Senior Director, Strategic Capture
Are you passionate about the chance to bring your strategic capture experience to a world class organization that is leading the way in both content and technology to make a safer and more secure world? Do you have the skills necessary to work across the TRSS enterprise to craft and present innovative solutions, establish solid, long-term customer relationships and cultivate new business opportunities? If you are a team player and have excellent relationship development and business capture skills coupled with the ability to work in complex environments then Thomson Reuters Special Services (TRSS) is looking for you!
The Senior Director, Strategic Capture is responsible for capturing TRSS’s most critical pipeline opportunities. They will handle pursuits from opportunity identification through award by managing capture activities and to ensure the company is positioned to win. This individual will lead a seamless transition from business development into the proposal response to ensure that win themes and differentiators are compelling and evident. They will be a visionary for their assigned territory and will assist the Managing Directors and Executive Leaders with long-term growth planning for the business. This individual will bring proven experience navigating the GovCon landscape and coordinating across company business functions to win new work. They will be empowered by a growth-focused leadership team, and armed with differentiated data, technology, and services to help our customers solve some of their hardest challenges.
About the Role
As the Senior Director, Strategic Capture, you will contribute to a variety of areas including:
- In coordination with the Managing Director and their BD teams, you will play a critical role in executing the pipeline and achieving growth targets for the company.
- Working with the Managing Director to understand vision, current territory presence, and customer needs, and will build and develop growth strategies for the territory.
- As the pipeline is built, you will ensure that strategic captures are moving through the pipeline and capture strategies are being built and implemented.
- Providing strategic leadership that will aid in the orchestration of all aspects of a winning capture strategy, from campaign planning, down to individual deal capture.
- Ownership of the delivery of all elements of capture, including opportunity identification; customer outreach; technical and management solution development; teaming partner engagement; RFP shaping; win theme development; price to win; proposal planning; internal capture process implementation; and appropriate transition to execution upon award.
- Leading ad-hoc teams of technical, managerial, customer, proposal, and solution subject matter experts to craft winning solutions to customer needs.
- Collaborating with a robust team of proposal experts, technical SMEs, and outstanding customer relationships founded on successful past performance.
- Demonstrating problem-solving tactics, critical thinking skills, and the ability to iterate solution development with many internal and external partners as needed.
- Providing detail-oriented approaches to capture strategy to ensure that the company is precise in all aspects of a pursuit. This includes planning for client and partner meetings and internal/external teaming strategies, assessment of win probability, developing win plans/strategies, pricing strategies, addressing gap analyses, planning technical and management solutions, plan and execute capture reviews, and develop early win strategies.
- As part of the win strategy development, you will identify the investments needed and the resources required to deliver those win strategies, and you will track execution to closure.
- Developing (with technical/SME support) solutions for assigned opportunities; manage relationships with partners and corporate staff for proposed solution development; participate in business planning activities, to include gate reviews and periodic capture strategy reviews, operating plan development, bid agenda development, win theme and discriminator workshops, competition (black hat) reviews, price to win reviews, proposal color reviews.
- Partnering with a Proposal Manager to identify and allocate resources effectively and prioritize activities and actions in limited time frames, working companywide to bring the strength of the entire organization to the capture effort or proposal effort.
- Developing internal relationships and collaborate with TRSS leadership to formulate and administer a go-to-market strategy.
- Understanding the competitive landscape and client needs to effectively position TRSS solutions.
- Staying current with federal government market needs and trends.
- Working closely with TRSS business leaders to determine the detailed pursuit strategy for each strategic opportunity.
- Working with the TRSS Sales Team and business leads to qualify, pursue, and close opportunities.
- Playing a leadership role in driving pursuits and contributing to the development of proposals.
- Coaching the team through capture and response process.
- Maintaining accurate and timely customer information, pipeline, and forecast data using our CRM system in coordination with Sales, Finance, Growth and Strategy teams.
- Following a consistent, Shipley-based capture-to-proposal process to move targeted opportunities through the pipeline in an optimized and efficient manner.
- Leveraging this process to ensure that the relevant functional organizations across the company have the context and understanding they need to provide adequate support to the deal.
