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Corporate Director of Business Development and Capture

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POST DATE 9/19/2017
END DATE 3/20/2018

ENSCO, Inc. Falls Church, VA

Falls Church, VA
AJE Ref #
Job Classification
Full Time
Job Type
Company Ref #
Mid-Career (2 - 15 years)
Bachelors Degree


Job Description ENSCO is actively seeking a dynamic, entrepreneurial-focused business leader specializing in DOD, IC and Aerospace government contracting with extensive experience in business development, capture management, building customer relationships and delivering robust pipeline growth. As the Director of Business Development and Capture, this person will execute business development efforts and play a major role in the ENSCO leadership team with focus on developing new large ($100M+) cross-company growth opportunities. The position will report to the ENSCO Chief Strategy and Technology Officer (CSTO) and they will co-lead the Business Development Council.
This is a hands-on role with these primary responsibilities: Identify large opportunities that leverage ENSCO company-wide capabilities as well as develop and lead cross-divisional collaborative teams to pursue these opportunities.
Serve as hands-on capture management and/or proposal manager on qualified large strategic opportunities, including win strategy development, capture planning and execution, managing capture and B&P budgets.
Lead corporate growth activities, including opportunity identification, business development, capture management, proposal development and pipeline growth.
Co-lead the ENSCO Business Development Council to coordinate business development activities across the company and ensure that the standard methods of pipeline accountability are employed.
Build vision/expertise to identifying strategic growth areas and developing implementation roadmaps to penetrate new markets and customers.
Work with Division Business Area Leads to ensure strategic alignment with growth of current product lines while focusing on new growth areas.
Foster strategic growth through strategic positioning, opportunity pipeline/business development, customer relations, personnel management and professional development to build sales growth performance and improved win rates.
Participate in strategic planning, opportunity gate reviews and associated reporting.
Monitor significant events within the opportunity pipeline/industry/competitors/partners, establish, and institutionalize the business acquisition process
Respond to customer request for proposals information and creation of white papers, investigate/forecast future opportunity
Develop and conduct customer engagement strategy, face to face meetings, and attend industry events
Develop key industry partnerships to pursue growth opportunities
Assist with Mergers and Acquisitions (M&A) activities

Qualifications Required (Skills)
Required Qualifications
B.S. in Engineering or related field
10+ years proven success in developing and capturing large ($100M+) DOD, IC and Aerospace opportunities
Experience in customer analysis, win strategy development, and conducting color team reviews
Experience in competitive analysis and price-to-win analysis
Experience building and leading cross-functional, cross-division capture teams
Ability to travel as required, up to 25% per month.
Management of a pipeline of opportunities up to $500M
Active TS/SCI Security Clearance

General Education/Years of Experience
BS or equiv; 10+ yrs exp w min 5 yrs mgr exp

U.S. Citizenship

Security Clearance Level

Drug Screen Type

Export Control and Licensing

Background Check Type
7 year

Qualifications Desired
Desired Qualifications:
M.S. or M.B.A
Formal capture manager training and certification
International capture experience
Mentor and develop junior capture managers
Experience and domain knowledge in several of the following areas:
o Sensors and System Integration
o Cyber, Electronic Warfare, and PNT
o CBRNe Detection and Warning Systems
o Avionics Software Development and Test for DOD Applications
o Aerospace Systems
o Range and Space System Support
o C4ISR and Satellite Control
o Human-Machine Interface systems and software development
o Autonomy


Division Description
The goal of the Strategic Programs (SP) organization is to plan, develop and secure business that will significantly impact ENSCO s long-term future. SP achieves this goal by applying market knowledge, technical acumen, and business development expertise complemented by a growth-driven resource allocation. The SP team works hand-in-hand with the ENSCO subsidiaries and divisions to accelerate corporate growth by creating and implementing a focused approach to the marketplace..

ENSCO, Inc. and its wholly owned U.S. subsidiaries are equal opportunity/affirmative action employers, committed to diversity in the workplace. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, disability, protected veteran status, or any other protected characteristic under state or local law.

Additional Benefits

Flexible Spending Account Program
Tuition Assistance
Credit Union Membership
Professional Memberships
Employee Assistance Program
Wellness Program
Additional Benefits