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About Us

Since 1989, SHI International Corp. has helped organizations change the world through technology. We’ve grown every year since, and today we’re proud to be a $15 billion global provider of IT solutions and services.

Over 17,000 organizations worldwide rely on SHI’s concierge approach to help them solve what’s next.** **But the heartbeat of SHI is our employees – all 6,000 of them.** **If you join our team, you’ll enjoy:

+ **Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S.**

+ **Continuous professional growth and leadership opportunities.**

+ **Health, wellness, and financial benefits to offer peace of mind to you and your family.**

+ **World-class facilities and the technology you need to thrive – in our offices or yours.**

Job Summary

The Sr. Federal Capture and Business Development Manager coordinates strategically and tactically with federal growth strategies for current contracts, will position our existing contracts to identify, develop, attain, and maximize new business opportunities. Additionally, this role works closely with Public Sector RFP, Sales, Writing, and Solutions teams to help identify potential contracts or teaming arrangements establish along with collaboratively developing a comprehensive capture strategy plan aligned to these goals.

The Sr. Federal Capture and Business Development Manager, Federal will execute a pursuit plan aligned with SHI’s Federal Public sector vision and will regularly conduct competitive analyses that help position sales and RFP teams to win bid awards. The Sr. Federal Capture and Development Manager, Federal Public Sector informs and drives SHI strategic growth initiatives by ensuring that appropriate capture activities occur and that capture efforts are consistent, clear and coordinated with internal and external resources as required.

Viewed as an authority in their position with broad job and industry-specific vertical knowledge and relationships, the Sr. Federal Capture and Business Development Manager serves as an expert whose informed analysis is valued and respected.

The Sr. Federal Capture and Business Development Manager, Public Sector will report to the Director Federal Programs or as directed by SHI management. This position is required to operate remotely in the DMV-area.

Role Description

+ Develop,maintain, and advance our relationships with Partnersand Contract holdersthat align with our target areas

+ Execute strategies and tactics to deliver a qualified pipeline of contract opportunities with pursuit and win plans for each

+ Maintain the Strategic Business Capture system using internal and external resources

+ Research and analyze available data toidentifycompetitive buying trends utilizinga variety of sources to include State Budgets, government tradesourcesand procurement sites such asBloomberg

+ Collaborate with FederalSales teams, Proposal Writing teams, Proposals and Compliance teams to create and maintain Capture Plans

+ Understand and navigatefederalcontracting vehicles and procedures

+ Establish external teaming partnerships related to capture pursuits

+ Act as the capture lead in coordination with key internal stakeholders (e.g., partner teams, sales teams, proposal team, contracts, writers) to position SHI and our partners to win the business

+ Manage existing partnerships and build new ones with partners andContract officers in order to identifynew opportunities and add value to existing client base

+ Gather intelligence, assess competitors, and help position SHI to win new contracts

+ Define win strategy criteria based upon RFP and informationacquiredin the qualification phase

+ Lead program pursuit, proposal responses, win strategies, technical discriminators, solutions providers, and pricing

+ Work with partners to develop, identify, and qualify upcoming opportunities

+ Conduct after-action reviews for businessopportunitycapture participants to document lessons learned andidentifynecessary adjustments to capture technique, strategy, and actions

+ Interface between theSales team and internal and external stakeholders (prime or subcontractors, business group units)

+ Mentor and counsel account managers, account executives, sales managers, and proposal writers through the contract capture process

+ Attend conferences and other external meetings to explore business development opportunities

+ Support continual business development process improvement

+ Maintainappropriate recordsand documentation; tracking, monitoring, and reporting data to support business development

+ Evangelize and enableuseof profitable, strategic contracts to SHI sellers

+ Educate internal and external parties on thecapture efforts

Behaviors and Competencies

+ Communication: Can effectively communicate complex ideas and information to diverse audiences and can facilitate effective communication between others.

+ Time Management: Can consistently use time effectively, balance multiple tasks, and meet deadlines.

+ Self-Development: Can actively seek feedback and use it constructively for personal growth.

+ Strategic Thinking: Can analyze situations and can lead the development and execution of strategic initiatives.

+ Decision-Making: Can analyze complex information, predict long-term consequences, and make decisions that align with strategic goals.

+ Professionalism: Can proactively seek out challenges, initiate projects, and contribute to a professional work environment.

+ Interpersonal Skills: Can communicate effectively, build relationships, resolve conflicts, and influence others in significant situations.

+ Self-Motivation: Can proactively seek out challenges, initiate self-development projects, and contribute to personal or professional innovative ideas.

+ Performance Management: Can provide constructive feedback to others, identify performance gaps, and implement improvement plans.

+ Business Development: Can proactively seek out new markets, initiate strategic partnerships, and contribute to the development of innovative business strategies.

Skill Level Requirements

+ Expertise in client relationship building and new business development - Intermediate

+ Ability to cold call and create new business opportunities - Intermediate

+ Ability to identify, create, develop, and manage high-impact sales opportunities and lead a team to achieve and exceed sales targets - Intermediate

+ The capability to identify potential clients, effectively negotiate terms, and successfully finalize business transactions. - Intermediate

+ The understanding of key business principles and practices to make informed and effective decisions that contribute to organizational success. - Intermediate

+ The ability to efficiently manage tasks and projects by prioritizing responsibilities and effectively utilizing time to achieve objectives. - Intermediate

Other Requirements

+ 8-10years of related experience ofFederalPublic Sector Capture, Procurement, RFP, or salesexperience

+ Bachelor's Degreeor equivalent SHI experience

+ Thought leader with respect to program pursuit, proposal responses, win strategies, technical discriminators, solution providers, and pricing

+ 5-7years minimum experience translating capture strategy into proposal win themes during the proposal stage

+ 5yearsminimum experience managing a proposal from initiation to delivery

+ Able to understand and present alternative buying options that align with our core contracts and solve customers’ business needs.

+ 25% Travel is required for customer and company meetings as determined by SHI management

+ Extended hours are required to complete some special projects

The estimated annual pay range for this position is $125,000 - $205,000 which includes a base salary and bonus. The compensation for

this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual.

Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.

Equal Employment Opportunity – M/F/Disability/Protected Veteran Status