Capture and Account Manager

Summary

Join Cambridge International Systems, Inc. as a full-time, remote Capture and Account Manager to win and grow strategic programs across multiple mission areas. This role requires some travel and involves identifying and building opportunities, managing multiple accounts/programs across DoD, and having a proven track record of capture success. You will develop and nurture key business relationships, support the development of customer penetration strategies, gather market information, and conduct account reviews. Responsibilities include attending networking events, communicating progress, analyzing RFPs/RFQs/RFIs, supporting opportunity scheduling, understanding competitor capabilities, and leading capture through the pursuit lifecycle. You will contribute to pipeline development, support proposal development, and maintain knowledge of current developments in the Government marketplace. This position requires an active DoD Secret security clearance and a Bachelor's Degree with 10-12 years of experience or a Master's Degree with 8-10 years of experience.

Requirements

• Must 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
• Active Passport or the ability to obtain an Active Passport
• Ability to travel up to 30%
• Some- 4-5 trips a year CONUS expected, potentially 1 trip a year OCONUS
• In some occasions, overnight travel may be required

Responsibilities

• 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
• The Capture and Account Manager will contribute to pipeline development by identifying and qualifying opportunities, and will support proposal development, while adhering to Cambridge’s processes
• Thus, they will 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
• This includes coordinating with the Cambridge Proposal Operations team to help maintain the collaborative and team-oriented environment that currently exists
• The Capture and Account Manager should be a dedicated expert and will be responsible to 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
• They will 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 desired; US Air Force (USAF) preferred
• Technical background desired; cybersecurity expertise preferred, particularly incident response, security engineering, or assessment and authorization
• International business experience desired
• Knowledge of and familiarity with Shipley BD/Capture/Proposal process a plus
• GovWin /GovTribe experience desired
• Experience with Customer Relationship Management (CRM) software preferred

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 to a friend