- This position will report directly to the Chief Strategy Officer and will support Managing Directors in the development and success of their long-term pipelines.
About You
You’re a good fit for the role of Senior Director, Strategic Capture if you have:
- Consistent track record of verifiable wins in the US Federal Government market sector.
- 10+ years of experience in all areas of business development including opportunity qualification, capture strategy, customer visits, customer relationship development, relationship development with competition, team leadership, etc.
- 10+ years of Federal business development experience on net new or takeaway programs for large business organizations utilizing mature capture methodologies and processes.
- Bachelor of Science in related field or equivalent years of relevant experience.
- Experience using a Shipley and/or tailored Shipley capture process.
- Experience working in a hybrid sales/capture organization.
- Exhibit superb problem-solving tactics, critical thinking skills, and the ability to iterate solution development with a multitude of internal partners.
- Excellent communications skills – demonstrated through written and oral presentations, development of technical papers, volumes, or similar products.
- Demonstrates the ability to be a team player and good corporate citizen, exhibiting high emotional intelligence that brings parties to successful mutual agreements and/or appropriately escalates challenges to leadership for resolution.
- Proven successful track-record of selling throughout all aspects of the sales cycle from lead identification, through qualification, and deal closure.
- Self-motivated, goal-oriented, and a desire to deliver results.
- Ability to identify, develop and secure new relationships with buyers, decision makers, influencers, competitors, and partner companies.
- Expertise in relationship building and account planning.
- Success in working closely with government leaders and contracting.
- Sound business ethics, including the protection of proprietary and confidential information.
- Ability to travel roughly 15% of the time, based on the work you do and the clients and industries/sectors you serve.
- Ability to obtain and maintain a U.S. Government Security Clearance.
- #LI-SW1
What's in it For You?
You will join our inclusive culture of world-class talent, where we are committed to your personal and professional growth through:
Hybrid Work Model: We’ve adopted a flexible hybrid working environment (2-3 days a week in the office depending on the role) for our office-based roles while delivering a seamless experience that is digitally and physically connected
Wellbeing: Comprehensive benefit plans; flexible and supportive benefits for work-life balance: flexible vacation, two company-wide Mental Health Days Off; work from another location for up to a total of 8 weeks in a year, 4 of those weeks can be out of the country and the remaining in the country, Headspace app subscription; retirement, savings, tuition reimbursement, and employee incentive programs; resources for mental, physical, and financial wellbeing.
Culture: Globally recognized and award-winning reputation for equality, diversity and inclusion, flexibility, work-life balance, and more.
Learning & Development: LinkedIn Learning access; internal Talent Marketplace with opportunities to work on projects cross-company; Ten Thousand Coffees Thomson Reuters café networking.
Social Impact: Ten employee-driven Business Resource Groups; two paid volunteer days annually; Environmental, Social and Governance (ESG) initiatives for local and global impact.
Purpose Driven Work: We have a superpower that we’ve never talked about with as much pride as we should – we are one of the only companies on the planet that helps its customers pursue justice, truth and transparency. Together, with the professionals and institutions we serve, we help uphold the rule of law, turn the wheels of commerce, catch bad actors, report the facts, and provide trusted, unbiased information to people all over the world.
Do you want to be part of a team helping re-invent the way knowledge professionals work? How about a team that works every day to create a more transparent, just and inclusive future? At Thomson Reuters, we’ve been doing just that for almost 160 years. Our industry-leading products and services include highly specialized information-enabled software and tools for legal, tax, accounting and compliance professionals combined with the world’s most global news services – Reuters. We help these professionals do their jobs better, creating more time for them to focus on the things that matter most: advising, advocating, negotiating, governing and informing.
We are powered by the talents of 26,000 employees across more than 70 countries, where everyone has a chance to contribute and grow professionally in flexible work environments that celebrate diversity and inclusion. At a time when objectivity, accuracy, fairness and transparency are under attack, we consider it our duty to pursue them. Sound exciting? Join us and help shape the industries that move society forward.
Accessibility
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We also make reasonable accommodations for qualified individuals with disabilities and for sincerely held religious beliefs in accordance with applicable law.
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