Capture and Account Manager

Summary

Join Cambridge International Systems, Inc. as a full-time, remote Capture and Account Manager. This role focuses on winning and growing strategic programs across multiple mission areas, requiring some travel. You will identify and build opportunities, manage accounts, and develop strategies for business expansion within the DoD and other government agencies. Success requires proven capture experience, strong communication skills, and a deep understanding of the government marketplace. A DoD Secret security clearance and relevant experience are mandatory. Cambridge offers a comprehensive benefits package including medical, dental, vision, life insurance, 401k matching, paid time off, and more.

Requirements

• Possess an active DoD Secret security clearance
• Bachelor's Degree (or equivalent) with 10-12 years of experience or a Master's Degree (or equivalent) with 8-10 years of experience
• Track record of successfully managing multiple accounts/programs and capturing/retaining business
• Understanding of the DoD market sector and acquisition process, demonstrated achievement in multiple DoD customer domains
• Excellent written, interpersonal, and communication skills; ability to write executive summaries, cover letters, and other technical and non-technical proposal sections
• Ability and desire to take-on new challenges and highly technical pursuits for new work

Responsibilities

• Develop current accounts of major significance and establish long-term strategic plans for retaining and growing these accounts
• Build new accounts and win new opportunities
• Develop and nurture key business relationships in the Government marketplace, with a primary responsibility for identifying and developing opportunities for business expansion
• Support the development of customer or market penetration strategies and individual opportunity win strategies, campaign plans, and partnering strategies
• Gather market and competitor information to identify business trends, forecast demand and support preparation of the annual budget
• Conduct reviews on accounts on regular basis to evaluate clients’ demands and usage of account; determine types of services/products and prices/fees satisfying the clients’ needs as well as the organization’s objectives
• Attend strategic networking engagements and industry days as a representative of Cambridge, both in person and virtually
• Communicate progress at all stages—writing and disseminating trip reports, research briefings and delivering comprehensive gate reviews presentations using Cambridge tools and processes
• Perform detailed analysis of RFP/RFQ/RFI documents to assess requirements and develop compelling proposal narratives and pricing strategies that demonstrate our value proposition
• Support opportunity schedule development and capture approach for successful delivery of strategic programs
• Understand competitor capabilities; devise plans to position the company to be successful in pursuits aligned with our capabilities
• Apply strong facilitation, leadership, and communication skills to lead capture through the entire pursuit lifecycle
• Develop compelling opportunity teaming and partnership approaches that increase P-Win and allow the company to achieve the most favorable financial, contractual, and quality outcomes
• Use first-hand knowledge of customer mission experiences to gain customer intimacy and develop relationship and requirements understanding for improved account management
• Contribute to pipeline development by identifying and qualifying opportunities, and support proposal development, while adhering to Cambridge’s processes
• Develop and maintain well-coordinated internal relationships with key decision makers within the organization and work collaboratively and positively with all levels of the Cambridge team
• Coordinate with the Cambridge Proposal Operations team to help maintain the collaborative and team-oriented environment that currently exists
• Maintain extensive and up-to-date knowledge of current developments in the Government marketplace in order to assess the position of company and determine how to improve it
• Apply this expertise to ensure the business development strategy is implemented; to make recommendations for change or modification to strategy; and to support or lead teams in order to develop and deliver whitepapers, demonstrations, proposals and other internally developed products used to identify, qualify and capture new business

Preferred Qualifications

• Prior military service; US Air Force (USAF) preferred
• Technical background; cybersecurity expertise preferred, particularly incident response, security engineering, or assessment and authorization
• International business experience
• Knowledge of and familiarity with Shipley BD/Capture/Proposal process
• GovWin/GovTribe experience
• Experience with Customer Relationship Management (CRM) software

Benefits

• Medical, dental, vision, Life/AD&D/STD/LTD insurance
• 401(k) matching and immediate vesting
• Paid time off and holidays
• Generous tuition & training assistance program
• Relocation assistance
• Sign-on bonuses
• Referral bonuses
• Performance-based bonuses
• Community involvement & outreach
• Wellness program
• Employee Assistance Program (EAP)
• Tickets at Work
• Refer a friend