Vice President, Strategic Capture Team Leader

ICF International (ICF) is hiring a Vice President, Strategic Capture Team Leader, within the Federal Enterprise Account and Capture (FEAC) organization, to lead our FEAC Capture Team. As the leader of this team, you will play a vital part in overseeing the execution of 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 Vice President, Strategic Capture Team Leader will work closely with Capture Leaders, Enterprise Account Leaders, business development professionals, technical sales advisors, solution architects, internal growth and partner organizations (contracts, finance, recruiting, etc.), P&L business leaders, and other technical and subject matter experts to 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 technology and professional services requirements across the federal civilian market, including Health, Social Programs, Transportation, Energy, International Development, or Disaster Management.

You will provide strategic direction and guidance to a team of FEAC Capture Leaders who will be your direct reports (Capture Executives and Directors), ensuring alignment of FEAC Capture Leaders’ activities with the overall corporate growth priorities and Enterprise Account strategies. You will also provide hands on capture leadership for approved pursuits as needed, including all aspects of capture strategy development and implementation to increase the win probability of new strategic captures and secure significant new sales. You will foster a culture of innovation, collaboration, and continuous improvement within the FEAC Capture Team, identifying and developing plans to enhance the FEAC capture process, tools, and templates to optimize performance. You will maintain detailed awareness of the status of all FEAC-led captures and will represent the FEAC Capture Team and its activities to FEAC leadership, ICF executive leadership and other stakeholders.

This role requires a high business acumen, hands on capture experience, resourcefulness, and an internal/external customer relations-oriented individual. The candidate must have a proven record of winning new business of significant size ($>100M) and leading large capture teams. The Vice President, Strategic Capture Team Leader 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. The successful candidate will be able to leverage strategic partner input and synthesize input and direction into winning tactics and actions. The position will report to the Executive Vice President and Chief Strategy and Innovation Officer, Public Sector.

Primary Responsibilities:

Strategic Guidance and Capture Implementation

• Provide strategic direction and guidance to FEAC Capture Leaders though all phases of the capture lifecycle including refining the win strategy, business case, and value proposition; identifying critical path items to advance ICF’s p-win; elevating risks and implementing mitigation strategies; and devising creative scenarios to identify and implement winning technical, management, staffing and pricing solutions.
• Provide hands on capture leadership for specific pursuits as needed, including all aspects of capture strategy and implementation (e.g., call plan strategies and client meetings, teaming strategies, technical and management solutions, pricing strategies, capture strategy reviews, and pre-proposal activities to position for upcoming solicitations).

Capture Process Management and Continuous Improvement

• Follow FEAC’s corporate BD and Capture processes (tailored Shipley) and train FEAC Capture Leaders as needed to ensure alignment with FEAC’s processes.
• Review and approve FEAC Capture Plans, and work with Capture Leaders to ensure plans are updated and posted on the FEAC MS Teams site on a weekly basis.
• Review and approve FEAC Capture budgets and analyze capture budget trends monthly across the FEAC capture portfolio to identify risks or opportunities.
• Support Capture Leaders prepare materials and talking points for Pursuit Strategy Reviews (PSRs) for an executive audience. Ensure PSR materials and talking points are high-quality, and convey key updates, decisions required, or resources needed.
• Identify and solicit from the FEAC Capture Team and other stakeholders, opportunities for improvement to the FEAC capture process, tools, and templates, make recommendations to FEAC leadership for updates, and develop and implement improvement plans.

Collaboration and Resource Management

• Meet weekly with FEAC Capture Leaders one-on-one to discuss their active captures and strategize as needed to advance capture activities. Work with Capture Leaders to identify resource needs on active captures and work with business leaders, and internal partner functions to meet resource needs.
• Understand the status of all FEAC-led captures and represent the FEAC Capture Team and its activities to FEAC leadership, ICF executive leadership and other stakeholders.
• Develop and maintain a schedule of active captures to review at bi-weekly FEAC Capture Workshops. Help Capture Leaders prepare for the workshops, as needed.
• Monitor and assess Capture Leader workload and make capture FEAC Capture Leader assignments upon executive team approval of opportunity pursuit.

Performance Evaluation and Training

• Monitor and evaluate Capture Leader’s performance and provide feedback and coaching to support individual growth needs.
• Conduct training on capture process, best practices, and lessons learned as necessary and/or requested by FEAC leadership.

Required Education, Skills, and Experience:

• At least 15 years of experience directly as a Capture Manager, Director, or Executive, leading the capture of large business development programs – as a prime offeror on net new or takeaway programs (i.e., not subcontractor roles or recompetes) with professional and technology service providers – with a consistent track record of verifiable wins in the US Federal Civilian and Health agency market sector with individual sales that range from $50-$500M+ Total Contract Value.
• Must demonstrate the ability to lead multiple parallel capture programs simultaneously and a capture portfolio that ranges from $500M to $1.5B.
• Must have hands-on experience with Shipley and/or tailored Shipley capture processes.
• 20+ years of related work experience with 10+ years leading teams or projects with direct reports and matrixed staff.
• Familiarity with online tools used by the Federal Government for solicitations and industry-leading market research tools (e.g., GovWin, USA Spend, DACIS).
• Capture experience with a variety of professional services and technology solution focused programs in the Federal Sector.
• Demonstrated skills in all areas of business development including opportunity qualification, capture strategy, customer visits, customer relationship development, relationship development with competition and partners, teaming agreement negotiation, pricing strategy/cost proposal materials, team leadership, etc.
• 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.
• Demonstrable ability to understand customers’ unique mission, technologies needed, and pain points.
• Bachelor’s degree in a related field.

Professional Skills and Leadership Requirements:

• Demonstrated competence in leading and influencing high-performance teams. This includes setting a clear team vision, exhibiting enthusiasm and passion for devising a win strategy on complex bids, modeling ethical and collaborative leadership behaviors, and ensuring accountability for meeting established team and individual goals.
• Excellent communications skills demonstrated through written and oral presentations, development of technical papers, volumes, or similar products.
• Strong negotiation skills with both internal and external stakeholders.
• Ability to allocate resources effectively and prioritize activities and actions in limited time frames, working across and throughout leadership channels to achieve desired objectives and established milestones.
• Stellar customer and relationship management skills, emphasizing active listening, understanding diverse customer and stakeholder needs, managing diverse viewpoints, and effectively and productively managing conflict.
• Exhibits high emotional intelligence with the ability to bring parties to successful mutual agreements and/or appropriately escalate challenges for resolution.
• Demonstrated outstanding level of professionalism, including the ability to exercise good judgment, discretion, and business ethics, including the protection of proprietary and confidential information.
• Ability to lead local and geographically dispersed teams.
• Willingness to travel, as necessary in support of the capture.
• Strong proficiency in MS Word, PowerPoint, and Excel.
• Experience using Microsoft TEAMS, SharePoint, Mural, and other similar information sharing platforms.

Preferred Education, Skills, and Experience:

• Professional certification in capture management such as CCPM, APMP or Shipley.

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