Reporting into the VP of Business Development, this role will oversee business development and capture activities for a diverse set of customers focused on training, support services and foreign military sales solutions for the company.
Responsibilities:
- Collaborate with leadership to define target capabilities and markets, establishing key pursuits.
- Understand and be able to effectively communicate the company’s capabilities and technical differentiators.
- Lead full life cycle capture management activities, including assessment, pipeline development, bid processes, pursuit, and capture.
- Conduct business intelligence and analysis to understand corporate capabilities/gaps, strategies, and win themes.
- Analyse defense and national security customer organizations, challenges, budgets, and other factors to develop winning proposals.
- Develop teaming strategies, meeting with business leaders as necessary to execute the capture plan.
- Align the pipeline to meet the company’s growth objectives and lead 4-6 captures of select prime opportunities concurrently.
- Engage with prospective foreign government customers to exchange information, understand challenges, influence requirements, and share potential solutions.
- Act as the opportunity owner for associated proposals, leading strategy sessions, pursuit/bid briefs, kickoff briefs, identifying necessary support resources, providing content inputs, and securing approval from corporate leadership.
- Oversee the development of proposal packages to tell a compliant, compelling story that articulates win themes effectively.
- Be a collaborative member of the BD, proposal, and operations teams.
Required Knowledge for USG Regulations, Contracting, and FMS System:
- Familiarity with applicable laws and regulations, including Federal Acquisition Regulations (FAR) and FAR supplements.
- Knowledge/experience in licensing products for export, management of International Traffic in Arms Regulations (ITAR), Foreign Military Sales (FMS), Foreign Military Financing (FMF), and Direct Commercial Sales (DCS) with compliance requirements (e.g., FCPA, sanctions listings).
- Demonstrated knowledge of Security Assistance/Security Cooperation (SA/SC) programs, including the FMS sales process, from case development to closure in accordance with the Security Assistance Management Manual (SAMM).
- 2+ years of experience with FMS case management support or FMS financial management support and developing FMS cases in Defense Security Assistance Management System (DSAMS).
- Monitor and track FMS cases through the initial development and execution phase.
Required Skills:
- Security Clearance: Secret Eligible.
- Multiple years of experience working bids on various contract vehicles (e.g., GSA MAS or OASIS).
- Experience developing and executing capture strategies for new business opportunities.
- Strong relationships across relevant organizations, particularly with US Government agencies responsible for Security Assistance/Security Cooperation programs.
- Familiarity with online tools used by the Federal Government for solicitations (e.g., SAM.gov).
- Knowledge of DSAMS, Management Information System, MISIL, SCIP, IW, or Navy ERP system.
- Familiarity with Foreign Military Sales, including case writing and execution; developing PAS in IMPART; and supporting case line-item pricing for various country-specific LORs, LOAs, P&As, and MTDS for DSAMS input.
- Working knowledge of FMS governing regulations and the Arms Export Control Act (AECA).
- Working knowledge of the contract process, including the ability to provide input for the development of SOWs and review CDRL deliveries.
- Availability to travel to international and domestic locations as necessary.