Director, Business Development/Capture Army IT

Work Where it Matters

Akima is not just another global enterprise and federal contractor. As an Alaska Native Corporation (ANC), our mission and purpose extend beyond our exciting federal projects as we support our shareholder communities in Alaska.

At Akima, the work you do every day makes a difference in the lives of our 15,000 Iñupiat shareholders, a group of Alaska natives from one of the most remote and harshest environments in the United States.

For our shareholders, Akima provides support and employment opportunities and contributes to the survival of a culture that has thrived above the Arctic Circle for more than 10,000 years.

For our government customers, Akima delivers agile solutions in the core areas of facilities, maintenance, and repair; information technology; logistics; protective services; systems engineering; mission support; furniture, fixtures & equipment (FF&E); and construction.

As an Akima employee, you will be surrounded by a challenging, yet supportive work environment that is committed to innovation and diversity, two of our most important values. You will also have access to our comprehensive benefits and competitive pay in addition to growth opportunities and excellent retirement options.

Akima is seeking a dynamic, innovative, experienced Army IT Business Development Executive in support of its Emerging Markets Group (EMG). Reporting to the Vice President of Business Development for EMG, the candidate will be responsible for formulating and executing strategy, developing and qualifying a pipeline of Army IT opportunities to support the pursuit of new information technology and related business services, adhering to the Akima, LLC corporate policies and procedures. The candidate must have demonstrable experience generating new Army IT business opportunities such as cyber, DevSecOps, AI, etc. and forming new business relationships, knowledge of the contractual requirements of the industry, and a track record of proven results. Responsibilities include full opportunity lifecycle management to include identification and qualification of opportunities, development and maintenance of the opportunity pipeline, development of customer-focused solutions, development and maintenance of customer relationships, and working with executive staff to obtain opportunity pursuit approvals. Additional responsibilities include supporting the development of strong proposals and driving revenues that exceed assigned revenue targets. 

• Formulating and executing strategy, pipeline development, and other activities to win new business.
• Ensuring that Akima is viewed as a key partner across multiple markets, and helping position Akima favorably in the eyes of both the customer and teaming partners.
• Owning the development and execution of an account strategy and pipeline while making recommendations for modifications when necessary.
• Identifying opportunities with high win potential, qualifying opportunities, and working with our capture and delivery teams to win.
• Leading teams to develop and deliver on a pipeline of opportunities that align with EMG’s growth market of IT Solutions and Technology Services such as DevSecOps, Cloud Engineering, Cybersecurity, AI, and Data Analytics.
• Overseeing the development and execution of customer call plans for opportunities, assessing the competitive landscape, and applying knowledge of leading competitors to foster the development and implementation of an effective and differentiated win strategy.
• Coaching others and providing business development advice to delivery leads as necessary.
• Aiding in the negotiation of teaming agreements, contracts, and proposal development.
• Developing and briefing bid/no-bid recommendations, pursuit and capture strategies for new business opportunities; and associated business cases for advancing opportunities that will grow the business base.
• Using strong client management skills, including the ability to develop and maintain lasting relationships with government and industry partners through daily interactions to gain valuable intelligence and insights and subsequently position Akima as a trusted partner to customers.
• Managing responses to government market research inquiries (e.g. RFIs, Sources Sought Notices, etc.), attend industry events and participate in thought leadership initiatives.
• Shaping acquisition strategies by leveraging client relationships, company capabilities and experience, partners, and contracting vehicles.
• Delivering presentations and communicating to internal and external audiences.
• Supporting the Capture Manager for large strategic bids ($50M to $200M+ in Total Contract Value) including the development of solutions and win strategies; developing and executing capture plans based on established internal processes and tools; and advancement of proposal readiness.

• Demonstrated understanding of the Army’s emerging tech landscape (strategy, initiatives, drivers, stakeholders, etc).
• 10 years of government business development and capture experience with demonstrated success developing a qualified new IT business pipeline and winning new business, or 10+ years Army service and 5 years government IT business development experience.
• Experience winning Army IT opportunities.
• At least 3 IT opportunity wins in the last 3 years (Army preferred).
• Bachelor’s degree required with a preference for IT, scientific, engineering or business discipline; advanced degree highly desired.
• Strong familiarity with federal acquisition regulations, policies, and contract vehicles strongly preferred.
• Demonstrated success in identifying, qualifying and helping organizations win contracts >$50M.
• Ability to identify key growth areas and develop new IT business aligned with the company's growth strategy and campaigns.
• Ability to lead interdisciplinary teams with varying levels of experience
• Knowledge of Government contracting, current IT acquisition trends, and customer buying behaviors.
• Knowledge of competitors and the ability to model competitor behaviors in the market.
• Strong contract management, negotiation & influencing skills.
• Ability to present and communicate effectively at senior levels.
• Problem solving & decision making.
• Ability to manage multiple priorities in a fast-paced environment.
• Ability to manage customer relationships to maximize business opportunities.
• Ability to travel as business dictates.
• This Hybrid position requires that you live within commuting distance from Herndon, VA.