Job Abstract

ICF seeks a Senior Director-Federal Capture to join our Corporate Federal Sector Enterprise Capture Team.  As a core member of this team, you will play a vital part in leading and executing large-scale enterprise captures that span ICF capability service lines on a wide range of Federal Sector opportunities that are highly strategic to ICF.  The Senior Director will focus on high value and/or strategic capture opportunities (>$50M-$1B) that are aligned with ICF’s Enterprise Accounts and Corporate Growth Priorities.  Target opportunities may include a wide range of clients and requirements across the federal market, including Technology Solutions, Health, Energy, International Development, Transportation or Disaster Management.

The position will report to the Senior Vice President and Chief Strategy and Innovation Officer, Public Sector, who oversees ICF’s Corporate Enterprise Accounts and Capture Team. Ideally, this role will be based in the Washington DC area as a hybrid position assigned to ICF’s Reston, VA headquarters office. Remote candidates with exceptional qualifications and experience may be considered. Travel to client sites, ICF offices, and conferences will be required.

ICF is a mission-driven company filled with people who care deeply about improving the lives of others and making the world a better place. Our core values include Embracing Difference; we seek candidates who are passionate about building a culture that encourages, embraces, and hires dimensions of difference. 

What you Bring to the Team

You will work closely with the ICF Federal Sector market development leadership team, Enterprise Account Leads and other Enterprise Capture Executives and Capture Managers.  You will be a strategic leader and masterful capture orchestrator, responsible for all aspects of developing and executing a winning capture strategy, including call plan strategies and client meetings, teaming strategies, technical and management solutions, pricing strategies, capture strategy reviews, and pre-proposal activities in order to position for upcoming solicitations.  Target opportunities may include a wide range of clients and requirements across the federal market, including Technology Solutions, Health, Energy, International Development, Transportation or Disaster Management. 

This role requires a high business acumen, project management skills and focus, advocacy skills to drive to win, the ability to manage by influence, an internal/external customer relations-oriented individual and technical education or related experience.

Candidate must have a proven record of winning new business of significant size ($>50M - 100M +) and leading large and diverse capture teams. The VP- Strategic Capture Executive must have exceptional presentation and communication skills and must be able to be creative and adapt to a wide range of opportunities across the federal market.  It will be imperative that this candidate is able to leverage strategic input from critical partners, including executive leadership, Enterprise Account Leaders, and operating group business leadership and synthesize inputs and direction into winning tactics and actions.

Key Responsibilities:

• Develop and execute capture plans through all phases of the capture, including a capture plan, schedule and budget. Meet critical milestones for captures and provide periodic pursuit strategy reviews with corporate review board/team/leaders when material risks or changes to capture strategies emerge.
• Develop, organize, and execute significant capture activities, including building industry and ICF-internal teams, assess win probability, develop win plans/strategies, address gap analysis, etc. in order to respond to and win business with new and existing customers.
• Develop value propositions, support business cases and project plans and develop early win strategies.
• Establish and implement customer engagement and intelligence including creation and execution of call plans, and gathering, assessment and validation of customer requirements, identifying gaps and emerging requirements.
• Shape opportunities and our position throughout the opportunity life-cycle.
• Formulate and support the communication and implementation of an integrated business development, capture and proposal strategy that clearly highlights ICFs value proposition.
• Develop and control capture budgets.
• Communicate with diverse parties internally and externally at senior levels.
• Secure and align resource needs and leverage resources assigned, collaborating with subject and technical matter experts, functional leads, sales team members solution architects and other corporate partners to secure wins.
• Manage the effective execution of capture pursuits, tracking performance to cost and schedule, and communicating status to leadership.
• Ensure timely delivery of compliant and compelling RFI, sources sought and proposal responses.
• Interact routinely with varying levels of leadership, capture team members, partners and vendors, staff, and customers, and follow through on tasking.
• Brief capture status to senior leadership at specified milestones in the capture process when material changes occur, and as needed.
• Conduct after action reviews for all business opportunities, document lessons learned and identify necessary adjustments to capture technique, strategy, and actions.
• Conduct training on capture process, best practices, and lessons learned and Mentor other capture and proposal staff in the capture management process as requested by team leadership.

