Full-Time

Federal Capture Manager

Appian

Appian

1,001-5,000 employees

Low-code development platform for companies

Data & Analytics
Government & Public Sector
Fintech
AI & Machine Learning

Senior

McLean, VA, USA

Required Skills
Sales
Communications
Management
Requirements
  • 5+ years directly related experience.
  • Experience closing deals over $10M in annual revenue in the Unrestricted Federal Civilian IT Technology and Services space.
  • Analytical skills relating to business development and capture management.
  • Communication skills to support working relationships, customer interaction, and to make formal presentations to senior decision makers.
  • Experience in analyzing and selecting teaming partners and negotiating sound teaming agreements.
  • Established relationships with Department of Defense government customers in leadership/ thought leadership roles, small and large players in federal IT services contracting, and appropriate government organizations.
  • Demonstrate knowledge of US government procurement practices.
  • Thorough knowledge of the entirety of Business Development/ program Capture lifecycle and a Shipley-type approach.
Responsibilities
  • Identify a portfolio of potential programs to be considered by Public Sector Management as Strategic Capture Opportunities
  • Develop, improve and progress the capture plan for a defined set of strategic opportunities. Identify the Capture team and stakeholders in coordination with Business Development, Solutions, Sales and, Consulting and Operations leadership
  • Ensure timely development of final win themes, win strategies, value propositions, and differentiators
  • Ensure price to win (PTW) analysis is conducted and the PTW target is established
  • Work with all areas of the company required to resource and support the technical and management solutions
  • Share overall responsibility with Account Executive for winning the opportunity
  • Support the Proposal Manager and Solutions team, as required, including developing the first draft of the requirements driven outline, contributing to proposal reviews and development, and providing overall guidance to the team
  • Assess and continually update competitor capabilities, performs analysis of competitor strengths, weakness, opportunities, and threats (SWOT), and conducts team gap analysis
  • Work with Business developer to establish the team, including subcontractors and complete teaming arrangements (the Contracts department is responsible for preparing TAs and for maintaining official contact with subcontractors and prime contractors and executing all TAs)
  • Establish meaningful teaming selection criteria and justification
  • Negotiate team share and work lanes
  • Prepares teaming/consultant justifications and works with Contracts
  • Schedule and facilitate team status meetings (capture meetings)
  • Develop expectations for moving forward to include anticipated activity schedule, key milestones, and anticipated challenges
  • Identify potential capture risks, as well as, develops avoidance and alternate risk mitigation strategies
  • Lead the development of team capture strategies, win themes, executive summaries and discriminators. Prepares teaming gap analysis
  • Conduct post-RFP reviews for all business opportunity capture participants to document lessons learned and identifies necessary adjustments to capture technique, strategy, and actions
  • Coordinate proposal and RFI resourcing with Solutions, Operations, etc.

Appian's mission is to become the unified platform for change. The company accelerates customers' businesses by discovering, designing, and automating their most important processes.

Company Stage

Series A

Total Funding

$47.5M

Headquarters

Tysons, Virginia

Founded

1999

Growth & Insights
Headcount

6 month growth

2%

1 year growth

5%

2 year growth

28%

Benefits

Private Health Insurance

Comprehensive Global Wellness Program

Fully-covered Global Milk Stork Benefit

Global Wellness Reimbursement

Quarterly Awards and Recognition

Employee Stock Purchase Plan

401(k) or Pension Plans with Employer Matching

Company Paid Life Insurance and Disability

Employee Assistance Program

Global Parental Leave

Charitable Giving Program

Paid Time-Off and Paid Holidays

Tuition reimbursement for job-related continuing education

Professional Development Courses