• Must possess a deep institutional understanding of and technical direction of the United States Army, while communicating By Light’s value proposition to those customers • Establish and maintain strong relationships with key Army customers, with emphasis on PAE C2/CC2 at APG. • Maintain and execute customer call plans • Translate customer intelligence into compelling solutions • Gather, assess, and validate customer requirements, issues, and risks • Develop value propositions and identify/develop early win strategies • Develop and execute capture plans • Drive all aspects of an opportunity from Identified to Proposal phases • Collaborate with Account Leads, Project Managers, and SMEs from across the company to bring the full company depth and breadth forward to win • Plan and participate in opportunity activities, to include white papers, RFIs, sources sought, workshops, industry events, opportunity gate reviews, black hat sessions, collaboration sessions, and proposal color team reviews • Leadership skills to develop, organize and execute significant account planning, capture, and opportunity execution activities, including building industry teams, assessing win probability, ensuring execution of customer call plans to shape acquisitions in order to respond to and win business with new and existing customers • Demonstrable understanding of the Government Acquisition process and typical contract types