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Date: Apr 24, 2019

Location: McLean, VA, US

Company: NTT DATA Services

At NTT DATA we know that with the right people on board, anything is possible. The quality, integrity, and commitment of our employees have been key factors in our company’s growth and market presence. By hiring the best people and helping them grow both professionally and personally, we ensure a bright future for NTT DATA Services and for the people who work here.

Req ID: 45929  


NTT DATA Services Public Sector Vertical is currently looking for a DC metro-based Sales Operations Sr. Director (Capture Manager) to join our Executive Team. 


Responsibilities include: 

  • Works closely with the BD and Business Unit to understand the scope of the pursuit and contract to provide requisite analysis/information and strategic recommendations to the pursuit and account teams in support of a win 
  • Responsible for identifying and assembling all required resources/skills to develop proposal, pursue and win large deals 
  • Leads and coordinates all pursuit team efforts and assists in opportunity qualification and risk assessment. 
  • Responsible for validating/endorsing the technical solution. Works with delivery to ensure the solution design can be properly delivered. 
  • Leads pursuit team in developing and substantiating a winning value proposition that meets the needs of the customer, including analyzing critical business drivers and risks. 
  • Supports the end to end capture and contracting process including support to CR’s / DR’s BAFO and contract negotiations, delivery integration, change management, governance activities 
  • Collaborate with Sales Management to create targeted plan of tactical sales and strategic marketing activities needed to increase account performance within identified growth potential accounts. 
  • Customer relationship development/expansion 
  • Messaging, communications and activities for optimizing win probability 
  • Technical solution identification 
  • Partnership/teaming relationships 
  • Win theme creation 
  • Bids & proposals contribution 



  • US Federal Government; Civilian, State & Local 
  • Assess and quantify risk for major, high-stakes projects and programs. 
  • Make decisions on teaming and program staffing resource planning. 
  • Frequently represents the organization to other businesses within the company and to external customers/clients. 
  • Acts as subject matter expert providing direction and guidance to process improvements and establishing capture and proposal policies. 
  • Frequently contributes to the development of new ideas and methods. 


Knowledge and Skills Required: 

  • Business/financial understanding and expertise. 
  • Acts as a Strategic Partner, Trusted Advisor. 
  • Strong organizational, facilitation and leadership skills 
  • Familiarity with project management methodologies. 
  • Leadership skills in directing pursuit and/or delivery teams. 
  • Highly developed consultative approach, solution selling and business development skills. 
  • Can act as an executive sponsor for a project. 
  • Business and customer oriented team player with ability to form alliances across organizational boundaries. 
  • Proven program management skills and able to demonstrate leadership capabilities. 
  • Strong influencing and communication skills at a Senior Management levels. 
  • Ability to cope with very high peak workloads, occasional travel, short deadlines and significant pressure.
  • Ability to lead matrixed resources in distributed geographies and time zones.




Basic Qualifications:

    • Bachelor's degree plus 10+ years in Capture Management with proven process understanding and successful win rate
    • Deep understanding of how to build a winning team, develop a win strategy, support PTW, support tech strategy development, and deliver differentiated bids that are technically outstanding
    • Track record of winning single-award deals in the US Federal Government within the past 5 years


This position is only available to those interested in direct staff employment opportunities with NTT DATA, Inc. or its subsidiaries.  Please note, 1099 or corp-2-corp contractors or the equivalent will NOT be considered. We offer a full comprehensive benefits package that starts from your first day of employment.                                                                                


About NTT DATA Services


NTT DATA Services partners with clients to navigate and simplify the modern complexities of business and technology, delivering the insights, solutions and outcomes that matter most. We deliver tangible business results by combining deep industry expertise with applied innovations in digital, cloud and automation across a comprehensive portfolio of consulting, applications, infrastructure and business process services.


NTT DATA Services, headquartered in Plano, Texas, is a division of NTT DATA Corporation, a top 10 global business and IT services provider with 118,000+ professionals in more than 50 countries, and NTT Group, a partner to 88 percent of the Fortune 100. Visit to learn more.


NTT DATA, Inc. (the “Company”) is an equal opportunity employer and makes employment decisions on the basis of merit and business needs.  The Company will consider all qualified applicants for employment without regard to race, color, religious creed, citizenship, national origin, ancestry, age, sex, sexual orientation, gender identity, genetic information, physical or mental disability, veteran or marital status, or any other class protected by law.  To comply with applicable laws ensuring equal employment opportunities to qualified individuals with a disability, the Company will make reasonable accommodations for the known physical or mental limitations of an otherwise qualified individual with a disability who is an applicant or an employee unless undue hardship to the Company would result.




Nearest Major Market: Washington DC

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