Capture Director - Department of War

Here at Appian, our values of Intensity and Excellence define who we are. We set high standards and live up to them, ensuring that everything we do is done with care and quality. We approach every challenge with ambition and commitment, holding ourselves and each other accountable to achieve the best results. When you join Appian, you’ll be part of a passionate team dedicated to accomplishing hard things, together.

Appian is seeking an experienced Capture Director to work alongside our Department of War / Defense Sales team, and Appian's strategic integrator partners, to drive higher PWin on a select portfolio of strategic opportunities. This position will be responsible for developing all aspects of Appian's capture as the primary POC to drive opportunities from inception to award. The Capture Director will be heavily relied on to bring industry best practices to guide Appian resources through the deal cycles.

To be successful in this role, you need:

15+ years directly related experience in DoW/DoD.

Experience closing large deals in the Unrestricted Federal IT Technology and Services space.

Analytical skills relating to business development, capture management and procurement strategy.

Communication skills to support working relationships, customer interaction, and to make formal presentations to senior decision makers.

Experience in analyzing and selecting teaming partners and negotiating sound teaming agreements.

Established relationships with Department of Defense government customers in leadership/ thought leadership roles, small and large players in federal IT services contracting, and appropriate government organizations.

Extensive demonstration of acquisition knowledge as related to US government procurement practices.

Thorough knowledge of the entirety of Business Development/ program Capture lifecycle and a Shipley-type approach.

Identify a portfolio of potential programs to be considered by Public Sector Management as Strategic Capture Opportunities

Ensure timely development of final win themes, win strategies, value propositions, and differentiators

Work with all areas of the company required to resource and support the technical and management solutions

Support the Proposal Manager and Solutions team, as required, including developing the first draft of the requirements driven outline, contributing to proposal reviews and development, and providing overall guidance to the team

Assess and continually update competitor capabilities, performs analysis of competitor strengths, weakness, opportunities, and threats (SWOT), and conducts team gap analysis

Share overall responsibility with Account Executive for winning the opportunity

Establish meaningful acquisition and teaming selection criteria and justification

Develop expectations for moving forward to include anticipated activity schedule, key milestones, and anticipated challenges

Identify potential capture risks, as well as, develops avoidance and alternate risk mitigation strategies

Conduct post-RFP reviews for all business opportunity capture participants to document lessons learned and identifies necessary adjustments to capture technique, strategy, and actions

Bachelors Degree in a relevant field

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About Appian

Appian provides process automation technology. We automate complex processes in large enterprises and governments. Our platform is known for its unique reliability and scale. We’ve been automating processes for 25 years and understand enterprise operations like no one else. For more information, visit appian.com . (Nasdaq: APPN)

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