Capture Business Development Resume Sample
Aliyah Dickens
94340 Runolfsson Circle,
Houston,
TX
+1 (555) 175 1713
Work Experience
Business Development / Capture Manager
01/2016
-
PRESENT
Chicago, IL
- Cohesively collaborate with Commercial Sales team, Lockheed Martin International representatives, and in-country consultants to help identify, filter, mature, and formulate strategies for international opportunities
- Foster and maintain customer relationships, and regularly interface with them to shape and win new business
- Support efforts to expand the corporation's footprint in non-traditional satellite sales market (i.e. LM500x)
- Develop winning campaign plans for multiple opportunities from early shaping phase to proposal submittal through negotiations/program transition
- Design, development, and delivery of compliant, customer-focused, highly competitive $100M+ type of proposal efforts, as well as, Request for Information (RFI) efforts
- Incorporate best practices and key lessons learned from past Commercial Space proposals
- Scope, request, and manage proposal budgets and continue to look for proposal process efficiencies to maximize annual internal funding
- Build project plans to effectively lead cross-functional proposal teams and associated budgets
- Write, rewrite and/or edit proposals and other technical customer marketing material
Capture Business Development
12/2008
-
10/2015
Detroit, MI
- Strong analytical skills required to provide sound inputs into technical and financial proposals
- Strong communication and leadership skills necessary to effectively lead Bid & Proposal efforts and navigate the corporate structure possessing organizational savvy and tact
- In Federal and/or Department of Defense contracting/RFP/proposal process required
- Conduct market research and generate leads through industry sources, marketing efforts and partnerships
- Experience in the management, development, authoring, editing, and production of government proposals
- Applied understanding of a formal proposal development process (Shipley Proposal Method)
- Demonstrates strong proposal writing skills within a structured (Shipley) based proposal development process for technical and marketing-focused content
Business Development / Capture Intern
12/2005
-
08/2008
Chicago, IL
- Lead and/or participate in capture review teams such as Customer Value Propositions, Back Hats, Gold, Pink, and Red Team Reviews
- Understand Price-To-Win and commercial competitive landscape
- Perform position-to-win analysis, develop pricing targets, and drive proposal team to them
- Effectively socialize and negotiate Make/Buy plans to a wide range of audiences
- Create presentations to effectively communicate campaign strategies to all levels of the organization including Executive VPs, LOB VPs, and Functional Directors
- Hire, interface with, and manage international consultants to enhance our customer relationships to meet emerging business needs
- Track record of leading strategic collaboration and partnering agreements
- Strong RFP review skills required leading cross-functional team in developing proposals and service solutions
- Demonstrated ability to build rapport with scientific/technical as well as administrative/functional area leaders
Education
Siena Heights University
2001 - 2005
Bachelor's Degree in Engineering
Professional Skills
- Strong presentation, written, and negotiation skills
- Excellent personal computer skills and proficiency in Microsoft Office applications to include: Word, Excel, PowerPoint, Visio, Project
- Leadership skills to develop, organize and execute significant capture activities, including building industry teams,
- Demonstrated technical depth regarding advanced computing concepts (e.g., AI/ML) and experience with R&D initiatives/environments
- Comprehensive business development skills including customer/opportunity management
- Demonstrated experience growing organizations focused on Cyber and the Intelligence Community to include
- Demonstrated experience in leadership, pursuit and capture of new business
How to write Capture Business Development Resume
Capture Business Development role is responsible for leadership, analytical, technical, security, training, procurement, architecture, reporting, research, digital.
To write great resume for capture business development job, your resume must include:
- Your contact information
- Work experience
- Education
- Skill listing
Contact Information For Capture Business Development Resume
The section contact information is important in your capture business development resume. The recruiter has to be able to contact you ASAP if they like to offer you the job. This is why you need to provide your:
- First and last name
- Telephone number
Work Experience in Your Capture Business Development Resume
The section work experience is an essential part of your capture business development resume. It’s the one thing the recruiter really cares about and pays the most attention to.
This section, however, is not just a list of your previous capture business development responsibilities. It's meant to present you as a wholesome candidate by showcasing your relevant accomplishments and should be tailored specifically to the particular capture business development position you're applying to.
The work experience section should be the detailed summary of your latest 3 or 4 positions.
Representative Capture Business Development resume experience can include:
- Administer Capture processes and effectively communicate to senior internal and external customers
- Identify, prioritize and pursue partnering arrangements that result in successful teaming arrangement with relevant partners
- Strong understanding of IT services
- Related Sales, Marketing, Business Development or Capture Manager experience/knowledge
- Some capture experience on a variety of opportunities including a relevant mix of program types, complexities, products, technologies and customers
- Ten or more years of experience in aviation related positions, preferably in an operational flying position with the US government
Education on a Capture Business Development Resume
Make sure to make education a priority on your capture business development resume. If you’ve been working for a few years and have a few solid positions to show, put your education after your capture business development experience. For example, if you have a Ph.D in Neuroscience and a Master's in the same sphere, just list your Ph.D. Besides the doctorate, Master’s degrees go next, followed by Bachelor’s and finally, Associate’s degree.
Additional details to include:
- School you graduated from
- Major/ minor
- Year of graduation
- Location of school
These are the four additional pieces of information you should mention when listing your education on your resume.
Professional Skills in Capture Business Development Resume
When listing skills on your capture business development resume, remember always to be honest about your level of ability. Include the Skills section after experience.
Present the most important skills in your resume, there's a list of typical capture business development skills:
- Excellent written and oral communication skills in English, Dutch, and French
- Convey complex, technical information effectively and succinctly in written form
- Experience influencing, winning, and managing competitive contract opportunities
- Experience shaping, winning, and executing U.S. Federal Civilian or NPO competitive contract opportunities
- Possess a strong understanding of our products, our competition in the industry and positioning
- Significant capture experience on a variety of opportunities including a relevant mix of program types, complexities, products, technologies and customers
List of Typical Experience For a Capture Business Development Resume
1
Experience For Business Development / Capture Manager Resume
- Define the winning strategy/solution and develop the capture schedule
- Leads the capture team through the L2A process including all applicable gate and colour
- Collaborates with the Leidos Account Manager personnel to support cross enterprise objectives and customer engagement
- Set and execute aggressive customer acquisition strategies
- Provide detailed business development strategy focused on the top Public Sector executives
- Set appropriate metrics for Public Sector sales funnel management
- Provide research in various areas defined that support the MAXIMUS Federal IT mission: Case Management in government agencies; IT Modernization in the federal government; and Agile software development practices to include the implementation of DevOps
- Provide timely information to the Business Development organization
- Develop background material in each of the research areas
2
Experience For Business Development Capture Manager Resume
- Support the development of presentations and white papers in each area
- Support proposal activity with research
- Organize material on the shared drive to support rapid responses
- Characteristics necessary for success include: business and technical vision; disciplined strategic thinking; strong communications skills; analytical presentation and problem-solving skills; the ability to gain internal support; and the ability to establish and maintain a solid working relationship with technical staff, managers, and peers
- Travel on average
3
Experience For Capture Business Development Manager Resume
- Perform market research to qualify new business opportunities, including analysis of customer budgets, capabilities required, current customer preferences, competitive environment assessments, and incumbent strengths and weaknesses
- Coordinate meetings with customers, competitors, clients, and teammates in multiple countries to develop market insight on requirements, acquisition strategy, acquisition timing, and contract vehicle choices. Foster government-to-industry and industry-to-industry meetings and agreements to further Leidos and ASG’s strategic goals
- Work with other capture managers and technical leads in call plan development and execution, and provide detailed reports on follow up activities after plan execution
- Collaborate with Leidos Account Managers, IDIQ PMs, other BD personnel and capture and line management to support cross enterprise objectives and customer engagement
- Brief business development status to senior management when material changes occur and as required by the Leidos business development process
- Champion RFI responses and white papers
4
Experience For Business Development & Capture Resume
- Lead the management of technical volumes to include project management plans, basis of effort development, technical volumes, past performance and staffing plans
- Serve Division Managers and Operations senior staff as the lead for call plan development and execution, and provide detailed reports on follow up activities
- Collaborate with the Leidos Account Manager personnel to support cross enterprise objectives and customer engagement
- Support overall strategic planning and linking pursuits/capture activities which support the business development metrics for awards, submits, and pipeline growth
- Interact routinely with all levels of leadership, staff, and customers
- Conduct after action reviews with business opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions
5
Experience For Business Development / Senior Capture Manager Resume
- Function independently while representing Leidos enterprise capabilities, organizations, and business interests with senior and working level customers and customer prospects
- Support Maritime Division Manager and Site/Business Area Managers and Operation senior staff as the lead for call plan development and execution, and provide detailed reports on follow up activities after plan execution
- Experience with the IC Technology
- Identify, Capture and win new, long-term business opportunities to support the company’s core capabilities and position the company for large, long-term program and services opportunities with DIA
- Research, uncover, understand and analyze agency missions, priorities and programs; Engage with Program-level customers, identify their key goals, missions and priorities, and map these to the account goals
- Responsible for coordinating business development activities with other teammates to maximize the ability to deliver services solutions in the accounts
6
Experience For Capture Business Development Manager, Seattle Resume
- Develop and brief bid/no bid recommendations and develops pursuit and capture strategies for new business opportunities
- For large opportunities leads and for smaller performs end to end opportunity capture activities
- Conducts after action reviews for all business opportunity capture participants to document lessons learned and identify
List of Typical Skills For a Capture Business Development Resume
1
Skills For Business Development / Capture Manager Resume
- Organize effectively, handle multiple tasks simultaneously, and complete tasks on time without daily supervision
- Experience building, telling and visualizing great stories using whiteboard selling methodology
- Experience working in an entrepreneurial manner across internal and external stakeholders
- Strong successful commercial background in selling Enterprise Software Solutions, preferably Capture software solutions, ECM and/or BPM
- Proven results in the disciplines necessary to build a healthy and growing Partner Ecosystem
2
Skills For Business Development Capture Manager Resume
- Between 5 to 8 years job-related experience
- Both domestic and International capture experience
- Hands-on commercial program experience
- Hands-on commercial or Civil program experience
- Related Capture Manager experience/knowledge
- Experience with Defense programs
- Experience in US, commercial and International military/homeland security business
- Ten or more years of experience in Agile/Key Management related positions, preferably in a technical field with the US government
3
Skills For Capture Business Development Manager Resume
- Account or large program management experience in the U.S. Federal Civilian, Academic, or Not-for-profit markets
- Account or large program management experience in the U.S. Federal Civilian or NPO markets
- Experience with Energy programs including nuclear operations, site infrastructure and environmental restoration,
- Capture leadership experience in enterprise Cloud sales in a highly matrixed, global organization
- Strong operational, Technical system and architecture expertise and analytical abilities
- Understanding and familiarity with Shipley’s industry standard business development methodologies and standard processes
- Working knowledge of Microsoft Office products – specifically Word, Excel, and PowerPoint
4
Skills For Business Development & Capture Resume
- Lead captures including establishing and managing capture budgets
- Represent compelling differentiation through pinpointing value added opportunities to meet client needs
- Familiarity with Satellite Communications technologies (i.e. Digital Processing, Electronically Steered Arrays, Ground/Networking concepts)
- A deep understanding of federal government buying habits, to include
- Oversee the ongoing record maintenance of full sales opportunities and activities in Nuance’s forecasting/CRM system (Salesforce.com)
- Knowledge of contract/proposal pricing requirements for Cost/Price Volumes
- Develop and manage the system and technical solution offering for competitive offerings
- Develop business plans, strategic market analysis, marketing plans, competitor assessments, and capability presentations
5
Skills For Business Development / Senior Capture Manager Resume
