Represent CAI at industry events and executive briefings Client Engagement & Pre-Sales + Build and maintain relationships with agency stakeholders, IT and procurement leadership, and other decision-makers across target accounts + Lead client meetings, capability briefings, and discovery sessions; prepare materials and tailor messaging to each conversation + Develop account maps and stakeholder engagement plans for priority pursuits + Conduct capture planning ahead of expected solicitations - understanding client priorities, shaping CAI's positioning, and deciding where to invest pre-bid effort Qualifications & Pre-RFP Readiness + Maintain a qualifications library and past performance narratives to use in active bids + Develop reusable proposal templates and solution boilerplate + Establish an engagement cadence with SMEs to keep qualifications fresh Bid & Proposal Leadership + Plan and direct response structure, narrative, and win themes across RFPs, RFQs, RFIs, and task orders + Oversee bid efforts end-to-end, partnering with CAI's Proposal Development Center on cadence and process, mobilizing SMEs for solution input, and driving pricing strategy + Refine draft proposal sections as a senior reviewer + Drive handoff from capture to delivery on award SME Coordination & Cross-Functional Work + Build working relationships with CAI's capability and industry SMEs across State Government, including industry verticals (HHS, Transportation, Tolls, Finance, Education) and capabilities (Application Development, Application Managed Services, PMOs, Service Desk / IT Service Management, Cybersecurity, AI Enablement, Cloud) + Connect with account teams to develop cross-sell opportunities within their territories **What You'll Need** Required: + 10+ years of progressive experience in State Government professional services consulting, business development, capture management, and proposal leadership + Strong working knowledge of state government procurement including cooperative contracting (e.g., NASPO, Sourcewell), RFx cycles, and contract negotiation + Skilled at building and sustaining relationships with agency stakeholders across multi-year sales cycles + Strong proposal writing, editing, and review skills; comfortable setting direction on narrative, structure, and win themes, and elevating others' writing + Experience orchestrating cross-functional teams (delivery, technical SMEs, marketing, pricing, legal) under bid deadlines + Strong strategic, analytical, and problem-solving skills + Proficiency with Salesforce or a similar CRM, Microsoft Office Suite, and procurement intelligence tools (GovWin, GovSpend, or equivalent) + Bachelor's degree in technology, business, finance, or a related field Preferred: + Existing network of relationships across state agencies, system integrators, and public sector contracting organizations + Experience selling and/or delivering business and IT consulting services - application development, managed services, PMO, modernization, or similar + Experience developing strategic pricing models and delivering fixed-price solutions + Familiarity with State HHS, Transportation, Tolls, and Education verticals **Physical Demands** + Ability to safely and successfully perform the essential job functions + Sedentary work that involves sitting or remaining stationary most of the time with occasional need to move around the office to attend meetings, etc. **What You'll Do** Market & Competitive Intelligence + Track state government buying trends, priorities, and federal funding + Maintain current competitor profiles across State Government practice areas + Coordinate FOIA requests and analyze responses to sharpen pursuit planning Growth Strategy & Pipeline + Develop and execute growth strategy across the State Government portfolio + Identify and qualify new agency targets aligned to CAI's capabilities + Build and manage State Government pipeline data, tracking activity and progression + Use existing contract vehicles and cooperative purchasing agreements (NASPO, Sourcewell, and similar) to expand into new agencies + Partner with CAI support organizations to vet plans, sharpen targeting, and execute on strategic geographic and vertical pursuits Marketing & Market Positioning + Lead conference planning for the division, selecting events, identifying speaking opportunities, and developing pre- and post-event engagement plans + Partner with CAI Marketing on thought leadership campaigns, website content, and collateral that reflect CAI's capabilities + Develop capability 2-pagers and success stories that represent CAI in the market.