Capture Director - Department of War (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 Department of War / Defense Sales team, and Appian's strategic integrator partners, to drive higher PWin on a select portfolio of 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 practices to guide Appian resources through the deal cycles.

To be successful in this role, you need:

• 15+ years directly related experience in DoW/DoD.
• Experience closing large deals in the Unrestricted Federal IT Technology and Services space.
• Analytical skills relating 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 Department of Defense government customers in leadership/ thought leadership roles, small and large players in federal IT services contracting, and appropriate 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 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, as required, 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, performs analysis of competitor strengths, weakness, opportunities, and threats (SWOT), and conducts team gap analysis.
• Share overall responsibility with Account Executive for winning the 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, as well as, develops avoidance and alternate risk mitigation strategies.
• Conduct post‑RFP reviews for all business opportunity capture participants to document lessons learned and identifies necessary adjustments to capture technique, strategy, and actions.
• Bachelor's Degree in a relevant field.

Base Salary Range: $150,000 — $300,000 USD

The base salary range represents a good faith and reasonable estimate of the range at the time of posting. Actual compensation will be dependent on a number of factors including, but not limited to, the candidate's relevant work experience, qualifications, internal peer equity, and market and business conditions that exist when extending an offer. Sales roles may be eligible to participate in a commission plan subject to the terms of the applicable plans and policies.

In addition, Appian provides generous benefits offerings that include 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.

Tools and Resources

• Training and Development: During onboarding, we focus on equipping new hires with the skills and knowledge for success through department‑specific training. Continuous learning is a central focus at Appian, with dedicated mentorship and the First‑Friend program being widely utilized resources for new hires.
• Growth Opportunities: Appian provides a diverse array of growth and development opportunities, including our leadership program tailored for new and aspiring managers, a comprehensive library of specialized department training through Appian University, skills based training, and tuition reimbursement for those aiming to advance their education. This commitment ensures that employees have access to a holistic range of development opportunities.
• Community: We'll immerse you into our community rooted in respect starting on day one. Appian fosters inclusivity through our 8 employee‑led affinity groups. These groups help employees build stronger internal and external networks by planning social, educational, and outreach activities to connect with Appianites and larger initiatives throughout the company.

Benefits

Appian offers a comprehensive benefits package designed to support your health, wellbeing, and financial future. Benefits may include health coverage, Employee Assistance Program (EAP) with free mental health support, life and disability insurance, an Employee Stock Purchase Program (ESPP), a retirement/pension plan, wellness dollars, tuition reimbursement, family‑forming benefits and more. Benefits vary by country—please ask your Talent Acquisition contact for details specific to the location you are applying to.

About Appian

Appian provides AI automation for mission‑critical work. We automate complex processes in large enterprises and governments. Our platform is known for its unique reliability and scale. We've been automating processes for more than 25 years and understand enterprise operations like no one else. For more information, visit appian.com. [Nasdaq: APPN]

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.

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