Director, Strategic Capture - Thomson Reuters

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!

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. As the pipeline is built, you will ensure that strategic captures are moving through the pipeline and capture strategies are being implemented and are on time.

4. Providing strategic leadership that will aid in the orchestration of all aspects of a winning capture strategy, from campaign planning, down 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. Leading ad-hoc teams of technical, managerial, customer, proposal, and solution subject matter experts to craft winning solutions to customer needs.

7. Collaborating with a robust team of proposal experts, technical SMEs, and outstanding customer relationships founded on successful past performance.

8. Demonstrating problem-solving tactics, critical thinking skills, and the ability to iterate solution development with many internal and external partners as needed.

9. Providing detail-oriented approaches to capture strategy to ensure that the company is precise in all aspects of a pursuit. This includes planning for client and partner meetings and internal/external teaming strategies, assessment of win probability, developing win plans/strategies, pricing strategies, addressing gap analyses, planning technical and management solutions, plan and execute capture reviews, and develop early win strategies.

10. As part of the win strategy development, you will identify the investments needed and the resources required to deliver those win strategies, and you will track execution to closure.

11. Developing (with technical/SME support) solutions for assigned opportunities; manage relationships with partners and corporate staff for proposed solution development; participate in business planning activities, to include gate reviews and periodic capture strategy reviews, operating plan development, bid agenda development, win theme and discriminator workshops, competition (black hat) reviews, price to win reviews, proposal color reviews.

12. Partnering with a Proposal Manager to identify and allocate resources effectively and prioritize activities and actions in limited time frames, working companywide to bring the strength of the entire organization to the capture effort or proposal effort.

13. Developing internal relationships and collaborate with TRSS leadership to formulate and administer a go-to-market strategy.

14. Understanding the competitive landscape and client needs to effectively position TRSS solutions.

15. Staying current with federal government market needs and trends.

16. Working closely with TRSS business leaders to determine the detailed pursuit strategy for each strategic opportunity.

17. Working with the TRSS Sales Team and business leads to qualify, pursue, and close opportunities.

18. Playing a leadership role in driving pursuits and contributing to the development of proposals.

19. Coaching the team through capture and response process.

20. Maintaining accurate and timely customer information, pipeline, and forecast data using our CRM system in coordination with Sales, Finance, Growth and Strategy teams.

21. Following a consistent, Shipley-based capture-to-proposal process to move targeted opportunities through the pipeline in an optimized and efficient manner.

22. Leveraging this process to ensure that the relevant functional organizations across the company have the context and understanding they need to provide adequate support to the deal.

23. 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 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 communications 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 and/or appropriately escalates challenges to leadership for resolution.

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.

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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:

• Hybrid Work Model: We’ve adopted a flexible hybrid working environment (2-3 days a week in the office depending on the role) for our office-based roles while delivering a seamless experience that is digitally and physically connected.

• Wellbeing: Comprehensive benefit plans; flexible and supportive benefits for work-life balance: flexible vacation, two company-wide Mental Health Days Off; work from another location for up to a total of 8 weeks in a year, 4 of those weeks can be out of the country and the remaining in the country, Headspace app subscription; retirement, savings, tuition reimbursement, and employee incentive programs; resources for mental, physical, and financial wellbeing.

• Culture: Globally recognized and award-winning reputation for equality, diversity and inclusion, flexibility, work-life balance, and more.

• Learning & Development: LinkedIn Learning access; internal Talent Marketplace with opportunities to work on projects cross-company; Ten Thousand Coffees Thomson Reuters café networking.

• Social Impact: Ten employee-driven Business Resource Groups; two paid volunteer days annually; Environmental, Social and Governance (ESG) initiatives for local and global impact.

• Purpose Driven Work: We have a superpower that we’ve never talked about with as much pride as we should – we are one of the only companies on the planet that helps its customers pursue justice, truth and transparency. Together, with the professionals and institutions we serve, we help uphold the rule of law, turn the wheels of commerce, catch bad actors, report the facts, and provide trusted, unbiased information to people all over the world.