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Director of Business Development and Capture

Location: Tyson's Corner, VA, United States
Date Posted: Nov 14, 2023

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That’s RIVA.  Our employee-first approach has manifested a culture that attracts the best and brightest.  By investing in people firsts, and providing a flexible work environment, our employees have higher moral, higher productivity rates, and lower turnover. At RIVA, people are our #1 priority.

About the job:

Drive the capture strategy and lifecycle to win executable business with Government clients through applying expertise across the business development life cycle, driving strategic capture and proposal development. Leverage senior-level leadership and extensive community relationships within an industry based in government clients. Lead capture for complex and technical bids, including identifying and comprehending clients’ requirements and buying patterns, developing complex technical solution options, and building a differentiated team that can deliver client impact through a winning bid. Drive market-based competitive intelligence, market assessments, client assessments, and strategic planning efforts in support of expanding specific client-based opportunity portfolios and pipeline. Manage key stakeholder relationships, keep the business leadership team informed, and engage in advancing strategic partnerships with clients and industry partners. Partner and collaborate with the business development, solutions, delivery, and proposal team to drive winning solutions for our strategic bids.


Roles and Responsibilities:


  • Drives full life-cycle capture of assigned opportunities through the whole capture lifecycle including proposal development, and conducting any after-action evaluations
  • Ensures price to win (PTW) analysis is conducted and the PTW target is established
  • Develops final win themes, win strategies, value propositions and differentiators
  • Coordinates development of technical and management solutions
  • Assesses and continually updates competitor capabilities, performs analysis of competitor strengths, weakness, opportunities, and threats (SWOT), and conducts team gap analysis
  • Negotiates teamwork share, swim lanes for prime and subcontractor positions.
  • Manages B&P budget and requests, and updates as needed
  • Leads and motivates internal capture team

    Basic Qualifications:

  • 5+ years of experience in leading very large captures and developing complex technical solutions supporting bids for Government clients in excess of $50-100M.
  • 5+ years of experience with the direct management of complex solutions and development capture efforts for defense community and government clients
  • Experience with successful execution of all phases of a large and multi-year capture effort, including strategic planning, teaming, proposals, market, or competitive and price-to-win analyses
  • Experience briefing senior executives and Government clients
  • Ability to manage a capture budget to leverage and allocate resources effectively
  • Ability to quickly demonstrate strong leadership throughout the capture process for internal and external stakeholders
  • Strong ability to collaborate and drive teams to complete tasks through matrix leadership through the capture process
  • Ability to obtain a security clearance- not necessary
  • Bachelor's degree

Additional Qualifications:

  • Experience with developing and maintaining effective internal and external business relationships with clients and industry partners
  • Ability to show expertise in the business development life cycle and IT solution service selling methodologies
  • Ability to communicate multi-step and interdependent activities effectively to capture teams and ensure efficient execution of captured efforts
  • Possession of excellent oral and written communication skills.

Work Model

Our people-first culture prioritizes the benefits of flexibility and collaboration, whether that happens in person or remotely.  Our RIVA Flex policy allows for our employees to work in the environment that is most conducive and product for the individual.  However, we do need this individual to be local to the greater DC area with frequent attendance to RIVA and GovCon events, and some in office participation. 

RIVA Solutions is an Equal Opportunity/Affirmative Action employer.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identify, national origin, disability, veteran status, or any protect class.  If you need a reasonable accommodation to search for a job opening or to submit an online application, please email [email protected].  Only messages left for this purpose will be returned.

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