• Assist in formulating SANS’ U.S. Federal 3–5-year strategic plan to identify customer sets and program opportunities. • Possess a deep understanding of the customers' mission in target market segments by building relationships to develop focused, relevant collective training solutions by leveraging the breadth of SANS resources. • Develop a thorough understanding of the breadth and depth of SANS offerings and resources and be able to apply those to customer challenges. • Identify and map key stakeholders, decision makers, influencers, and relationships across the cyber domain. • Hold knowledge of the customer’s terminology, policies, organizational structure, etc. • Ability to analyze federal budgetary information to discern trends and priorities. • Devise strategies to identify and qualify promising new business opportunities, conducting internal bid / no bid calls, as necessary. • Establish and coordinate winning strategies necessary to build customer programs that do not yet exist or are at their infancy. • Review and digest requirements, and provide items for action specific to market surveys, Request for Information, Request for Quote, and Request for Proposal. • Schedule internal and external meetings to discuss opportunities, to include opportunities supported by partners. • Collaborate with a team of subject matter experts to develop solutions. • Communicate capture strategies to sales and program teams and monitor effective implementation. • Recommend partners and teaming arrangements to successfully capture business. • Provide proposal experience; dissecting requirements, developing winning themes, developing compliance matrixes, establishing schedules, writing proposals and participating in color review teams. • Operate effectively in a geographically dispersed team. • Create and document capture plans for reporting, communicating, and managing resources (analysis, planning, strategy). • Develop and support capability statements, presentations, and briefings targeted for specific customer needs or industry events. • Conduct comprehensive competitive analysis and pricing strategies. • Perform other related duties as assigned.

• Lead the full capture lifecycle – from discovery to award – creating and executing strategies that win. • Partner directly with Rackner’s executive team to shape growth initiatives and influence national-level contracts. • Develop win themes, orchestrate proposals, and build strategic alliances that position Rackner for success. • Build and maintain strong relationships with DoD and Air Force decision-makers to shape acquisition requirements. • Represent Rackner at customer sessions, industry events, and internal strategy offsites. • Grow with the role – today you’ll operate as a solo capture lead, tomorrow you’ll help build and mentor the next generation of our BD organization.