Job Information
SHI Capture & Business Development Manager - Public Sector in Sacramento, California
Job Summary
SHI’s Capture and Business Development Manager, Public Sector helps support regional and national growth strategies with our current contracts and will position our existing contracts to identify, develop, attain, and maximize new business opportunities. Additionally, this role works closely with Public Sector RFP, Sales, Writing, and Solutions teams to help identify potential contracts and to help develop capture strategy for those key contracts.
The Capture and Business Development Manager, Public Sector will support the pursuit plan developed by the Capture and Strategy team and will help conduct competitive analyses to position sales and RFP teams to create effective proposals. The Capture and Development Manager, Public Sector helps to ensure that appropriate capture activities occur and that capture efforts are consistent with a structured approach, providing process oversight as necessary.
The Capture and Business Development Manager will report to the Director Contract & Capture Development. This position will report to the SHI Somerset NJ, location as determined by SHI management.
About Us
Since 1989, SHI International Corp. has helped organizations change the world through technology. We’ve grown every year since, and today we’re proud to be a $14 billion global provider of IT solutions and services.
Over 17,000 organizations worldwide rely on SHI’s concierge approach to help them solve what’s next. But the heartbeat of SHI is our employees – all 6,000 of them. If you join our team, you’ll enjoy:
Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S.
Continuous professional growth and leadership opportunities.
Health, wellness, and financial benefits to offer peace of mind to you and your family.
World-class facilities and the technology you need to thrive – in our offices or yours.
Responsibilities
Support our relationships with Partners/COOPs that align with our target areas
Executing strategies and tactics to deliver a qualified pipeline of contract opportunities with pursuit/win plans for each
Support continual business development process improvement
Help maintain the Strategic Business Capture system using internal and external resources
Research and analyze available data to identify competitive potential trends
Help create and maintain Capture Plans
Understand government contracting vehicles and procedures
Help to manage existing partnerships with partners and COOPs in order to identify new opportunities and add value to existing client base
Contribute to obtaining intelligence, assessing competitors, and helping position SHI to win new contracts
Collaborate with SHI sellers and sales support to identify, qualify, and develop upcoming opportunities
May attend conferences and other external meetings to explore business development opportunities
Maintain appropriate records and documentation; tracking, monitoring, and reporting data to support business development
Evangelize and enable use of profitable, strategic contracts to SHI sellers
Educate internal and external parties on the benefits, terms and conditions, and operational aspects of key contracts, both 1x1 and in group training settings
Qualifications
Bachelor's Degree or relevant work experience required
5-7 years sales or business development experience in role that relates to public contracts
Experience with developing and executing program pursuit, proposal responses, win strategies, technical discriminators, solution providers, and pricing
Experience translating capture strategy into proposal win themes during the proposal stage
Experience managing a proposal from initiation to delivery
Required Skills
Excellent organizational, written, and verbal communication skills and ability to communicate both internally and externally
Excellent project management and execution skills including clear methods for tracking action items, consistent follow-up with involved parties, and ability to lead executive briefings on opportunities and progress
Excellent sales presentation skills with the ability to influence and impact an audience
Strong interpersonal, planning, and problem-solving skills
Strong ability to multitask and prioritize assignments
Ability to work in a dynamic, results driven and fast paced culture
Preferred Skills and Qualifications
Experience working with the SHI contract library or other type of contract database
Knowledge and understanding of SHI’s public sector contracts
Experience educating others about contract benefits and operations
Experience positioning public sector contracts to an internal or external audience
Proven ability encouraging customers to use specific contracts
Experience working with customers pre-RFP to shape opportunities
Unique Requirements
25% Travel is required for customer and company meetings
Extended hours are required to complete some special projects
Additional Information
The estimated annual pay range for this position is $85,000 - $125,000. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.
Equal Employment Opportunity – M/F/Disability/Protected Veteran Status
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Job Locations US-Remote
Requisition ID 2024-16585
Approved Min (Total Target Comp) USD $85,000.00/Yr.
Approved Max (Total Target Comp) USD $125,000.00/Yr.
Compensation Structure Flat Base
Category Presales/Post Sales Support