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Vice President of Business Development and Capture

Vice President, Business Development & Capture Management

TISTA Science and Technology Corporation,
a CMMI Maturity Level 3 company, focuses on delivering information technology (IT) and professional services to Federal and State agencies. TISTA is an Inc. 500 company, a recipient of the 2010 Top 100 Service-Disabled Veteran-Owned Businesses from Diversity Business, recognized in Washington Technology’s FAST 50 list of the fastest growing small businesses in government contracting in 2012 & 2013, recognized as the Top 25 Fastest Growing Small Technology companies by the Washington Business Journal in 2014 & 2015, and selected as the Veteran Owned Company of the Year in 2014 by the Montgomery County MD Dept. of Economic Development.

Job Description: 

Reporting to the Executive Vice President and working closely with the entire team, the VP of Business Development & Capture Management is charged with expanding TISTA’s business within Veterans Affairs.  The VP, Business Development & Capture Management will serve as a leader in the Veterans Affairs (VA) and Health Programs account, responsible for capturing new business, developing the strategic direction and leading and guiding the team toward those goals.  Will lead captures as well as provide leadership to all capture managers for pursuits in support of business development, relationship management and cultivation of program/project opportunities. The VP will demonstrate advanced, collaborative business development skills in leading captures and building teams, supporting solution development, presenting to customers and partners, and developing proposals. Moreover, the VP will determine, guide and provide strategic vision in the qualification of opportunities. This will all be accomplished through an expert understanding of customer’s challenges and solutions to those challenges, the execution of the programs/projects, the ability to collaborate and facilitate with numerous internal and external stakeholders.  Ultimately the position will ensure full value solution delivery to our customers.


  • Short and long-range pipeline development and growth, pre-capture activities, positioning and branding within VA market for future growth, partner development, and call plan execution/door opening in Federal healthcare agencies
  • Market research and competitive intelligence; Requirements gathering and client assessments
  • Growth plan development: call plans, account plans, capture & proposal plans, and strategic/marketing plans
  • Strategic capture management, including:
    • Leading and guiding capture managers
    • Capture and proposal plans, gate review development and briefing
    • Teaming strategies and negotiation with partners
    • Solution facilitation, storyboard development and management
    • Black hat and color team review facilitation/chair, briefing, and participation
    • Support proposal management and proposal development by guiding proposal mangagers


Preferred Experience:

  • 15+ years of business development and capture management experience
  • Strong existing relationship with vendor community and VA decision makers
  • Exceptional relationship management skills and the ability to build and grow connections with people of all types and backgrounds.
  • Exceptional verbal and written communication skills.
  • Independent critical thinking and creative problem solving skills.
  • Comfortable and confident using technology, such as Salesforce, as an integral part of the sales process.
  • Highly organized and detail-oriented, with the ability to keep multiple projects and client engagements active at once.
  • Comfort with ambiguity and ability to navigate uncertainty.
  • Interest in working as part of a small and growing sector of the company, with awareness about the opportunities and challenges that come with a highly adaptive environment.



  • Bachelor’s Degree


  • Rockville, MD

Equal Opportunity Statement
TISTA is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, or protected veteran status.

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