Strategic Programs Director - Department of the Navy

About the role

Appian Corporation is seeking a highly experienced Strategic Programs Director to join our Department of War/Defense Sales team. This critical role is designed to enhance our success rate in securing strategic programs by overseeing the entire capture process from start to finish. The ideal candidate will serve as the main point of contact for key opportunities, guiding them through various stages of development, proposal, and award. The position requires a strategic thinker with extensive experience in defense and federal markets, capable of leading complex capture efforts, coordinating cross-functional teams, and ensuring alignment with organizational goals. This role offers an to work on high-profile defense programs, contribute to national security initiatives, and deep industry relationships to drive business growth.

Key facts

What you'll do

• Identify and evaluate a broad range of potential programs that can be considered as Strategic Capture Opportunities, working closely with Public Sector Management to prioritize and select the most promising initiatives.
• Develop comprehensive capture strategies, including crafting compelling win themes, value propositions, and differentiators that resonate with Department of Defense decision-makers.
• Collaborate with technical, management, and proposal teams to ensure that all solutions meet the program's technical requirements and align with customer expectations.
• Assist Proposal Managers and Solutions teams by providing initial outlines based on customer requirements, contributing to proposal development, and reviewing drafts to ensure consistency with capture strategies.
• Conduct detailed competitor analyses, including SWOT assessments, to understand the strengths, weaknesses, opportunities, and threats associated with each opportunity.
• Share responsibility with the Account Executive for driving business development efforts, including identifying new opportunities and maintaining relationships with key stakeholders.
• Establish clear criteria for acquisition and teaming partner selections, providing justifications and ensuring that partnerships align with strategic goals.
• Outline project progression expectations, including defining key milestones, deliverables, and potential challenges that may arise during the capture process.
• Identify potential risks associated with each opportunity, develop mitigation strategies, and incorporate risk management into overall capture planning.
• Conduct thorough reviews after Request for Proposal (RFP) releases to document lessons learned, identify areas for improvement, and refine capture techniques and strategies for future pursuits.
• Maintain ongoing communication with senior leadership, providing updates on capture status, competitive intelligence, and strategic recommendations to support decision-making.
• Support the development of go/no-go decisions by providing comprehensive assessments of opportunity viability, competitive landscape, and organizational readiness.
• Engage with internal teams and external partners to coordinate efforts, share intelligence, and ensure alignment across all aspects of the capture process.
• Contribute to the continuous improvement of capture methodologies and best practices, leveraging industry standards and organizational lessons learned.

Requirements

• Over 15 years of relevant experience in the Department of War/Department of Defense sectors, with a proven track record of successful program captures.
• Demonstrated success in closing significant deals within the Unrestricted Federal IT Technology and Services market.
• Strong analytical skills related to business development, competitive intelligence, and procurement strategies.
• Excellent communication and presentation skills, capable of engaging with senior government officials, military leaders, and internal stakeholders.
• Experience in selecting and negotiating with teaming partners, including establishing agreements and managing partner relationships.
• Established relationships with Department of Defense customers and relevant federal IT service contractors, with a deep understanding of their needs and procurement processes.
• In-depth knowledge of U.S. government procurement practices, acquisition lifecycle, and federal contracting regulations.
• Familiarity with the full Business Development and program capture lifecycle, including methodologies such as Shipley or equivalent.
• Bachelor's degree in a relevant field; advanced degrees are a plus but not required.
• Ability to manage multiple complex pursuits simultaneously, demonstrating strong organizational and leadership skills.
• Willingness to work in a fast-paced environment, adapt to changing priorities, and operate under tight deadlines.

Nice to have

• Experience working with strategic integrator partners, including managing joint pursuits and integrated solutions.
• Prior experience in defense or federal government consulting, engineering, or technical services.
• Familiarity with current defense priorities, emerging technologies, and national security issues.

Skills & tools

• Proficiency in business development tools and methodologies, including capture management software and CRM systems.
• Strong understanding of proposal development processes and tools, including familiarity with proposal management software.
• Ability to analyze complex technical and business data, synthesize information, and develop strategic plans.
• Skilled in stakeholder management, negotiation, and influencing senior decision-makers.
• Knowledge of industry best practices for capture management, including risk assessment and opportunity qualification.

Practical notes

• Visa sponsorship is not available for this position.
• The salary range for this role is between $150,000 and $300,000 USD, depending on experience, qualifications, and organizational fit.
• Benefits include a 401(k) plan with company matching contributions, flexible time off, comprehensive medical, dental, and vision coverage, life and disability insurance, and wellness programs.
• This position is based at our McLean, Virginia office and requires on-site presence.
• Appian Corporation is committed to fostering an inclusive environment and is an equal opportunity employer. All qualified applicants will be considered without regard to race, color, religion, gender, sexual orientation, gender identity, national origin, or other protected characteristics.
• Reasonable accommodations are available for applicants who need assistance during the application process.