Director, Capture Management - Public Sector

The Director, Capture Management is an experienced business development leader that brings together Iron Mountain’s diverse capabilities and subject matter expertise to drive pre-sale/pursuit activities for large-scale opportunities in the US Public Sector. This role is responsible for the development, management, and end-to-end execution of the overarching capture plan for large, strategic opportunities. Key capture activities include, but are not limited to: Identifying internal and external resources to effectively pursue strategic opportunities, overseeing the bid strategies, teaming agreements, competitive landscape, stakeholder mapping, price-to-win analysis, win-themes, past performance, and the overall development of compelling and compliant proposals. The Director, Capture Management develops the how and why an opportunity can be won and maximizes the win probability through team leadership, strategic thinking, insightful action, and ultimate accountability.

The Director, Capture Management will work closely with public sector sales representatives, account management, channel managers, program managers, sales solution engineers, finance, operations, product SMEs, and Iron Mountain business leadership in strategy development. The position requires drive, ownership, determination and willingness to succeed and is capable of leading the effort and managing matrixed, cross-functional teams to achieve the company’s business goals. Public Sector is anticipated to achieve tremendous growth over the next 3 to 5 years, and requires a leader to work across service lines to ensure a continuous stream of new business for the company.

Job Responsibilities

• Lead, manage and fully own critical capture activities including call planning, competitive analysis, stakeholder analysis, solution development, staffing analysis, teaming, and pricing strategy.

• Responsible for development, implementation, and overarching accountability for successful capture plan execution

• Participate in the identification, qualification and prioritization of an opportunity pipeline with sales representatives and account management

• Lead and integrate cross-functional team and direct team activities for the duration of the pursuit

• Prepare and lead milestone/gate reviews, and other reviews as required

• Establish schedules to accomplish required capture activities between reviews

• Lead and coordinate competitive assessments determining the strengths and weaknesses of Iron Mountain and potential competitors

• Work with sales representatives, industry advisors, and consultants to gather and analyze key insights and information about the client, mission critical problems, and the opportunity

• Work with proposal managers to ensure capture strategies and findings are accurately translated into the proposal

• Identify capital investment and operating expenses needed for opportunities: facilities, staffing, hardware, software, security, and infrastructure

• Develop, coordinate and execute appropriate approvals with executives

• Be a thought leader with respect to program pursuit, proposal responses, win strategies, technical discriminators, solutions providers, and pricing

• Provide additional leadership and expertise in other new business matters including strategic planning, competitive intelligence and market analysis

• Conduct win/loss analysis including capture process improvements for opportunities

• Provide support and guidance to other Capture Managers to implement standardized capture best practices across the business unit

Essential Skills

• Experience executing pursuit and capture development lifecycle, Shipley or other capture methodologies; leading diverse teams through complex captures with in-depth stakeholder reviews

• Demonstrated skills in all areas of business development, including opportunity qualification, capture strategy, customer relationship development, team leadership, etc.

• Leadership skills to develop, organize and execute significant capture activities, including building industry teams, assessing win probability, and executing customer call plans to shape acquisitions

• Experience in the development of competitive pricing strategies, price to win, and cost proposals

• Experience translating capture strategies into proposal win themes during the proposal stage

• Strong meeting facilitation skills and excellent oral and written communication skills required to review and communicate in a correct, concise and professional manner

• Experienced with a multitude of government contract types and pricing strategies: Firm Fixed Price (FFP), Performance based, Cost Plus (CP), and Time & Materials (T&M)

• Ability to work collaboratively in a dynamic team environment while managing a diverse workload and tight timelines

• Confidence and experience dealing with and effectively communicating to senior executives; ability to work efficiently in fast-paced, time-sensitive and often multi-tasking environment

• Ability to establish and maintain solid working relationships and communication with various technical and business staff, managers, and peers

• Capable of navigating within a matrixed environment, managing and influencing across cross-functional departments at all levels

Decision Impact

Resolves complex problems, exercising executive-level judgement to lead the pursuit team to a viable solution and/or escalate accordingly. Improves existing processes and systems using conceptualizing, reasoning, and interpretation skills. Solutions require thorough understanding of business strategies, issues, and stakeholder relationships. Defines broad based solutions that would require consideration of wider implications on organization results and resources.

Education/Experience Requirements

• 10+ years in delivering positive business outcomes in Government market segments (federal, state, local government and education sectors)

• Strategic capture experience (deals over $25M), successfully leading the capture of systems, solutions and services

• Experience in the information technology industry (cloud, SaaS, storage)

• Ability to think critically, solve problems, and be a strong team player who fosters collaboration and builds influential cross-team relationships

• Strong organizational skills and strong verbal and written skills for executive-level presentations

• Proven track record of leading teams or large programs

• University/college degree required; Master’s degree desirable

• Top Secret security clearance preferred

Base salary range up to $170,000.00 - $190,000.00

Reasonably expected salary range: $183,200.00 - $244,200.00

Category: Sales Operations Group

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Requisition: J0082424