Responsibilities
- Lead the identification, qualification, shaping, and capture of large, multi-year consulting opportunities within the Defense and Civilian agencies
- Opportunities may include multi-year government-wide and agency-wide competitive contract vehicles (IDIQs, IQCs) and agreements(BPAs, OTAs, BAAs, BOAs),
- Establish repeatable process for capturing orders under vehicles and agreements
- Collaborate with internal stakeholders to include consulting, research, executive programs, and sales colleagues
- Perform on-going market research using industry tools to feed into account pipeline/long-term growth strategy
- Lead shaping of win strategy to include win themes, pricing, subcontracting strategy, and stage gate reviews
- Lead cross-functional collaboration/coordination with Industry (business) and Practice (functional) leads as well as operational departments (Legal/Contracts, Risk and Compliance, Office of Ombuds, Vendor Management)
- Engage C-level client executives in the call plan and stakeholder outreach strategies
- Participate in external events for purposes of brand recognition and networking
- Manage up to 3-5 capture efforts of competitive contract vehicles simultaneously of varying complexity Develop, maintain and/or leverage strong client relationships in shaping opportunities to align with Gartner’s unique value proposition and key differentiators
- Develop, maintain and/or leverage existing industry relationships, particularly small businesses
- Support knowledge management efforts by ensuring capture artifacts are appropriately archived.
Skillset and Experience
- Bachelor’s degree from an accredited college or university
- 10+ years of working in the federal government market
- 8+ years of capture management experience in DoD and Civilian agencies
- Ability to manage multiple capture efforts seamlessly simultaneously
- Proven track record with one or more capture methodologies in the US Federal market
- Successful capture of GWACs and/or competitively awarded complex, IDIQ with substantial ceiling
- Lead teaming and direct technical and cost proposal volumes through final submission as well as any orals and/or Clarifications and Discussions
- Strong proposal development and writing skills, successfully conveying information in executive summaries and with ensuring technical approach and management volumes is accurate, compelling and cohesive with business/price volume
- Employ critical thinking skills to devise creative problem-solving approaches for resolving competing internal considerations for proposal content
- Knowledge of federal contracting, evolving acquisition focus areas and trends, and agency buying priorities and challenges
- Experience competitive and price to win analysis
- Strong interpersonal skills and the ability to work effectively in a fast-paced, time sensitive and environment with sometimes competing priorities.
- Team-oriented, collaborative, and promotes a cohesive working environment
- Proven track record with significant third party / small business engagement as part of a capture effort. This shall include identification of qualified small business, coordination and negotiation of bid participation and delivery responsibilities, and on-going vendor management
- At least 8 or more years of sales / capture experience in the DoD and Civilian markets
- Experience with pricing methodology and price to win, competitive analysis, and deal shaping
- Experience with establishing CTAs
- Excellent oral and written communications and experience briefing senior executives and clients
- Provide internal capture manager principles training
- DoD Security clearance is a plus
- Comfortable working in a hybrid 1st environment
Who are we?
At Gartner, Inc. (NYSE: IT), we deliver actionable, objective insight that drives smarter decisions and stronger performance on an organization’s mission-critical priorities. We’ve grown exponentially since our founding in 1979 and we're proud to have over 19,500 associates globally that support over 15,000 client enterprises in more than 100 countries.
What makes Gartner a great place to work?
Our teams are composed of individuals from different geographies, cultures, religions, ethnicities, races, genders, sexual orientations, abilities and generations. We believe that a diversity of experiences makes us stronger—as individuals, as communities and as an organization. That’s why we're recognized worldwide as a great place to work year after year. We've been recognized by Fortune as one of the World’s Most Admired Companies, named a Best Place to Work for LGBTQ Equality by the Human Rights Campaign Corporate Equality Index and a Best Place to Work for Disability Inclusion by the Disability Equality Index. Looking for a place to turn your big ideas into reality? Join #LifeAtGartner
What we offer:
Our people are our most valuable asset, so we invest in them from Day 1. When you join our team, you’ll have access to a vast array of benefits to help you live your life well. These resources are designed to support your physical, financial and emotional well-being. We encourage continued personal and professional growth through ongoing learning and development opportunities. Our employee resource groups, charity match and volunteer programs keep you connected to your internal Gartner community and causes that matter to you.
Gartner believes in fair and equitable pay. A reasonable estimate of the base salary range for this role is 136,000 USD - 164,680 USD. Please note that actual salaries may vary within the range, or be above or below the range, based on factors including, but not limited to, education, training, experience, professional achievement, business need, and location. In addition to base salary, employees will participate in either an annual bonus plan based on company and individual performance, or a role-based, uncapped sales incentive plan. Our talent acquisition team will provide the specific opportunity on our bonus or incentive programs to eligible candidates. We also offer market leading benefit programs including generous PTO, a 401k match up to $7,200 per year, the opportunity to purchase company stock at a discount, and more.
The policy of Gartner is to provide equal employment opportunities to all applicants and employees without regard to race, color, creed, religion, sex, sexual orientation, gender identity, marital status, citizenship status, age, national origin, ancestry, disability, veteran status, or any other legally protected status and to affirmatively seek to advance the principles of equal employment opportunity.
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