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Capture Manager – Government & Public Sector, Associate Director (DC Metro Area)

Our Government and Public Sector (GPS) industry group serves all U.S. based Federal, State and local governments, as well as higher education institutions. Every day we solve the most complex challenges, so the government can build a stronger country, for the people. Our GPS business development team shapes and drives an integrated growth strategy across EY’s largest accounts, industry sectors, solutions and services, while demonstrating and achieving market leadership through a client centric culture.

The opportunity

As a Capture Manager, you’ll lead many of the most strategic opportunity pursuits in EY’s GPS practice. You will lead pursuit teams in the development of winning capture plans and proposal strategies that contribute to overall EY growth. You’ll be expanding EY’s business via competitive procurements across GPS clients.

Your key responsibilities

As a Capture Manager, you will be responsible for managing complex pursuits, leading matrixed teams throughout the capture process, and developing/executing winning capture strategies. You will be part of a multi-disciplinary team that is focused on driving winning solutions by melding business, management, technical and cost elements for winning proposals. Your primary responsibilities will include:

• Develop complex capture plans, lead win strategy sessions, deal qualification develop shaping messages, manage the client call plan that leads with client relationship development, teaming, competitive analysis, shaping, deal qualification, brief capture status to leadership during gate reviews

Skills and attributes for success

• The Capture Manager must thrive in a dynamic environment where they are responsible for the management and execution of the full capture life-cycle process across multiple, simultaneous pursuits and proposals.

• You’ll need to excel in a matrixed organization, balancing the needs of the client against business initiatives and goals. You’ll be expected to exercise sound judgement within broadly defined practices and policies; regularly interact with all levels of management, functional POCs, staff, and customers and display a high degree of tact and diplomacy.

• Characteristics necessary for success include business and technical vision; strategic thinking, analytical presentation and problem-solving skills; the ability to gain internal support; the ability to establish and maintain a solid working relationship with technical staff, manager, peers; and demonstrated excellent written and oral communication skills.

To qualify for the role, you must have

• 12+ years of business development, capture management, project and/or program management experience in professional services and solutions

• Minimum of 8 years of full life-cycle capture management experience, with at least 4 years as a capture manager pursuing opportunities with an individual total contract value of $100M+ A proven track record of successful capture management across multiple Government & Public Sector (Federal, State/Local) agencies

• Experience developing complex capture plans, including client relationship development, teaming, win strategies, shaping, call planning, deal qualification

• Strong knowledge of current and emerging sales tools and methodologies

• University/Bachelor’s Degree

Ideally, you’ll also have

• Working knowledge of technology consulting solutions and services

• Limited experience as an orals coach and/or strategic pricing

• Team selling experience

• Strong coaching and mentoring skills

• Ability to travel up to 40% of the time

What we offer

We offer a comprehensive compensation and benefits package where you’ll be rewarded based on your performance and recognized for the value you bring to the business. The base salary range for this job in all geographic locations in the US is $200,000 to $385,000. The salary range for New York City Metro Area, Washington State and California (excluding Sacramento) is $240,000 to $437,500. Individual salaries within those ranges are determined through a wide variety of factors including but not limited to education, experience, knowledge, skills and geography. In addition, our Total Rewards package includes medical and dental coverage, pension and 401(k) plans, and a wide range of paid time off options. Join us in our team-led and leader-enabled hybrid model. Our expectation is for most people in external, client serving roles to work together in person 40-60% of the time over the course of an engagement, project or year. Under our flexible vacation policy, you’ll decide how much vacation time you need based on your own personal circumstances. You’ll also be granted time off for designated EY Paid Holidays, Winter/Summer breaks, Personal/Family Care, and other leaves of absence when needed to support your physical, financial, and emotional well-being.

• Continuous learning: You’ll develop the mindset and skills to navigate whatever comes next.

• Success as defined by you: We’ll provide the tools and flexibility, so you can make a meaningful impact, your way.

• Transformative leadership: We’ll give you the insights, coaching and confidence to be the leader the world needs.

• Diverse and inclusive culture: You’ll be embraced for who you are and empowered to use your voice to help others find theirs.

EY accepts applications for this position on an on-going basis. If you can demonstrate that you meet the criteria above, please contact us as soon as possible.

EY exists to build a better working world, helping to create long-term value for clients, people and society and build trust in the capital markets.

Enabled by data and technology, diverse EY teams in over 150 countries provide trust through assurance and help clients grow, transform and operate.

Working across assurance, consulting, law, strategy, tax and transactions, EY teams ask better questions to find new answers for the complex issues facing our world today.

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