- Perform market research to qualify new business opportunities, including analysis of customer budget, capabilities
- Consistent overachievement in coaching Military Service functional and technical personnel in IT transformational innovation
- Interacts routinely with multiple levels of management, infrastructure POCs, staff, and customers, and follow through on tasking
- Use spreadsheet, database, and/or reporting software to do analysis
- Possess an understanding or technology and technological innovations
- Background in military operations and/or defence procurement
- Use automated tools such as Microsoft Office to develop and manage budgets and support Price to Win analysis and to present ideas, information, and reports
- Appropriate security clearances applicable to the NGA and NRO, or eligible for reinstatement
- Excellent oral and written communication skills in both technical and analytical domains and experience identifying bid opportunities and leading proposal responses to RFx’s
6
Skills For Capture Business Development Manager, Seattle Resume
- Related Capture Manager experience/knowledge
- Business development identifying and executing proposal responses to RFx’s
- Extensive experience in developing key proposal messages, understanding technical program content, and transforming ideas/messages into high-quality visuals and compelling messaging
- Knowledge of Commercial Space industry and customer base
- Familiarity of commercial competitive landscape
- TS/SCI Clearance to collaborate across business units to push commercial products
- Some experience in developing key proposal messages, understanding technical program content, and transforming ideas/messages into high-quality visuals and compelling messaging
- Proficient in Microsoft Office suites (Word, PowerPoint, etc.)
7
Skills For Capture / Business Development Director Resume
- An Active Top Secret/SC clearance is required
- Organizations and program offices at a variety levels over the last three years
- Extensive organizational and mission knowledge of relevant Military Service organizations
- An Active Top Secret security clearance with poly is required
- Technical masters or MBA
- Experience with IT development and technical services programs involving systems engineering / systems integration, web development, software development, managed services, technology insertion, and cyber security
- A proven track record of successful business development across multiple military (e.g., NATO, US DOD), diplomatic organizations (e.g., US embassies, Department of State), and program offices at a variety of acquisition sizes
- Intimate organizational and mission knowledge of, and experience with the designated market, and more specifically organizations that require or procure C2ISR capabilities and Cyber Solutions
8
Skills For Capture Business Development Manager, Texas Resume
- Demonstrated working relationships with key government customers and industry partners in the US and in Europe
- Experience with US military budget, investments and acquisition processes, as well as Department of State regulations for conducting work with foreign governments
- Gain internal support, operate independently with limited supervision and feedback, and establish a solid working relationship with line management, technical staff, functional staff, and peers across Leidos
- Management of a pipeline of opportunities with a value of $200M or greater
- A deep understanding of international teaming and subcontracting overseas to include experience with creating teaming agreements, vendor relationships, service level agreements, and contractor teaming arrangements with foreign entities
- Extensive organizational and mission knowledge of relevant Maritime government organizations
- 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, in order to respond to and win business with new and existing customersvvvv
9
Skills For Business Development & Capture Manager Resume
- Proven track record of successful capture management across multiple organizations and program offices at a variety of acquisition sizes with a cumulative total of at least $125M in successful captures over the last three years
- Work is performed in a fast-paced office environment with a low to moderate noise level
- Research prospective large technology based programs within the defined SLED market place
- Understand the target markets, including industry, company, project, company contacts and which market strategies can be used to attract potential partnering arrangements that drive licensing revenue
- Collaborate with sales and technical teams to ensure that requirements are aligned with CA solution areas
- Maintain relationships with current partners and identify new prospects within the SLED market
- Coordinate meetings with customers, competitors, clients, and teammates to develop market insight on requirements,
10
Skills For Business Development / Capture Intern Resume
- Knowledge of Federal Acquisition Regulation (FAR), Defense Federal Acquisition Regulation (DFAR) and related federal regulations
- Public Trust; ability to obtain a TS/SCI
- Create and implement vertical market solutions with Nuance’s Capture solutions
- New business capture and proposal management in coordination with Business Development team
- Support program Financial, Schedule, and Technical performance development and startup
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