Viasat’s Government Systems Division seeks a Capture and Strategy Professional with a track record of identifying, qualifying, shaping, and winning work to support the U.S. Department of Defense, specifically the United States Air Force/United States Space Force. The selected candidate will:
- analyze US Government programs, command missions, service requirements, industry trends and Viasat strategy to develop, present, and lead pursuit of long-term/large value (>$50M) propositions for the DoD.
- Build, position, and capture opportunities/procurements.
- Form and lead multidisciplinary teams to develop complex solutions for specific US Government opportunities.
- Develop capture strategy and plans, compelling proposals, and customer influence meetings.
- Support development of the financial solution, provide market insight to competitive offerings, price to win and should cost.
- Support post-sales activities such as award / loss analysis to identify lessons learned and trends for future opportunities.
The perfect candidate will bring his domain expertise in either the US Air Force, DoD Space with a focus on large acquisition opportunities. Will serve as the SME for understanding programs, budgets, and requirements in those areas, and will help lead the team on program influence / relationships, current and future requirements, and Defense Industrial Base relationships / partnering.
- Develop and Qualify USAF, USN, TRMC, Air/Missile Defense, and/or Space Opportunities. Your primary focus is to understand your domain(s) and find/qualify and partner with the business areas to establish a robust pipeline of opportunities and lead the capture for selected opportunities.
- Create, manage, and implement market strategies (to articulate and generate consensus for strategic vision, action plan, competitive intelligence, investments, business case, etc.) within the targeted markets and agencies.
- Identify and develop Viasat investment opportunities to support customer initiatives.
- Develop and present milestone briefings to senior leadership in support of investing in and pursuing strategic opportunities in these markets.
- Engage customers to gain intimacy in their problems to identify and shape opportunities and requirements.
- Actively market the Company Brand, establish customer expectations, and shape opportunities by creating white papers, sponsoring in-house demonstrations, and responding to RFIs and similar activities. You will conceptualize the need, organize the correct company participants, and lead the collaboration to completion.
- Support Captures and Proposals to maintain continuity across the BD lifecycle, enhancing our ability to win as opportunities pass from qualification into capture and then proposal.
- Effective leader/participant in formal presentations to clients and potential teaming partners.
- Bachelor’s Degree
- 20+ years of service within the US DoD or within related Industry positions
- Existing, established network of customer contacts in the markets described above.
- Working knowledge of the Federal procurement process (including IDIQs, OTAs, BAAs, and other acquisition instruments).
- Working knowledge of Department of Defense budget process.
- MS Office skills (PowerPoint, Excel, Word).
- Exceptional communication skills (both written and verbal).
- Active Secret security clearance.
- Active Top Secret security clearance
- Master’s degree in a technical discipline
- Excellent written and oral communication skills
- Formal training in capture process
- Experience as a DoD acquisition program manager
- Experience performing with industry to include program management or marketing, capture, proposal activities (generation or review)