JST

Overview

JST is looking for an experienced, BD/Capture Director for our Defense and Intelligence Community Accounts with an emphasis on the USAF. BD/Capture Director is a key role within our Growth team. They will contribute high growth in their assigned accounts by using relationships and insight to identify, capture and win new work.

BD Director will collaborate across JST's Operational Teams, Solutions/Technical Team, Bid and Proposal organization, and Marketing to build, manage, and win a healthy pipeline of new business opportunities. They develop the account strategy and the detailed roadmap that achieves company goals.

The successful candidate will have several years of $500M to $1B pipeline management experience. They will demonstrate leadership winning opportunities, and specifically leading capture of and winning opportunities between $10 and $100M. They will have strong, current relationships at the agencies assigned and be able to rapidly identify and obtain new contacts.

Expectations for Director or BD/Capture Position

Know and Grow your assigned accounts

  • Identify, qualify, and lead new Business Development in assigned accounts
  • Develop detailed and actionable account plans that achieve corporate growth targets
  • Meet with potential government customers, industry partners, and internal team members and inform about JST's capabilities and strengths
  • Continuously monitor the market to keep track of competitor developments and their impact on market share
  • Participate and lead in your customer and partner markets and present JST as a leader in the business community at industry and client events
  • Maintain and expand productive relationships with Government decision-makers, project and program managers, and contracting officers

Follow and Advocate JST's BD/Capture/Proposal Process

  • Participate in business planning, pipeline reviews, solution development, pricing, gate reviews, color team reviews, win theme development, as well as providing proposal writing and reviews as required
  • Develop and execute strategic and tactical capture plans for the pursuit and successful capture of key opportunities
  • Negotiate effective non-disclosure and teaming agreements for review and approval
  • Participate as a key resource for Sources Sought, Request for Information (RFIs), and Request for Proposal or Quote (RFP/RFQ) responses in conjunction with JST's Bid and Proposal Team
  • For each opportunity, develop and execute a capture plan to drive it to a win
  • Build and execute a complete call plan that includes customer, competitor, and teammate engagement
  • Maintain Pipeline of opportunities, records up to date, major milestone tracking in our opportunity tracking tool, Salesforce
  • Present at bid decisions or capture reviews, develop cost strategies

Collaborate across the organization

  • Meet regularly with the delivery team to identify account challenges and help them find and win organic growth through mods, increased scope, and innovation
  • Lead and manage a capture team and maximize customer engagement and interaction
  • Work with Marketing on visibility and outreach to the target communities
  • Coordinate with Operations (Pricing, Solutions and Technical Teams, Capture Operations

Education and Experience

  • Bachelor's Degree in a technical or business-related discipline.
  • 8+ years of experience working in the Federal Government Contracting community
  • 6+ years working with Air Force accounts in a BD role
  • 4+ years of experience in Business Development, Capture Management, and/or Program Management/Administration

Requirements and Qualifications

  • Strong DoD and IC account development and management experience with demonstrated sales performance of $25M/year, with strong preference for $75M/year+
  • Demonstrated understanding of a Department of Defense and Intelligence Agencies organization, priorities, and strategic direction is essential
  • Knowledge of the USAF acquisition process, contract vehicles, and relationships with other USAF prime contractors
  • Recent relationships and experience working with leaders of Department of Defense and Intelligence Agencies
  • Proven experience identifying and capturing new Defense and IC business, including leveraging relationships, developing effective teaming and win strategies
  • Successful track record capturing high value opportunities in the Full & Open market
  • Working knowledge of trending Technology concepts and solutions
  • Proven performance in opening new accounts and expanding business
  • Excellent communication skills and strong interpersonal skills, working well within the company and externally across multiple customer and industry communities
  • Working knowledge of GSA BICs and other GWAC vehicles and how to use
  • Working knowledge of FAR and DFARs
  • Experience building broad pipeline across full lifecycle valued at $500-$1B
  • Proven ability to negotiate, draft, and execute effective agreements to build the winning team
  • Ability to use automated tools such as Microsoft Office to present ideas, information, and reports
  • Experience using a mainstream customer relationship management tool, like Salesforce, to track all opportunities and manage activities to sustain a healthy pipeline
  • Active TS Clearance preferred but not required
  • Occasional overtime and travel may be required

About Joint Strategic Technologies (JST)

No objective is beyond reach! Joint Strategic Technologies (JST) enables successful mission outcomes from the back office to the battlefield. Our team includes leading experts from military, government and the private sector, all working together to help federal customers make a difference. Our goal is to Elevate the Impact that our employees have on our customers and treat every employee as a valued member of our team. JST empowers employees to make decisions and take action, thus improving overall organizational growth and employee development.

Culture isn't something you talk about. It's something you do. JST is committed to creating a positive environment 'that reaches beyond work and careers' to support every employee's professional and personal objectives. JST values the well-being of every employee and encourages healthy lifestyles, family activities and community involvement.

JST is a proud equal opportunity employer. All qualified applicants will be considered for employment without attention to age, race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status. JST will not tolerate discrimination or harassment.

JST
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