Capture Director - US Army (McLean)

Here at Appian, our values of Intensity and Excellence define who we are. We set high standards and live up to them, ensuring that everything we do is done with care and quality. We approach every challenge with ambition and commitment, holding ourselves and each other accountable to achieve the best results. When you join Appian, you’ll be part of a passionate team dedicated to accomplishing hard things, together.

Appian is seeking an experienced Capture Director to work alongside our Army Sales team and Appian’s strategic integrator partners to drive higher PWin on Army strategic opportunities. This position will be responsible for developing all aspects of Appian’s capture as the primary POC to drive opportunities from inception to award. The Capture Director will be heavily relied on to bring industry best‑practice guidance to Appian resources through the deal cycles.

Key Qualifications

• 15+ years directly related experience in Army
• Experience closing large deals in the unrestricted federal IT technology and services space
• Analytical skills related to business development, capture management and procurement strategy
• Communication skills to support working relationships, customer interaction, and to make formal presentations to senior decision makers
• Experience in analyzing and selecting teaming partners and negotiating sound teaming agreements
• Established relationships with Army customers in leadership/thought leadership roles, small and large players in federal IT services contracting, and appropriate related government organizations
• Extensive demonstration of acquisition knowledge as related to US government procurement practices
• Thorough knowledge of the entirety of Business Development/program capture lifecycle and a Shipley‑type approach

Basic Qualifications

• Identify a portfolio of potential Army programs to be considered by Public Sector Management as strategic capture opportunities
• Ensure timely development of final win themes, win strategies, value propositions, and differentiators
• Work with all areas of the company required to resource and support the technical and management solutions
• Support the proposal manager and solutions team, including developing the first draft of the requirements‑driven outline, contributing to proposal reviews and development, and providing overall guidance to the team
• Assess and continually update competitor capabilities, perform analysis of competitor strengths, weaknesses, opportunities, and threats (SWOT), and conduct team gap analysis
• Share overall responsibility with account executive for winning the Army opportunity
• Establish meaningful acquisition and teaming selection criteria and justification
• Develop expectations for moving forward to include anticipated activity schedule, key milestones, and anticipated challenges
• Identify potential capture risks, and develop avoidance and alternate risk mitigation strategies
• Conduct post‑RFP reviews for all business opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions
• Bachelor’s degree in a relevant field

Salary & Benefits

The base salary range is $150,000 — $300,000 USD. Actual compensation will depend on the candidate’s relevant work experience, qualifications, internal peer equity, and market conditions. Sales roles may be eligible for a commission plan subject to plan terms.

Appian offers generous benefits, including a 401(k) plan with company match, flexible time off, paid parental leave, medical, dental, and vision plans, life insurance, disability insurance, wellness programs, flexible spending accounts, health savings account contributions, an employee referral bonus program, and learning and development resources. Certain positions may be eligible for equity awards.

Pay and benefits are subject to change at any time, consistent with the terms of any applicable compensation, commission, bonus, or benefit plans.

Equal Opportunity Statement

Appian is an equal‑opportunity employer that strives to attract and retain the best talent. All qualified applicants will receive consideration for employment without regard to any characteristic protected by applicable federal, state, or local law.

Appian provides reasonable accommodations to applicants in accordance with all applicable laws. If you need a reasonable accommodation for any part of the employment process, please contact us by email at View email address on apply.placed-app.com. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.

Appian’s Applicant & Candidate Privacy Notice.