From KIHOMAC's posting. “We” and “our” refer to the employer.
Government Requirements Identification and Strategic Opportunity Shaping Activities:
Identify emerging DoD mission requirements, capability gaps, modernization initiatives, sustainment challenges, and other strategic opportunities aligned with KIHOMAC capabilities
Research and understand how Government requirements originate, evolve, receive approval, and transition into funded acquisition programs
Engage Government program offices, operational commands, requirements organizations, acquisition stakeholders, and technical authorities to understand mission needs, acquisition objectives, and anticipated requirements
Develop and execute strategies to appropriately influence Government requirements, acquisition approaches, and technical solutions through authorized industry engagement before solicitation release
Identify opportunities to introduce KIHOMAC technical capabilities, alternative solutions, and innovative acquisition approaches that address Government mission requirements
Participate in RFIs, sources-sought responses, industry days, technical exchanges, capability demonstrations, and other pre-solicitation activities to shape opportunities and improve KIHOMAC's competitive position
Identify opportunities where early customer engagement and technical collaboration can establish meaningful competitive discriminators
Develop and maintain long-term opportunity-shaping strategies for major Government programs and anticipated procurements
Government Acquisition Strategy and Budget Analysis Actiities:
Analyze DoD acquisition processes, program structures, funding sources, procurement strategies, and anticipated acquisition schedules to identify future opportunities
Monitor defense budgets, POM/FYDP planning, Congressional appropriations, and agency acquisition forecasts to identify emerging and funded requirements
Understand the relationships among Government operational requirements, program planning, funding availability, acquisition strategy, and contracting execution
Evaluate acquisition pathways, contract vehicles, competition structures, and source-selection approaches to determine KIHOMAC's competitive position
Identify acquisition risks, funding uncertainties, program dependencies, and potential changes affecting opportunity timing or viability
Develop recommendations for positioning KIHOMAC as a prime contractor, subcontractor, or strategic partner based on acquisition structure, organizational capabilities, and competitive conditions
Translate Government acquisition intelligence into actionable corporate growth strategies and capture investment recommendations
Strategic Capture Leadership Activities:
Personally lead assigned high-value, complex Federal Government capture opportunities from early identification and qualification through proposal submission and contract award
Develop and execute comprehensive capture plans addressing customer engagement, acquisition strategy, competitive positioning, technical solutions, teaming, pricing, and win strategy
Establish capture objectives, milestones, resource requirements, investment priorities, and measurable actions to improve competitive positioning
Lead multi-year capture campaigns for major defense programs and strategic contract opportunities.
Assess opportunity maturity, competitive position, acquisition readiness, and PWIN to support corporate investment decisions
Identify and resolve strategic gaps in customer intimacy, technical capability, past performance, teaming, and competitive positioning
Maintain accountability for capture strategy, execution, and readiness across assigned opportunities.
Recommend continued investment, corrective actions, teaming alternatives, or No-Go decisions based on objective assessments
Ensure capture activities establish favorable competitive conditions well before formal solicitation release
Customer and Competitive Strategy Activities:
Develop and execute strategic customer engagement plans focused on Government decision-makers, requirements stakeholders, acquisition personnel, technical authorities, and program leadership
Establish and maintain productive relationships with Government customers and industry partners to improve understanding of mission needs and future requirements
Research and analyze incumbents, competitors, acquisition history, program priorities, Government budgets, and market conditions
Lead competitive intelligence assessments, Black Hat reviews, and other structured analyses to identify competitor positioning, strengths, weaknesses, and likely strategies
Identify customer priorities, evaluation drivers, mission needs, and potential technical or business discriminators
Develop differentiated win strategies, value propositions, and competitive approaches that align KIHOMAC capabilities with Government objectives
Translate customer and competitive intelligence into specific capture actions that measurably improve PWIN
Opportunity Qualification and Strategic Pipeline Management Activities:
Identify and qualify high-value Federal Government opportunities using Government budget documents, acquisition forecasts, SAM.gov, GovWin, agency engagement, industry intelligence, and other sources
Develop a forward-looking pipeline of strategic opportunities aligned with KIHOMAC's long-term growth objectives
Emphasize early-stage opportunities where KIHOMAC has sufficient time to influence requirements, develop customer relationships, establish teaming strategies, and improve competitive positioning
Maintain accurate opportunity assessments, including acquisition timing, anticipated funding, customer engagement, competitive intelligence, PWIN, capture milestones, and resource requirements
Recommend prioritization of capture investments based on strategic value, contract potential, competitive position, and likelihood of award
Collaborate with Business Development and corporate leadership to identify opportunities for expansion into larger and more complex Government programs
Teaming and Strategic Partnerships Activities:
Identify capability, capacity, past-performance, and customer-access gaps affecting KIHOMAC's ability to pursue major contract opportunities
Develop Make/Buy/Team strategies supporting prime contractor positioning and competitive differentiation.
