Business Development and Capture Manager

About GTT:

GTT provides secure global connectivity, improving network performance and agility for your people, places, applications, and clouds. We operate a global Tier 1 internet network and provide a comprehensive suite of cloud networking and managed solutions that utilize advanced software-defined networking and security technologies.

We serve thousands of businesses with a portfolio that includes SD-WAN and other WAN services, internet, security, and voice services. Our customers benefit from a customer-first service experience underpinned by our commitment to operational excellence. For more information on GTT, please visit www.gtt.net.

Role Summary:

GTT Communications is seeking a highly driven and strategic Business Development & Capture Manager to accelerate growth within our Federal Government business. This role is responsible for identifying, qualifying, and driving federal opportunities from early-stage market development through contract award. The Capture Manager works closely with Federal Sales leadership, Account Directors, Solution Architects, Pricing, Legal, Proposal Management, and Channel Partners to execute winning strategies aligned to GTT’s federal priorities.

Job Scope/Supervision:
Internal Departments this role will interact with include Sales Operations, Finance, Product and Sales Engineering and Governmental Agencies

Duties and Responsibilities:

• Identify, research, and qualify new federal opportunities aligned to GTT strategic focus agencies.
• Build and maintain a robust early-stage pipeline.
• Lead capture activities from identification through proposal submission.
• Develop capture plans, win themes, and risk mitigation strategies.
• Perform competitive analysis and price-to-win assessments.
• Partner with Sales, Legal, Pricing, Engineering, and Proposal teams.
• Support expansion and maintenance of GTT’s GSA MAS contract.
• Participate in customer meetings, industry events, and partner engagements.

Required Experience/Qualifications:

• 10+ years of BD or Capture experience within the Federal Government.
• Strong understanding of FAR/DFARS and federal procurement.
• Proven track record managing captures of $5M–$50M+.
• Experience with MAS, BPA, IDIQ, and GWAC vehicles.
• Strong communication, writing, and analytical skills.
• U.S. Citizenship required; ability to pass federal background check.
• Security clearance preferred
• Experience supporting telecom or IT integrators.

Core Competencies

• Business Acumen: Knowledge of business concepts, tools, and processes that are needed for making sound decisions in the context of the company's business; ability to apply this knowledge appropriately to diverse situations.
• Technical Sales: Knowledge of the tasks, tools and procedures associated with providing technical guidance to the sales team and prospective customers; ability to produce positive results in sales-client interventions.
• Products and Services: Knowledge of major products and service groups; ability to apply knowledge of product and services appropriately to diverse situations.
• Effective Communications: Understanding of effective communication concepts, tools and techniques; ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors.
• Negotiating: Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.
• Networking: Understanding of the business value of creating mutually beneficial relationships with individuals outside of incumbent's own organization and ability to generate productive relationships with internal and external partners that improve access to resources and expertise.
• Cross-functional Collaboration: Knowledge of collaborative techniques and approaches; ability to promote a culture of continuous improvement and working together across functions to solve business problems and meet business goals.
• Prospecting: Knowledge of prospecting principles, processes and skills; ability to identify and engage potential customers in the market.
• Sales Closing and Agreements: Knowledge of sales closing and agreements related processes, techniques, and skills; ability to close deals and reach final sales agreements.
• Strategic Sales Planning: Knowledge of sales principles, processes, techniques, and tools; ability to develop sales plans that are future-oriented, support business strategy and reflect understanding of emerging, as well as existing, opportunities and markets.

Universal Competencies

• Continuous Improvement: Knowledge of transformation initiatives to drive fundamental changes, enhance responsiveness and efficiency to core business practices. Ability to drive cultural changes from best effort to results oriented.
• Customer First (Customer Facing): Knowledge of customer interactions, creating a culture of accountability, collaboration and partnership. Ability to build an environment supporting customer value creation at every level.
• Operational Excellence: Understanding the system-driven processes for consistency and scalability. Ability to re-focus processes and systems from integration activity to maximizing a positive customer impact and anticipating future trends.

EEO Statement

GTT provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. In addition to federal law requirements, GTT complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

GTT expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of GTT’s employees to perform their job duties may result in discipline up to and including discharge.