Required Education, Skills, And Experience

• Must demonstrate the ability to lead multiple parallel capture programs simultaneously and a capture portfolio that ranges from $500M to $700M
• Demonstrated track record of verifiable wins in the US Federal Civilian and Health agency market sector with individual sales that range from $25-$250M+ Total Contract Value. 
• 12+ years of related capture experience. 8 years of experience as a Capture Manager, Director or Executive, leading the capture of large business development programs in the federal market – as a prime offeror on net new or takeway programs (ie not subcontractor roles or recompetes)
• 8+ years leading teams or projects with direct reports and matrixed staff including geographically dispersed teams.
• Minimum of 5+ years of experience with a variety of professional service and technology solution programs in the Federal Sector.
•  5+ years of experience working in large business organizations utilizing mature capture methodologies, processes and artifacts.
• 5+ years of hands-on experience with Shipley and/or tailored Shipley capture processes.
• 5+ years of experience in all areas of business development including: opportunity qualification, capture strategy, customer visits, customer relationship development, competitive pricing strategies and cost proposal materials, relationship development with competition, team leadership, development/negotiation of teaming agreements etc.
• 5+ years of Win Strategy Development, able to create sound business models and value propositions by synthesizing information and ensure alignment with customer priorities.
• Demonstrable understanding of all contract types (non-IDIQ, IDIQ - single or multiple award contracts as well as FFP, T&M, cost plus), assisted acquisitions, various contract vehicles and impact on risk and business case
• Willingness to travel, as necessary in support of the capture
• Demonstrated deep understanding of the Federal Acquisition Regulations (FAR).

Preferred Education, Skills and Experience:

• Professional certification in capture and proposal management (such as CPCM, APMP, or Shipley)
• Bachelor's Degree.

Professional Skills and Leadership Requirements:

• Exhibit superb problem-solving tactics, critical thinking skills, and the ability to iterate solution development with a multitude of internal partners.  Highly collaborative and exhibits the ability to work across a diverse set of groups and stakeholders as well as work in a blended and integrated capture team.

• Excellent communications skills – demonstrated through written and oral presentations, development of technical papers, volumes, or similar products. Demonstrates the ability to be a team player and good corporate citizen, exhibiting high emotional intelligence that brings parties to successful mutual agreements and/or appropriately escalates challenges to leadership for resolution.
• Sound business ethics, including the protection of proprietary and confidential information.
• Experience with developing and maintaining effective internal and external business relationships, including with customer decision-makers and industry partners.
• Strong proficiency in MS Word, PowerPoint, and Excel
• Experience using Microsoft TEAMS, SharePoint, Mural, and other similar information sharing platforms.

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Working at ICF

We can only solve the world's toughest challenges by building an inclusive workplace that allows everyone to thrive. We are an equal opportunity employer, committed to hiring regardless of any protected characteristic, such as race, ethnicity, national origin, color, sex, gender identity/expression, sexual orientation, religion, age, disability status, or military/veteran status. Together, our employees are empowered to share their expertise and collaborate with others to achieve personal and professional goals. For more information, please read our EEO & AA policy.

Reasonable Accommodations are available, including, but not limited to, for disabled veterans, individuals with disabilities, and individuals with sincerely held religious beliefs, in all phases of the application and employment process. To request an accommodation please email icfcareercenter@icf.com and we will be happy to assist. All information you provide will be kept confidential and will be used only to the extent required to provide needed reasonable accommodations.

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Pay Range - There are multiple factors that are considered in determining final pay for a position, including, but not limited to, relevant work experience, skills, certifications and competencies that align to the specified role, geographic location, education and certifications as well as contract provisions regarding labor categories that are specific to the position. The pay range for this position is: