ARiA applies broad interdisciplinary expertise in acoustics, machine learning, modeling & simulation, and signal processing toward innovative science and engineering research and development for a diverse set of government and corporate clients. Partnering with government, industry, and academia, ARiA solves critical challenges.
ARiA is a small business where you can make a big difference. Our employees, including those at entry-level, are working together with the CIO of the Air Force to use cognitive computing to change the way the government acquires technology and working with top Navy leaders to use video games and simulation to change the way sailors are trained to use sonar.

POSITION DESCRIPTION:

ARiA is looking for a highly motivated self-starter and low-ego team player to join our team as a Capture Manager to help drive growth in current and new market segments. This position is an opportunity to join a rapidly growing firm where you will an integral part of a team that engages deeply in challenging problems while enabling the development of cutting-edge technologies that address crucial needs.
Strong candidates for this role at ARiA must value excellence and work with confidence, but without ego. Members of the ARiA team all have deep knowledge and specialized expertise and exercise a high degree of leadership in their daily work. Employees that thrive at ARiA have strongly-held, defensible ideas and advocate for what they believe is right, but are quick to exercise intellectual humility and acknowledge that they can often be wrong.
As Capture Manger you will devise effective strategies to ensure contract wins through active, strategic, tactical, and hands-on developmental roles in all facets of the business acquisition and development lifecycle from opportunity identification and qualification through proposal and transition support. Working in close coordination with ARiA management, operations, and technical teams, you will become intimately familiar with ARiA’s unique capabilities, identify new business opportunities, and craft solutions from capture initiation through to proposal phasefor a diversity of customers across the Department of Defense and Intelligence Community. You will be responsible for leading and developing capture and proposal activities, creating capture plans, interacting with potential customers and industry partners, qualifying opportunities, and leading and developing those opportunities toward high probability of win.

Duties and Responsibilities:

• Effectively manage and lead multiple capture teams
• Research, develop, and qualify new business opportunities within existing and new customer bases by leveraging knowledge and contacts
• Gather program intelligence to assess competition, evaluating strengths and threats to differentiate ARiA from competitors
• Gather, assess, and validate customer requirements leveraging knowledge of competition, customer needs, and government acquisition regulations to create a targeted, differentiated win strategy
• Effectively collaborate with ARiA technical teams to translate technical information into proposal submissions
• Build and maintain working relationships with current and potential customers to introduce ARiA capabilities, determine customer needs and challenges, and offer potential near-term solutions
• Develop and maintain positive working relationships with both internal and external stakeholders including team members and vendors to ensure effective, efficient, and integrated implementation of capture strategies
• Support the preparation of technical proposals, providing substantive input by capturing customer interests and needs
• Identify potential teaming partners, lead and negotiate teaming agreements, and build integrated teams for new programs
• Demonstrate excellent critical thinking, win-strategy development, problem solving, business acumen, and interpersonal skills to develop teams and construct near-term and long-range strategies for business development in designated pipelines

APPLICANTS SELECTED FOR EMPLOYMENT WILL BE SUBJECT TO A GOVERNMENT SECURITY INVESTIGATION AND MUST MEET ELIGIBILITY REQUIREMENTS, INCLUDING U.S. CITIZENSHIP, FOR ACCESS TO SENSITIVE INFORMATION.

Bachelor’s degree in a relevant discipline
Five or more years of recent, relevant capture-management experience for a diverse range of government clients
Demonstrated track record of proven success in the design and implementation of sound business-development and capture strategies, as well as successful pursuit of opportunities within the Department of Defense and/or Intelligence Community
Experience leading teams with members from a variety of organizations and functional responsibilities to develop and evolve win strategies
Experience with and demonstrable understanding of the federal acquisition processes and various contract vehicles and types
Extensive experience evaluating and recommending key teammates and partners, along with determining a teaming strategy to optimize value
Ability to work independently with limited supervision and feedback but collaboratively to gain internal support and establish strong working relationships with technical staff
Ability to manage multiple projects in a fast-paced environment while maintaining exceptional attention to detail
Outstanding organizational, planning, and time-management skills
Exceptional ability to communicate technical solutions and complex concepts to colleagues, customers, and other stakeholders
Superior oral and written communications skills
Technical proposal writing experience grounded in strong writing skills

DESIRABLE SKILLS, QUALIFICATIONS, AND EXPERIENCE:

Ten or more years of business-development and/or capture-management experience as either a manager or business developer in the federal research-and-development and/or technology services markets
Experience with selling highly specialized research-and-development and/or technology services to the Department of Defense and/or Intelligence Community

• Effectively manage and lead multiple capture teams
• Research, develop, and qualify new business opportunities within existing and new customer bases by leveraging knowledge and contacts
• Gather program intelligence to assess competition, evaluating strengths and threats to differentiate ARiA from competitors
• Gather, assess, and validate customer requirements leveraging knowledge of competition, customer needs, and government acquisition regulations to create a targeted, differentiated win strategy
• Effectively collaborate with ARiA technical teams to translate technical information into proposal submissions
• Build and maintain working relationships with current and potential customers to introduce ARiA capabilities, determine customer needs and challenges, and offer potential near-term solutions
• Develop and maintain positive working relationships with both internal and external stakeholders including team members and vendors to ensure effective, efficient, and integrated implementation of capture strategies
• Support the preparation of technical proposals, providing substantive input by capturing customer interests and needs
• Identify potential teaming partners, lead and negotiate teaming agreements, and build integrated teams for new programs
• Demonstrate excellent critical thinking, win-strategy development, problem solving, business acumen, and interpersonal skills to develop teams and construct near-term and long-range strategies for business development in designated pipeline