Identify and evaluate strategic teammates, defense primes, OEMs, technology providers, and specialized subcontractors
Develop teaming strategies that improve technical credibility, customer access, past performance, contract eligibility, and competitive position
Evaluate potential teaming structures, workshare arrangements, exclusivity considerations, and long-term strategic value
Coordinate with Contracts and corporate leadership in developing NDAs, teaming agreements, and other capture-related agreements
Solution and Pricing Strategy Activities:
Lead cross-functional development of differentiated, technically credible, and executable solutions responsive to Government mission requirements
Collaborate with Engineering, Manufacturing, Operations, Contracts, Pricing, and Finance to develop technical, management, staffing, transition, production, and sustainment approaches
Evaluate proposed solutions against Government requirements, competitive alternatives, acquisition constraints, execution risk, and customer value
Identify opportunities to improve competitiveness through technical innovation, manufacturing efficiency, acquisition approaches, teaming, or alternative solutions
Prepare and lead executive gate reviews for assigned strategic capture opportunities
Present Government requirements analysis, acquisition strategies, budget and funding assessments, customer intelligence, competitive positioning, teaming strategies, technical solutions, PTW, PWIN, risks, and recommended actions
Provide objective recommendations regarding pursuit investment, prime/subcontractor positioning, strategic teaming, and Go/No-Go decisions
Identify deficiencies in capture maturity and establish corrective actions before subsequent reviews.
Communicate significant changes in Government requirements, funding, acquisition strategies, competitive conditions, or PWIN to corporate leadership
Provide senior leadership with actionable strategic intelligence supporting corporate growth decisions
Capture-to-Proposal Transition Activities:
Establish competitive positioning, win strategy, technical solution direction, and proposal strategy prior to solicitation release to the greatest extent practical
Coordinate with Proposal Management to ensure an effective transition from strategic capture into formal proposal development
Provide documented customer intelligence, requirements analysis, competitive assessments, acquisition strategy, win themes, discriminators, teaming arrangements, and pricing strategies
Support development of proposal outlines, storyboards, executive summaries, technical and management approaches, and other strategic proposal content
Participate in Black Hat, Pink/Red/Gold Team, solution, and executive reviews as appropriate
Maintain accountability for capture strategy throughout proposal development and ensure the final submission reflects the approved competitive approach
Business Development and Corporate Growth Support Activities:
Support development and execution of corporate growth strategies focused on expanding KIHOMAC's participation in larger DoD programs and major contract opportunities
Establish and maintain relationships with Government acquisition organizations, program offices, defense primes, OEMs, and strategic industry partners
Identify opportunities to leverage KIHOMAC's engineering, manufacturing, integration, and sustainment capabilities to address emerging Government requirements
Participate in strategic customer meetings, industry engagements, acquisition events, technical exchanges, and capability presentations
Collaborate with executive leadership and business-area leaders to evaluate new markets, acquisition pathways, and long-term growth opportunities
Support continuous improvement of corporate capture methodologies, opportunity qualification, customer engagement, competitive analysis, and executive decision-making
Capture and communicate lessons learned following major pursuits and award decisions
Key Performance Expectations
Identify and develop a qualified pipeline of large, strategically significant DoD and Federal Government opportunities
Demonstrate measurable progress in shaping opportunities and improving competitive positioning prior to solicitation release
Establish productive engagement with Government requirements, program management, acquisition, and technical stakeholders
Identify emerging requirements and anticipated funding early enough to support effective capture strategies.
