ERP Business Development and Capture Manager (Federal/SLED)

Job Description

Job DescriptionDescription:

About S&P

S&P Consultants is an award-winning provider of strategic, advisory, and implementation services for Electronic Health Record (EHR) and Enterprise Resource Planning (ERP) systems. Our high-performing team of project management, clinical, financial, technical, and operational experts leverages the proven S&P InTegrity delivery framework to revolutionize how organizations adopt modern technologies to achieve operational excellence. Learn more at www.spfed.com.

Role Summary

S&P Consultants is currently seeking a seasoned ERP Business Development and Capture Manager focused on the identification, capture, evaluation, and development of Federal and SLED (State, Local, and Education) contracts for enterprise resource planning (ERP) modernization, implementation, and optimization initiatives. You will work closely with members of the leadership team to identify and assess new opportunities and contracts, build long-lasting relationships and partnerships, capture new business, and develop the associates on the business development team. The ideal candidate will have expertise in areas including but not limited to capture analysis, business development, market entry strategy, and corporate planning as it pertains to the ERP business line. The ERP Business Development and Capture Manager will drive value for FED/SLED clients, lead a team focused on tenacity and growth, and strengthen S&P’s innovation and thought leadership in the ERP market.

This role requires federal business development experience and extensive ERP subject matter expertise. SLED experience preferred.

Key Responsibilities

In addition to the functions listed above, this role will have the following key responsibilities, which include but are not limited to:

• Be a main driver of the capture team focused on FED/SLED contracts by identifying new opportunities, managing proposals, continuously refining market and capture strategies, strengthening business acquisition processes, providing key insight on potential win themes, and capturing new business
• Build out the ERP service line by clearly outlining the specific services S&P can be positioned to offer, defining operational success criteria, and staying connected with industry trends and best practices so S&P can maintain a competitive market advantage
• Develop and create trusting relationships with potential clients, partners, and vendors with ongoing rapport-building outreach and targeted networking at events by demonstrating deep subject matter expertise to become a trusted advisor
• Assemble, manage, and mentor a cross-functional team to develop proposals (i.e., technical writers, pricing analysts, etc.), assist with defining resourcing needs for awarded contracts, and partner with internal subject matter experts throughout the capture process
• Lead account management, including account planning, client procurement, meeting follow-up, pipeline development, opportunity pursuit, contract negotiation, risk management, proposal and statement of work (SOW) development, and revenue attainment
• Drive the development of strategic growth plans and profitability objectives by establishing a long-term pipeline of available opportunities, including multi-year portfolio development efforts and market entry/expansion roadmaps
• Establish value-add teaming strategies and competitive pricing structures
• Bring focus, energy, and proactive go-to-market skills to close cycle times and improve our overall win rate

Requirements:

Required Skills and Experience

• 10+ years of ERP-specific operational and business development experience
• Must have extensive experience with federal business development/capture processes (SLED experience a plus)
• U.S. Citizen with the ability to obtain and maintain a government clearance of at least a public trust (this may be required for specific client engagements)
• Proven track record in developing compelling business cases and winning contracts for ERP transformations
• Demonstrated relationships with key government customers and industry partners
• Demonstrated working knowledge of the government acquisition process and life cycle, RFI/RFQ/RFR/RFP, SAM.gov, GSA, etc.
• Ability to synthesize technical complexities into clear, actionable insights for C-level audiences
• Proven track record of building credibility and fostering relationships with leaders, both technical and non-technical, to align strategies, inspire stakeholders, and drive successful outcomes
• Proficiency in advanced quantitative analysis to drive strategic initiatives

Preferred Skills and Experience

• Experience with Shipley methodology strongly preferred
• Familiarity with Probability to Win (PWin) concepts and approach is a plus

Additional Details

• This is a remote position
• Travel is anticipated and estimated at 20-40% in order to engage with teams and clients on an as needed basis
• Salary at S&P is determined by various factors, including but not limited to the individual’s particular combination of education, knowledge, skills, competencies, and experience, as well as contract-specific affordability and organizational requirements. The projected base compensation range for this position is $140,000 – $175,000 (annualized USD), accompanied by a competitive incentive program. This represents the estimated salary range for this position and is not a guarantee of compensation. Additionally, S&P’s total compensation package also includes medical, dental, vision, life, and disability insurance, 401K, holidays, and paid time off. This posting will remain open for 120 days or until filled (note there may be numerous positions available under this singular job posting.)