The Senior Capture Manager is responsible for communicating the value of the Acxiom solutions to government and public sector clients, resulting in new government and public sector contracts and relationships and revenue growth to Acxiom. The Senior Capture Manager will lead opportunities capture from pre-proposal activities through the proposal phase and post-submittal activities, and be responsible for leading opportunities toward high win probability.
The Senior Capture Manager, through business prospecting and demand creation efforts, will uncover new opportunities, gain access to C-Level decision makers, effectively guide the client through a highly defined sales process, allocate resources accordingly, negotiate and close the sale.
What you will do:
Provide strategic thinking and execution for capture efforts by determining capture team resource requirements and costs associated with bid.
Identify and pursue new business development opportunities with new and existing clients resulting in new profitable revenue.
Provide customer and business knowledge through business intelligence to ensure the team fully understands the desires and needs of the customers and the capabilities of potential competitors.
Create win themes and strategies including value propositions and have full responsibility for executing all aspects of the capture process all the way through contract win.
Create value and understand Acxiom products and services and differentiate them from competitors.
Build winning teams by identifying and security teaming agreements with key partners.
Develop and grow client relationships by providing consultation and expertise: aligning client business needs to Acxiom products, solutions and services.
Actively engage with Acxiom Account Managers and Solution Managers to increase the penetration of Acxiom product and services within existing clients.
Support the development of a pricing strategy to create a winning price proposal.
Conduct color team reviews to ensure that reviews are conducted in a repeatable manner.
Own Salesforce forecasting of new opportunities and accurate sales entries.
What you will need:
Strong Capture and Business Development Ability.
Hands-on experience for multiple capture portfolios.
Experience managing multiple large complex accounts.
Proven success offering data products and solutions to the US Federal government.
5+ years of capture experience in Data, Information technology and/or relevant customer business environment.
Demonstrated success closing large complex deals.
Experience and temperament working in high-pressure, fast-paced environments.
Fundamental understanding of technology and managed service offerings.
Problem solving skills.
Effective oral and written communication skills as well as ability to establish and maintain productive customer and industry participant networks.
Ability to map technology solutions to solve business problems or advance business goals.
Demonstrating resilience and creativity to gain commitments over challenging business development cycles.
Bachelor’s Degree and/or a minimum of 10 years of capture/business development experience in the Federal Government.
Track record of capture management for winning complex proposals.
Must be a US citizen with ability to obtain a Government security clearance.
Active TS clearance.
Expert industry knowledge in one or more of these federal agencies: HHS, VA, SSA, DOD, DHS, Treasury, Department of State.
Experience with data products and solutions offerings to the Federal government, including data verification, data insight, big data analytics.
Experience managing capture and/or business development for a systems integrator (Deloitte, McKinsey, Booz Allen, GDIT, SAIC, CACI, Leidos, Microsoft, Northrop Grumman, Lockheed Martin, CGI Federal).
Experience managing capture and business development for a data company (Lexis, Thomson, Experian, Epsilon, Reed, etc.)
Travel %: Ability to travel 25 to 50%
Primary Location City/State:
Homebased - Conway, Arkansas