Managing Director, Defense Sector Capture Lead

At Accenture Federal Services, nothing matters more than helping the US federal government make the nation stronger and safer and life better for people. Our 13,000+ people are united in a shared purpose to pursue the limitless potential of technology and ingenuity for clients across defense, national security, public safety, civilian, and military health organizations.

Join Accenture Federal Services, a technology company within global Accenture. Recognized as a Glassdoor Top 100 Best Place to Work, we offer a collaborative and caring community where you feel like you belong and are empowered to grow, learn and thrive through hands-on experience, certifications, industry training and more.

Join us to drive positive, lasting change that moves missions and the government forward!

You Are:

The Managing Director, Defense Sector Capture Lead, will be a critical member of our organization, responsible for the end-to-end capture management lifecycle larger deals (typically $100M+). This role demands a unique blend of high-level strategic thinking, deep expertise of the Department of War (DoW) markets and customers, and hands-on, rapid execution. The successful candidate will collaborate with our teams to own and drive all aspects of our win strategy.

Key Responsibilities

• High-Velocity Capture Leadership and Execution:

• Lead-to-Win: Aggressively lead capture efforts from Qualification/Early-Stage Gate Review through Proposal Submission and Award.

• Pace Setter: Drive the pace of capture activities, ensuring rapid decision-making, timely resource allocation, and aggressive progress against the capture schedule, consistently meeting internal deadlines.

• Cross-Functional Management: Serve as the central conductor, coordinating and directing Business Development, Solutions Architects, Pricing, Contracts, and Proposal Teams.

• Player-coach: Lead and coach the Defense Capture team including resource assignments, pipeline coordination, and mentoring other capture managers on the team

• Strategic and Tactical Mastery:

• Win Strategy Development: Develop and articulate compelling, data-driven, and differentiated Win Strategies, technical solutions, and value propositions that directly address customer needs and explicitly defeat the competition.

• Pricing and Deal Structure Expertise: Deeply understand and architect competitive deal structures, pricing strategies (e.g., FFP, T&M, Cost-Plus variants), and financial modeling to optimize profitability and price-to-win.

• Competitive Analysis: Deep understanding of the competitive landscape, participate in Black Hat reviews, and ghosting strategies.

• Teaming and Partnership Management:

• Teaming: (Primes, Subs, and Joint Ventures) that maximize the probability of win (PWin) and market access.

• Negotiation and Management: Lead all teaming negotiations and manage relationships with key industry partners, ensuring mutual commitment and alignment with the capture strategy.

• Customer and Market Insight:

• DoW Procurement Expertise: Possess a deep, demonstrable understanding of DoW procurement processes, acquisition of lifecycles, and agency-specific buying habits and cultures.

• Customer Shaping: Drive pre-RFP activities, including shaping the procurement, influencing requirements, and building strong customer relationships to enhance the firm's position.

Here Is What You Need:

• Bachelor’s degree or 10+ years of equivalent industry experience

• Experience in US Federal government consulting and contracting, specifically within DoW markets

• Experience leading formal sales or capture efforts

• Experience with Capture on Department of War contracts $100M and above

• Secret Clearance or above

Bonus Points If:

• Advanced Degree

• 15+ years of industry experience

• Experience with GSA Assisted Acquisitions, including FEDSIM and FLEX Service Delivery Models

• Experience capturing opportunities via CSOs and OTAs

• Possess very strong analytical skills

• Possesses very strong writing skills

• TS/SCI Clearance

The Extras:

• US Citizenship Required

What We Believe

As a company wholly dedicated to serving the US federal government, we bring together the best talent to help reinvent how federal agencies operate and deliver greater value for their mission and the American people. We have an unwavering commitment to creating a culture in which all our people are respected, feel a sense of belonging, and have equal opportunity. As a business imperative, every person at Accenture Federal Services has the responsibility to create and sustain a culture where everyone feels welcomed and included. This is grounded in our core values and our experience that hiring and developing great people who reflect different perspectives, experiences, and backgrounds is key to driving innovation and delivering the results that our clients and the country count on.

Equal Employment Opportunity Statement

We believe that no one should be discriminated against because of their differences. All employment decisions shall be made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected by federal, state, or local law. Our rich diversity makes us more innovative, more competitive, and more creative, which helps us better serve our clients and our communities. For details, view a copy of the Accenture Federal Services Equal Opportunity Policy Statement. (

Accenture Federal Services is an Equal Employment Opportunity employer. Additionally, as an Affirmative Action Employer for Veterans and Individuals with Disabilities, Accenture Federal Services is committed to providing veteran employment opportunities to our service men and women.

Requesting An Accommodation

Accenture Federal Services is committed to providing equal employment opportunities for persons with disabilities or religious observances, including reasonable accommodation when needed. If you are hired by Accenture Federal Services and require accommodation to perform the essential functions of your role, you will be asked to participate in our reasonable accommodation process. Accommodations made to facilitate the recruiting process are not a guarantee of future or continued accommodations once hired.

If you _ _ are being considered for employment opportunities with Accenture Federal Services and need an accommodation for a disability or religious observance during the interview process or for the job you are interviewing for, please speak with your recruiter.

Other Employment Statements

Applicants for employment in the US must have work authorization that does not now or in the future require sponsorship of a visa for employment authorization in the United States.

Candidates who are currently employed by a client of Accenture Federal Services or an affiliated Accenture business may not be eligible for consideration.

Job candidates will not be obligated to disclose sealed or expunged records of conviction or arrest as part of the hiring process.

The Company will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. Additionally, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the Company's legal duty to furnish information.

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