IBM Civilian Capture Lead 

United States, District of Columbia, Washington 

331652195

The Civil Capture Lead is responsible for the identification, validation, development, progression, and capture of opportunities in the Federal Civilian market working with and through market and Federal System Integrators (FSI’s) leaders.

• This role will drive opportunity identification through capture, define value propositions, articulate technical differentiation, and securing teaming partners where appropriate.
• This role requires experience in federal business development and capture across the civilian marketplace, experience with FSI’s capture processes, consultative selling, client relationship building, and working in a highly matrixed environment.
• Success in this role is measured by pipeline growth, RFP submissions, wins, and overall market growth.

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Required Technical and Professional Expertise

• Deep Civilian Capture and Business Development expertise
• Track record in building pipelines and successful captures in new and existing markets
• Understanding of and success in working across the entire business development lifecycle from co-creation solution development, teaming, proposal development, etc.
• Strong client relationship-building and negotiation skills
• Experience working with multiple FSIs either directly or as teaming partners

Preferred Technical and Professional Expertise

• Technical expertise/understanding in AI, Cyber, Digital and ability to apply expertise to solution development