Capture and Account Manager
Cambridge International Systems
Full-time
Remote
Cambridge International Systems, Inc. (Cambridge) is seeking a full-time Capture and Account Manager with experience winning and growing strategic programs across multiple mission areas. This position is remote and will require some travel.
Cambridge was founded in 1994 with a vision to counter threats to national security—and has stayed true to that intent for nearly three decades across multiple domains, including security and surveillance, engineering and technical solutions, aviation services, and global logistics. Our mission areas include National Security & Defense, Security Cooperation and Threat Reduction, Survivability and Resilience, Aviation and Space, and International Operations.
We are currently seeking a highly motivated Capture and Account Manager who is accustomed to dynamic and diverse programs such as those worked at Cambridge. Our organization requires an enthusiastic self-starter with advanced communication and analytical skills, including an ability to assess and ensure both the big picture of agencies/customers, and the details of specific solicitations.
The Capture and Account Manager will both identify and build opportunities for the company and will have experience running multiple accounts or programs across DoD military departments and services, as well as agencies, and must have a proven track record of capture success with high value opportunities. Military and technical experience is a must, US Air Force (USAF) and cybersecurity, particularly incident response, security engineering, or assessment and authorization is preferred. Experience in the areas of critical infrastructure support and design, infrastructure modernization, and enterprise network optimization support is also desired.
The Capture and Account Manager will serve as a key member of the Business Development, Capture, and Proposals (BCP) team and report directly to (and work closely with) the Director of Account Management. They will collect and analyze business intelligence; build relationships with key users and decision makers, as well as USG stakeholders and strategic industry partners.
Responsibilities include:
The Capture and Account Manager will develop current accounts of major significance and establish long-term strategic plans for retaining and growing these accounts. They will also be responsible for building new accounts and winning new opportunities. To accomplish this the Capture and Account Manager is expected to:
- Develop and nurture key business relationships in the Government marketplace, with a primary responsibility for identifying and developing opportunities for business expansion.
- Support the development of customer or market penetration strategies and individual opportunity win strategies, campaign plans, and partnering strategies.
- Gather market and competitor information to identify business trends, forecast demand and support preparation of the annual budget.
- Conduct reviews on accounts on regular basis to evaluate clients’ demands and usage of account; determine types of services/products and prices/fees satisfying the clients’ needs as well as the organization’s objectives.
- Attend strategic networking engagements and industry days as a representative of Cambridge, both in person and virtually.
- Communicate progress at all stages—writing and disseminating trip reports, research briefings and delivering comprehensive gate reviews presentations using Cambridge tools and processes.
- Perform detailed analysis of RFP/RFQ/RFI documents to assess requirements and develop compelling proposal narratives and pricing strategies that demonstrate our value proposition.
- Support opportunity schedule development and capture approach for successful delivery of strategic programs.
- Understand competitor capabilities; devise plans to position the company to be successful in pursuits aligned with our capabilities.
- Apply strong facilitation, leadership, and communication skills to lead capture through the entire pursuit lifecycle.
- Develop compelling opportunity teaming and partnership approaches that increase P-Win and allow the company to achieve the most favorable financial, contractual, and quality outcomes.
- Use first-hand knowledge of customer mission experiences to gain customer intimacy and develop relationship and requirements understanding for improved account management.
The Capture and Account Manager will contribute to pipeline development by identifying and qualifying opportunities, and will support proposal development, while adhering to Cambridge’s processes. Thus, they will develop and maintain well-coordinated internal relationships with key decision makers within the organization and work collaboratively and positively with all levels of the Cambridge team. This includes coordinating with the Cambridge Proposal Operations team to help maintain the collaborative and team-oriented environment that currently exists.
The Capture and Account Manager should be a dedicated expert and will be responsible to maintain extensive and up to date knowledge of current developments in the Government marketplace in order to assess the position of company and determine how to improve it. They will apply this expertise to ensure the business development strategy is implemented; to make recommendations for change or modification to strategy; and to support or lead teams in order to develop and deliver whitepapers, demonstrations, proposals and other internally developed products used to identify, qualify and capture new business.
REQUIRED QUALIFICATIONS
- Secret Clearance (or ability to get re-instated if lapsed)
- Bachelor's Degree (or equivalent) with 10 - 12 years of experience or a Master's Degree (or equivalent) with 8 – 10 years of experience.
- Track record of successfully managing multiple accounts/programs and capturing/retaining business.
- Understanding of the DoD market sector and acquisition process, demonstrated achievement in multiple DoD customer domains.
- Excellent written, interpersonal, and communication skills; ability to write executive summaries, cover letters, and other technical and non-technical proposal sections.
- Ability and desire to take-on new challenges and highly technical pursuits for new work.
- Prior military service desired; US Air Force (USAF) preferred.
- Technical background desired; cybersecurity expertise preferred, particularly incident response, security engineering, or assessment and authorization.
- International business experience desired.
- Knowledge of and familiarity with Shipley BD/Capture/Proposal process a plus.
- GovWin /GovTribe experience desired.
- Experience with Customer Relationship Management (CRM) software preferred.
- Active Passport or the ability to obtain an Active Passport.
- Ability to travel up to 30%. Some- 4-5 trips a year CONUS expected, potentially 1 trip a year OCONUS.
- In some occasions, overnight travel may be required.
Cambridge International Systems complies with Temporary Duty Station (TDY)/Outside Continental United States (OCONUS) vaccination requirements. If this position requires OCONUS travel (listed above), Vaccine Recommendations by AOR | Health.mil lists applicable current vaccination requirements by location.
Office setting:
- Must be able to work in an office environment, sitting at a desk, looking at a computer for most of the workday.
- Work is physically comfortable; the employee has discretion about sitting, walking, standing, etc.
- May be required to travel short distances to offices/conference rooms and buildings on site.
Cambridge International Systems is committed to investing in our employees and their future by providing them with competitive compensation, career development opportunities, comfortable working conditions, and a comprehensive benefits package, some of which are listed below:
- Medical, dental, vision, Life/AD&D/STD/LTD insurance
- 401(k) matching and immediate vesting
- Paid time off and holidays
- Generous tuition & training assistance program
- Relocation assistance
- Sign-on bonuses
- Referral bonuses
- Performance-based bonuses
- Community involvement & outreach
- Wellness program
- Employee Assistance Program (EAP)
- Tickets at Work
If you know someone who may be interested, please share this posting. We are a growing team and there may be more opportunities like this one here at Cambridge International Systems!
MORE ABOUT US
At Cambridge, we recognize innovation and agility grow through diverse collaboration. Our team is comprised of unique individuals, and it is our policy to provide equal opportunity in recruiting, hiring, training, and promoting individuals in all job categories without regard to race, color, religion, national origin, gender, age, disability, genetic information, veteran status, sexual orientation, gender identity, or any other protected class or category as may be defined by federal, state, or local laws or regulations. It is our firm intent to support equal employment opportunity and affirmative action in keeping with applicable federal, state, and local laws and regulations.
If you are a qualified individual with a disability or a disabled veteran requiring assistance with the application process, please visit https://cbridgeinc.com/accessibility/ for information on how to request assistance.