Senior Director, Capture Operations
About Us:
BlackSky is a real-time intelligence company. We own and operate the world's most advanced space-based intelligence platform and provide customers satellite imagery, automated analytics and high-frequency monitoring of strategic locations, economic assets and events from around the globe. BlackSky is trusted by the most demanding allied military and intelligence organizations and commercial companies to deliver foresight into critical matters that affect national security and the economy. BlackSky's data enables governments and businesses to see, understand and anticipate change as it happens, giving them the ultimate strategic advantage so they can act quickly. Our global team works with cutting-edge technology to make a difference around the world and prides itself on being people-first, customer-focused and fun.
BlackSky is seeking an accomplished and driven Senior Director of Capture Operations to lead the Capture team. As a strong candidate, you will have demonstrated success in driving the capture of complex opportunities across government, defense and intelligence through partnering with Business Development/Sales, Product Management, Solutions Engineering and Subject Matter Experts to develop, propose and close differentiated solutions that provide customer value and clearly convey BlackSky’s differentiators.
This position reports to the Chief Marketing and Product Officer and will play a critical role on a Go-To-Market team as a trusted partner across the organization and are responsible for leading the design of win strategies, innovative and cost-effective mission relevant solutions and compelling proposals for any combination of our product or service offerings within our imagery, analytics and space-based intelligence portfolios. While we would prefer candidates close to our Herndon, VA or Seattle, WA offices we are open to remote candidates in certain states.
Responsibilities:
Strategy focus:
- Manage a dynamic, constantly evolving portfolio of proposals and other strategic capture initiatives.
- Assess opportunity viability and lead bid/no-bid recommendations based on fit, resources, and win probability.
- Lead competitive analysis and price-to-win strategy.
- Cross functional lead in developing comprehensive capture plans, competitive assessments and price-to-win strategies and proposals that position BlackSky as the partner of choice for complex intelligence, defense, and commercial programs.
- Collaborate with Business Development, Product, and Engineering teams to shape opportunities and solutions responsive to customer missions.
- Lead highly visible priority pursuits activities across all phases of our business acquisition process opportunities >$200M.
- Responsible for the development of a winning offer and solution (e.g., technical, management, past performance, cost/price).
- Cross-functional partner on developing an overall solution strategy and approach, aligning customer’s objectives and requirements to generate value propositions and approaches to solve customer challenges.
Operations focus:
- Create, continuously refine, and lead execution of a capture process that aligns cross functional teams and ensures consistent, efficient, and high-quality pursuit execution.
- Manage team of direct reports who oversee different aspects of the capture process, while partnering closely with other cross-functional teams (solutions, product, sales, legal, finance).
- Oversee the design of sales operations processes and systems to enable transparent and scalable operations across the sales lifecycle.
- Articulate all aspects of the win strategy, solution and business case including risk and mitigation plans during reviews with senior leadership.
- Manage the proposal team and process, using best practices in proposal management (e.g. Shipley).
- Other job-related duties as assigned.
Required Qualifications:
- Bachelor’s degree in business, engineering, or related technical field; Master’s preferred.
- At least 15 years of relevant experience in capture management to include a minimum of 8 years of full life cycle and proposal management experience preferably in the geospatial, ISR, aerospace, defense or analytics industries.
- Proven record of leading and winning large, complex, multi-year pursuits (10M-100M) in US government or international markets.
- Strong understanding of federal acquisition processes, contracting vehicles and procurement regulations (FAR/DFAR).
- Exceptional business acumen and negotiation skills, with the ability to lead cross-functional teams under tight deadlines.
- Familiarity with Shipley methodology or equivalent structured capture process.
- Strong written and verbal communication skills, with proven ability to develop executive-level presentations and persuasive proposals.
- Expert proficiency in Salesforce or similar CRM tools to manage pipelines, forecasts, and capture data.
- Proven track record of teaming and developing mutually beneficial partner relationships with peers.
- Ability to communicate issues, concerns, and problems in a solution-oriented manner and meet fast-paced hard deadlines with extended work hours.
- Experience in development of successful negotiation of teaming agreements, competitive pricing strategies, and strategies around varies contract types.
- Active Top Secret clearance highly desired (or ability to obtain one).
Preferred Qualifications:
- Master’s degree in Business Administration (MBA), Engineering, or a related field.
- Demonstrated success leading capture efforts that integrate satellite imagery, AI/ML analytics, and mission solutions.
Life at BlackSky for full-time benefits eligible employees includes:
- Medical, dental, vision, disability, group term life and AD&D, voluntary life and AD&D insurance
- BlackSky pays 100% of employee-only premiums for medical, dental and vision and contributes $100/month for out-of-pocket expenses!
- 15 days of PTO, 11 Company holidays, four Floating Holidays (pro-rated based on hire date), one day of paid volunteerism leave per year, parental leave and more
- 401(k) pre-tax and Roth deferral options with employer match
- Flexible Spending Accounts
- Employee Stock Purchase Program
- Employee Assistance and Travel Assistance Programs
- Employer matching donations
- Professional development
- Mac or PC? Your choice!
- Awesome swag
The anticipated salary range for candidates in Seattle, WA is $200,000-220,000 per year with eligibility for variable pay as well. The final compensation package offered to a successful candidate will be dependent on specific background and education. BlackSky is a multi-state employer, and this pay scale may not reflect salary ranges in other states or locations outside of Seattle, WA.
BlackSky is committed to hiring and retaining a diverse workforce. We are proud to be an Equal Opportunity/Affirmative Action Employer All Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, sexual orientation, gender identity, disability, protected veteran status or any other characteristic protected by law.
To conform to U.S. Government space technology export regulations, including the International Traffic in Arms Regulations (ITAR) you must be a U.S. citizen, lawful permanent resident of the U.S., protected individual as defined by 8 U.S.C. 1324b(a)(3), or eligible to obtain the required authorizations from the U.S. Department of State. #LI-Remote
EEO/AAP/ Pay Transparency Statements: https://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf
https://www.dol.gov/ofccp/regs/compliance/posters/pdf/OFCCP_EEO_Supplement_Final_JRF_QA_508c.pdf
