The Work

The Senior Managing Director (MD) - Business Development & Capture – is responsible for achieving the sales goals of the Cayuse Government Business Unit, primarily through developing and capturing business with the Federal government, this includes developing sales plans based on company goals that will promote profitable sales growth and customer satisfaction for the organization. In addition to overseeing, the BD & Capture functions for Cayuse Government Operations the MD will manage a team of business development professionals dedicated to winning new and repeat business from new and existing clients and working closely with Program Managers and Client Account Leads as they pursue new growth opportunities.  The MD will also pursue business development on his/her own, working to bring in new clients and revenue on an annual basis.

This position performs all duties and responsibilities in accordance with the Mission, Vision, and Core Values of Cayuse.

Key Responsibilities

• Work closely with the Managing Director – Proposal Management to assist with managing qualified opportunities through Cayuse’s modified Shipley processes.  Ensuring BD personnel participate actively from opportunity ideation through contract award.
• Define the Business Unit’s approach to sales, defining targets, business development and capture, and developing the annual plan/budget to attain growth as outlined by the BU Executive Managing Director, as committed to the CEO and Board of Directors.
• Understands the importance of attaining government contracting vehicles (GWACs and other IDIQs) and in approaches to maximizing their value to Cayuse.
• Manages a team of Business Development Directors whose primary responsibility is to achieve new sales from targeted clients and approved opportunities each year.  Leads the acquisition of new talent of Business Development personnel to continue meeting Cayuse’s strategic goals for the Business Unit.
• Works closely with our Regional Managing Directors, Client Account Leads and the Program Managers to assist them in growing existing contract revenue or new revenue from existing clients.
• Implements a sales/capture process that strengthens Cayuse’s go-to-market capabilities and improves our overall win rate.
• Leverages existing relationships and develops new relationships in the government mission and programs space to identify and qualify business opportunities, researching and analyzing capture options.
• Plan and execute proven capture strategies and develop plans and techniques that will convince potential clients to do business with the company.
• As a member of the Bid/No Bid team, makes informed decisions about whether Cayuse pursues an opportunity
• Establishes trusting, honest broker relationships with clients by providing support, information, and guidance, researching and recommending solutions to their challenges and opportunities.
• Identifies and qualifies potential teaming partners and business relationships that result in the development of winning proposals and successful delivery.
• Understand and translate buyer requirements into mission relevant solutions.
• Works closely with Client Account Leads/PMs to manage all client interaction throughout the sales/capture cycle.
• Assist in helping the Capture and Pricing teams with understanding client requirements and inputs required to create project work plans and cost estimates.
• Align solution architecture (including statement of work, schedules and other contractual documents) with final terms and conditions.
• Take an active role in Bid/No Bid discussions, proposal strategies, drafting proposal content, and quality reviews of proposals.

• Other duties as assigned.

Qualifications – Here’s What You Need

• Requires a bachelor’s degree in business administration, Marketing, or related field, MBA a plus.
• Minimum 15 years of successful government capture, business development, and marketing experience in Federal Government client environments, including intimate knowledge of and relationships with one or more Agencies/Departments, DOD Unified Commands or Programs.
• Veteran status a plus.
• Advanced sales/capture and marketing skills, including proven experience marketing or selling services and products to government buyers while communicating past performance and capabilities which differentiate Cayuse from other small businesses.
• Current or former security clearance; ability to obtain clearance.

• Demonstrated experience in an SBA Tribal 8(a) business environment, including benefits to clients of the program and its participants.
• Demonstrated outstanding writing skills, verbal communications skills and organizational skills.
• Demonstrated working knowledge of the FAR, DFAR and other government regulations.
• Demonstrated understanding of federal business practices with a working knowledge of costing, pricing, and profit margins, including contractual obligations and risks.
• Proficient with federal market dynamics, in particular solutions and technologies that are hot in the market and at what price points customers are buying them.
• Demonstrated understanding of and experience with federal contracting approaches and vehicles, including GWACs, IDIQs, CTAs, Category Management, best in breed, etc.
• Familiarity and experience with DCAA compliant accounting systems; Deltek CostPoint a plus
• Proficient in government and commercial opportunity mining resources, i.e., GovWinIQ, Bloomberg, SAM, etc.
• Working knowledge of Shipley processes for business development and proposal management
• Proficient in Microsoft and Adobe toolsets, including Excel, Word, Powerpoint, Acrobat, etc.
• Preferred knowledge in areas of Information Technology services (software development, cyber, cloud), Emergency Management, Operations & Maintenance services, Facilities Management, Environmental services, and Professional Services.
• Must be able to pass a background check. May require additional background checks as required by projects and/or clients at any time during employment.

Minimum Skills Required:

• Must possess problem-solving skills.
• Existing relationships with potential clients and teaming partners, such that one can “hit the ground running” required
• Willing to travel for short term assignments
• Highly motivated and is at ease with handling or managing multiple tasks at any one time
• Excellent business acumen and industry acumen
• Ability to forge new relationships, individual and teaming in nature
• Exceptional communication skills, both oral and written
• Ability to respond effectively to customers with a sense of urgency.
• Proficient in Microsoft and Adobe toolsets, including Excel, Word, PowerPoint, Acrobat, etc.
• Highly motivated with the ability to handle and manage multiple tasks at any one time.
• Ability to forge new relationships, individual and teaming in nature.
• Must be a Self-starter, that can work independently and as part of a team.

Our Commitment to you / overview of benefits

• Competitive Pay and Incentive Program Eligible
• Incentive Compensation based on profitable growth within the regional portfolio
• Medical, Dental and Vision Insurance; Wellness Program
• Flexible Spending Accounts (Healthcare, Dependent Care, Commuter)
• Short-Term and Long-Term Disability options
• Basic Life an AD&D Insurance (Company Provided)
• Voluntary Life and AD&D options
• 401(k) Retirement Savings Plan with matching after one year
• Paid Time Off
• Hybrid remote/onsite/client site work arrangement depending on Client/Program

Reports to: Executive Managing Director - Government

Working Conditions

• Professional hybrid office environment.
• Lives within commuting distance to Washington, DC Metro Area.
• Must be physically and mentally able to perform duties extended periods of time.
• Ability to use a computer and other office productivity tools with sufficient speed to meet the demands of this position.
• Must be able to establish a productive and professional workspace.
• Must be able to sit for long periods of time looking at computer screen.

• May be asked to work a flexible schedule which may include holidays.
• May be asked to travel for business or professional development purposes.
• May be asked to work hours outside of normal business hours.

Other Duties: Please note this job description is not designed to cover or contain a comprehensive list of activities, duties or responsibilities that are required of the employee for this job.  Duties, responsibilities, and activities may change at any time with or without notice.

Cayuse is an Equal Opportunity Employer.  All employment decisions are based on merit, qualifications, skills, and abilities. All qualified applicants will receive consideration for employment in accordance with any applicable federal, state, or local law.