor and material bids
  • Understanding of proposal and gate review processes
  • Demonstrated experience in proposal development with multiple stakeholders and ensuring compliance against proposal evaluation criteria and requirements
  • Working knowledge of CAS, FAR and other Government Procurement regulations as they pertain to each proposal
  • Excellent communications and interpersonal skills with the ability to work across business areas, manage diverse tasks, requirements and commitments and interface successfully with numerous disciplines
  • Demonstrated complex problem resolution by leading a diverse team of engineers, technical writers, and graphic artists to achieve proposal capture success
  • Expert knowledge of competitive landscape with the ability to identify best practices and how to best utilize within the company
  • Program Management, EVMS or equivalent certification
  • Ability to obtain U.S. government issued security clearance. U.S. citizenship is required, as only U.S. citizens are eligible for a security clearance
  • Develop and execute comprehensive business capture strategy to identify, pursue, and win new business in the area of satellite communications with both commercial and Government opportunities
  • Build and maintain strong relationships with Government Agencies, industry partners, and potential customers to understand current needs and timelines to position the organization as a preferred provider for communication payloads
  • Conduct market research and competitive analysis to identify trends, customer needs, and areas for business expansion
  • Organizes and leads proposal teams to produce on-time, complete and compliant proposals that support efficient negotiations with the customer
  • Ensure win strategy, technical solution, win themes, discriminators, compliance, and clear understanding of the requirements are well-articulated and consistent throughout final proposal documents
  • Works closely with leadership to identify how each proposal activity supports and or augments our overall strategy
  • Support development of standard pricing and estimating tools to support program pursuits and bid decisions
  • Reviews pricing for accuracy and reasonableness, consistency and compliance of BOE's, and that the cost volume is responsive to each RFP's requirements
  • Responsible for preparation of required sign off packages and support of fact-finding, negotiation and post-award audit activities
  • Uses effective communication and leadership to ensure the team understands the return on investment, how their decisions affect the business opportunity
  • Works closely with the program managers during negotiations to provide justification for BOEs and construct counter offers
  • Creates and executes plans with ability to manage those initiatives throughout the full execution, including wide ranging, and in-depth experiences and agilities in large scale transition to production
  • Leads teams supporting proposal capture to program execution hand-offs; ensuring successful program start up with baselined technical requirements/performance, scope, deliverables, cost, and schedule