Senior Director, Federal Capture

Here at Appian, our core values of Respect, Work to Impact, Ambition, and Constructive Dissent & Resolution define who we are. In short, this means we constantly seek to understand the best for our customers, we go beyond completion in our work, we strive for excellence with intensity, and we embrace candid communication. These values guide our actions and shape our culture every day.  When you join Appian, you'll be part of a passionate team that's dedicated to accomplishing hard things.

Here at Appian, our core values of Respect, Work to Impact, Ambition, and Constructive Dissent & Resolution define who we are. In short, this means we constantly seek to understand the best for our customers, we go beyond completion in our work, we strive for excellence with intensity, and we embrace candid communication. These values guide our actions and shape our culture every day.  When you join Appian, you'll be part of a passionate team that's dedicated to accomplishing hard things.

Appian is seeking an experienced Senior Director of Federal Capture to lead our strategic deal capture function across the DoD and Civilian markets.  This position will be responsible for developing all aspects of Appian's capture function as the primary leader for this important and growing aspect of our sales organization. The Senior Director of Federal Capture will be heavily relied on to bring industry best practices to guide Appian resources through the deal cycles. This is a people manager role.

Responsibilities:

• Owns the strategic capture function within Appian Public Sector

• Build out the Capture function. This includes hiring additional capture managers/directors and a support team of technical teams to resource pursuits

• Define Objectives and Key Results (OKRs) for the team designed to meet the goals of Appian Public Sector leadership

• Identify a portfolio of potential programs to be considered by Public Sector Management as Strategic Capture Opportunities

• Work collaboratively with Sales Leaders, Sales teams, Engineering and Operations teams to ensure Appian’s capture activities align to our public sector strategic initiatives

• Accurately report on strategic captures and proposal activities to Appian stakeholders and senior leadership as part of Quarterly Business Reviews (QBRs) and ad hoc as needed

• Act as player/coach for a small portfolio of captures. In the coach role, develop, improve and progress the capture plan for a defined set of strategic opportunities. Identify the Capture team and stakeholders in coordination with Business Development, Solutions, Sales and, Consulting and Operations leadership

• Assess and continually update competitor capabilities, performs analysis of competitor strengths, weakness, opportunities, and threats (SWOT), and conducts team gap analysis

• Lead the development of team capture strategies, win themes, executive summaries and discriminators. Prepares teaming gap analysis

• Conduct post-RFP reviews for all business opportunity capture participants to document lessons learned and identifies necessary adjustments to capture technique, strategy, and actions

Qualifications:

• 10+ years directly related experience.

• Experience closing deals over $10M in annual revenue in the Federal IT Technology and Services space.

• Analytical skills relating to business development and capture management.

• Communication skills to support working relationships, customer interaction, and to make formal presentations to senior decision makers.

• Experience in analyzing and selecting teaming partners and negotiating sound teaming agreements.

• Established relationships with Federal government customers in leadership/ thought leadership roles, small and large players in federal IT services contracting, and appropriate government organizations.

• Demonstrate knowledge of US government procurement practices.

• Thorough knowledge of the entirety of Business Development / program Capture lifecycle and a Shipley-type approach.

Tools and Resource 

• Training and Development: During onboarding, we focus on equipping new hires with the skills and knowledge for success through department-specific training. Continuous learning is a central focus at Appian, with dedicated mentorship and the First-Friend program being widely utilized resources for new hires. 
• Growth Opportunities: Appian provides a diverse array of growth and development opportunities, including our leadership program tailored for new and aspiring managers, a comprehensive library of specialized department training through Appian University, skills based training, and tuition reimbursement for those aiming to advance their ed