Develop comprehensive, actionable capture plans for major Government pursuits
Improve PWIN through customer engagement, competitive intelligence, technical differentiation, acquisition positioning, and strategic teaming
Provide objective, decision-ready assessments supporting capture investment and Go/No-Go decisions
Expand KIHOMAC's ability to compete as a prime contractor or significant strategic teammate on larger Government programs
Ensure effective coordination across Business Development, Engineering, Operations, Contracts, Pricing, Finance, and Proposal Management
Successfully transition mature strategic captures into competitive proposals
Contribute to improved contract win rates, larger contract awards, and sustainable long-term corporate growth
Other duties as assigned
Requirements
Qualifications:
Education/Training: Bachelors Degree in Business, Engineering, Management, Government Acquisition, or another relevant discipline required
Formal capture management, proposal management, or Shipley-based training preferred
Defense Acquisition University (DAU) training or comparable Government acquisition experience preferred
Experience: 15+ years of relevant professional experience in Federal Government contracting, defense acquisition, strategic capture management, or business development, including substantial experience supporting Department of Defense programs
Demonstrated success personally leading large, complex, competitive Federal Government captures, preferably involving contract opportunities valued at $100 million or more
Extensive understanding of how DoD requirements are identified, developed, validated, funded, and translated into Government acquisition programs and solicitations
Demonstrated experience engaging Government customers and appropriately influencing requirements, acquisition strategies, technical approaches, or procurement planning prior to formal solicitation release
Strong understanding of DoD acquisition organizations, including Program Executive Offices (PEOs), System Program Offices (SPOs), Program Managers, requirements organizations, contracting offices, and operational commands
Experience identifying emerging requirements, capability gaps, modernization priorities, and sustainment needs and translating them into actionable business opportunities
Working knowledge of DoD budgeting and resource allocation processes, including the Planning, Programming, Budgeting, and Execution (PPBE) process, Program Objective Memorandum (POM), Future Years Defense Program (FYDP), and Congressional appropriations
Demonstrated ability to analyze Government budgets, acquisition forecasts, program documentation, and industry intelligence to identify and position for future opportunities
Strong understanding of FAR/DFARS, Federal acquisition processes, contract types, IDIQ/GWAC vehicles, task-order competitions, Other Transaction Authorities (OTAs), teaming arrangements, and source-selection processes
Experience developing and executing multi-year capture strategies for major defense programs, engineering services, aircraft modernization, sustainment, manufacturing, or other technically complex opportunities
Demonstrated experience developing customer engagement strategies, competitive assessments, win strategies, Price-to-Win (PTW), Probability of Win (PWIN), strategic teaming arrangements, and executive gate reviews
Experience evaluating and influencing acquisition positioning, including prime/subcontractor strategies, contract vehicles, competition structures, and technical differentiators
Experience working directly with Government program management, acquisition, contracting, and technical organizations
Demonstrated ability to lead cross-functional teams involving Business Development, Engineering, Operations, Contracts, Pricing, Finance, and Proposal Management
Excellent written and verbal communication skills, including the ability to communicate complex acquisition and capture strategies to executive leadership
Strong analytical, strategic planning, relationship-building, negotiation, and executive presentation skills
Ability to independently lead complex strategic pursuits and influence organizational resources without direct supervisory authority
Security: Must be a US citizen
Ability to obtain a security clearance may be required
Physical Requirements: Able to occasionally reach with hands and arms
Prolonged periods of computer screen use, while sitting or standing at a desk
Adhere to safety protocols when in work areas requiring use of PPE (e.g. eyewear, gloves, masks, hearing protection, steel toed shoes, etc.)
Able to safely lift and carry up to 20 pounds at a time
Benefits
Health Care Plan (Medical, Dental & Vision)
Retirement Plan (401k, IRA)
Life Insurance (Basic, Voluntary & AD&D)
Paid Time Off (Vacation, Sick & Public Holidays)
Short Term & Long Term Disability
Training & Development
Wellness Resources
Compensation
Salary:
The projected salary range for this position is $140,000 - $175,000. This is not a guarantee of compensation, rather actual salary will be based on experience, qualifications, and applicable certifications or degrees held. Offered salary may fall outside of this range.
About this listing
LAYIQ is an independent job-discovery service. This listing does not imply a partnership with or endorsement by the employer. Review the original posting for current details and availability.
