Hybrid Vice President, Capture & Strategic Partnerships bei Diaconia LLC

Description

The Vice President of Capture & Strategic Partnerships is a senior executive leader responsible for driving growth in the federal contracting market through disciplined capture management, strategic teaming, and long-term customer engagement. Reporting directly to the CEO, the VP leads efforts to identify, qualify, and win strategic contracts with the Department of Defense (DoD), Federal Civilian agencies, and other U.S. Government entities, while cultivating a robust network of strategic partners.

This role serves as the architect of the company’s capture strategies and partnership framework, ensuring all activities align with corporate growth objectives, competitive positioning, and compliance with all applicable government contracting regulations.

Key Responsibilities

Executive Leadership

• Serve as a key member of the Executive Leadership Team, contributing to overall corporate growth, strategy, and decision-making.
• Partner with the CEO to set multi-year revenue goals, growth targets, and market expansion strategies for the federal sector.
• Provide market intelligence, competitive assessments, and recommendations to inform corporate investment and bid/no-bid decisions.

Capture Management

• Lead enterprise-wide capture efforts for high-value federal opportunities, ensuring the implementation and use of industry-standard      capture processes (Modified Shipley).
• Manage the full capture lifecycle — from opportunity identification through post-award debrief — to maximize win probability.
• Direct solution development, pricing strategies, and competitive positioning in partnership with operations, technical SMEs, and the proposal team.
• Ensure all capture activities comply with the Federal Acquisition Regulation (FAR), Defense Federal Acquisition Regulation Supplement (DFARS), and agency-specific procurement guidelines.

Partnership & Teaming Strategy

• Develop and manage strategic alliances, subcontractor relationships, mentor-protégé agreements, and joint ventures to expand capabilities and market reach.
• Negotiate teaming agreements, NDAs, and subcontract arrangements in alignment with corporate growth objectives and compliance standards.
• Foster relationships with small business partners, OEMs, and technology providers to enhance competitive offerings and meet set-aside requirements.

Market & Competitive Intelligence

• Direct the collection and analysis of federal procurement forecasts, agency budgets, and competitive intelligence to inform capture strategies.
• Track legislative, regulatory, and policy changes that may impact customer requirements, acquisition timelines, or funding streams.

Revenue Growth & Pipeline Development

• Develop, own and manage a qualified pipeline to ensure balance between near-term bids and long-term growth opportunities.
• Meet or exceed annual revenue and win rate targets, with a focus on multi-year, high-value contract wins.
• Deliver regular pipeline, forecast, and capture status reports to the Executive Team.

    Disclaimer "The responsibilities and duties outlined in this job description are intended to describe the general nature and level of work performed by employees within this role. However, they are not exhaustive and may be subject to change or modification at any time to meet the evolving needs of the organization. 

Requirements

Education:

• Bachelor’s degree in Business, Management, or related field required; MBA or advanced degree preferred.

Experience:

• Minimum 15 years in federal government contracting, with at least 10 years in senior capture management, business development, or partnership leadership roles.
• Proven track record in winning large-scale federal contracts  ($50M+ total contract value) in DoD and/or Civilian markets.
• Strong understanding of federal acquisition processes, procurement vehicles (e.g., GWACs, IDIQs, OTAs, GSA Schedules), and industry capture best practices.
• Experience building and managing high-performing capture and proposal teams.

Skills & Competencies:

• Executive presence and ability to engage senior government officials and industry executives.
• Exceptional negotiation, influencing, and relationship management skills.
• Data-driven approach to pipeline development and capture execution.
• Deep knowledge of compliance requirements for federal contracting (FAR/DFARS, ITAR, NIST, CMMC, etc.).
• Ability to thrive in a fast-paced, competitive, and mission-driven environment.

Key Performance Indicators (KPIs)

• Annual qualified pipeline value and growth.
• Win rate for targeted pursuits.
• Total contract value of awards secured annually.
• Number and value of strategic teaming agreements and partnerships.
• Partner, customer, and stakeholder satisfaction ratings.

Work Environment & Travel

• This position requires up to 50% travel within the DC Metro area and across the U.S. as required for federal agency meetings, industry conferences, and partner engagements.
• Hybrid with on-site presence expected at the Gaithersburg, MD office for strategic collaboration with the executive leadership team and technical SME’s.