Director, Strategic Capture - TRSS

Director, Strategic Capture

Are you passionate about the chance to bring your business development and leadership experience to a world-class organization that is leading the way in both data and technology to make a safer and more secure world? Do you have the skills necessary to work across the TRSS enterprise to craft and present innovative solutions, establish solid, long-term customer relationships, and cultivate new business opportunities? If you are a team player and have excellent relationship development and business capture skills coupled with the ability to work in complex environments, then Thomson Reuters Special Services (TRSS) is looking for you!

The Director, Strategic Capture is responsible for capturing TRSS’s most critical pipeline opportunities. They will handle pursuits from opportunity identification through award by managing capture activities and ensuring the company is positioned to win. This individual will lead a seamless transition from business development into the proposal response to ensure that win themes and differentiators are compelling and evident. They will be a visionary for their business development counterpart and will assist with long-term pipeline planning for the business. This individual will bring proven experience navigating the GovCon landscape and coordinating across company business functions to deliver. They will be empowered by a growth-focused leadership team and armed with differentiated data, technology, and services to help our customers solve some of their hardest challenges.

About the Role

As the Director, Strategic Capture, you will contribute to a variety of areas including:

1. In coordination with BD teams, you will play a critical role in executing the pipeline and achieving growth targets for the company.
2. Work with Managing Directors to understand vision, current territory presence, and customer needs, and will build and develop growth strategies for the territory.
3. Ensure that strategic captures are moving through the pipeline and capture strategies are being implemented and are on time.
4. Provide strategic leadership that will aid in the orchestration of all aspects of a winning capture strategy, from campaign planning to individual deal capture.
5. Ownership of the delivery of all elements of capture, including opportunity identification, customer outreach, technical and management solution development, teaming partner engagement, RFP shaping, win theme development, price to win, proposal planning, internal capture process implementation, and appropriate transition to execution upon award.
6. Lead ad-hoc teams of technical, managerial, customer, proposal, and solution subject matter experts to craft winning solutions to customer needs.
7. Collaborate with a robust team of proposal experts, technical SMEs, and outstanding customer relationships founded on successful past performance.
8. Demonstrate problem-solving tactics, critical thinking skills, and the ability to iterate solution development with many internal and external partners as needed.
9. Provide detail-oriented approaches to capture strategy to ensure that the company is precise in all aspects of a pursuit.
10. Identify the investments needed and the resources required to deliver win strategies and track execution to closure.
11. Develop solutions for assigned opportunities; manage relationships with partners and corporate staff for proposed solution development.
12. Partner with a Proposal Manager to identify and allocate resources effectively and prioritize activities and actions in limited time frames.
13. Develop internal relationships and collaborate with TRSS leadership to formulate and administer a go-to-market strategy.
14. Understand the competitive landscape and client needs to effectively position TRSS solutions.
15. Stay current with federal government market needs and trends.
16. Work closely with TRSS business leaders to determine the detailed pursuit strategy for each strategic opportunity.
17. Work with the TRSS Sales Team and business leads to qualify, pursue, and close opportunities.
18. Play a leadership role in driving pursuits and contributing to the development of proposals.
19. Coach the team through the capture and response process.
20. Maintain accurate and timely customer information, pipeline, and forecast data using our CRM system.
21. Follow a consistent, Shipley-based capture-to-proposal process to move targeted opportunities through the pipeline efficiently.
22. Leverage this process to ensure that relevant functional organizations across the company have the context and understanding they need to provide adequate support to the deal.

This position will report directly to the Chief Strategy Officer and will support Managing Directors in the development and success of their long-term pipelines.

About You

You’re a good fit for the role of Director, Strategic Capture if you have:

1. Track record of successful new business development in the US Federal Government market.
2. 5+ years of experience in all areas of business development including opportunity qualification, capture strategy, customer visits, customer relationship development, relationship development with competition, team leadership, etc.
3. 5+ years of business development or operations leadership experience.
4. Bachelor of Science in a related field or equivalent experience will be considered in lieu of a degree.
5. Experience using a Shipley and/or tailored Shipley capture process.
6. Experience working in a hybrid sales/capture organization.
7. Exhibit superb problem-solving tactics, critical thinking skills, and the ability to iterate solution development with a multitude of internal partners.
8. Excellent communication skills – demonstrated through written and oral presentations, development of technical papers, volumes, or similar products.
9. Demonstrates the ability to be a team player and good corporate citizen, exhibiting high emotional intelligence that brings parties to successful mutual agreements.
10. Self-motivated, goal-oriented, and a desire to deliver results.
11. Ability to identify, develop and secure new relationships with buyers, decision makers, influencers, competitors, and partner companies.
12. Expertise in relationship building and account planning.
13. Success in working closely with government leaders and contracting.
14. Sound business ethics, including the protection of proprietary and confidential information.
15. Ability to travel roughly 15% of the time, based on the work you do and the clients and industries/sectors you serve.
16. Ability to obtain and maintain a U.S. Government Security Clearance.
17. U.S. Citizenship essential to comply with government contract/agency or department of Federal Government requirements.

What's in it For You?

You will join our inclusive culture of world-class talent, where we are committed to your personal and professional growth through:

1. Hybrid Work Model: We’ve adopted a flexible hybrid working environment (2-3 days a week in the office depending on the role).
2. Wellbeing: Comprehensive benefit plans; flexible and supportive benefits for work-life balance.
3. Culture: Globally recognized and award-winning reputation for equality, diversity, and inclusion.
4. Learning & Development: LinkedIn Learning access; internal Talent Marketplace with opportunities to work on projects cross-company.
5. Social Impact: Ten employee-driven Business Resource Groups; two paid volunteer days annually.
6. Purpose Driven Work: We help uphold the rule of law, turn the wheels of commerce, and provide trusted, unbiased information to people all over the world.

In the United States, Thomson Reuters offers a comprehensive benefits package to our employees. Our benefit package includes market competitive health, dental, vision, disability, and life insurance programs, as well as a competitive 401k plan with company match. The base compensation range for the role in any of those locations is $173,300 - $321,800. This role may also be eligible for an Annual Bonus based on a combination of enterprise and individual performance.

Accessibility

As a global business, we rely on diversity of culture and thought to deliver on our goals. Thomson Reuters is proud to be an Equal Employment Opportunity/Affirmative Action Employer providing a drug-free workplace.