- Market Intelligence & Growth Analysis (35%)
Purpose – Identify where Apogee should invest, pursue, and grow.
Provide forward-looking, actionable market insights that shape the company’s growth ensuring the company invests in, pursues, and grows in the right areas within the Federal Government market.
Responsibilities
- Lead market and trend analysis across civilian, defense, and intelligence portfolios. Identify emerging growth areas — technologies, mission domains, and policy-driven spending shifts (e.g., AI/ML, cybersecurity, zero trust, digital transformation, logistics modernization, Advisory and Assistance Support).
- Develop and maintain Apogee’s Strategic Market Intelligence Dashboard that tracks:
- Annual and multi-year federal budget trends by agency and mission area.
- Upcoming major recompetes and new-start programs.
- Growth opportunities in specific NAICS or service categories.
- Legislative or policy changes driving new demand or mission changes (e.g., EO, NDAA, OMB memos).
- Conduct white-space analysis to identify new, untapped market opportunities to pinpoint specific customer bases or market sectors where Apogee currently lacks a presence but should strategically position itself for future growth.
- Collaborating closely with Growth leadership to transform market and competitive intelligence into tangible, targeted pursuits, actively shaping and prioritizing the business pipeline.
- Work with Operations and Finance to assess return on investment for new capabilities or contract vehicles.
- Maintain an understanding of competitor growth moves (M&A, portfolio expansion, hiring, contract wins) to anticipate market shifts, including support to the Chief Executive Officer (CEO), Chief Financial Officer (CFO), and VP of Growth.
- Deliver quarterly market briefings to BD, Operations, and Executive teams and integrate findings into Annual Strategic Planning and Growth Strategy sessions.
Key Deliverables
- Market Landscape Reports (quarterly and annual)
- Agency and Sector Growth Forecasts
- Emerging Opportunities Tracker
- Strategic Investment Recommendations
- Market Intelligence Slide Deck for Executive Review
- Competitive Intelligence (35%)
Purpose - Position Apogee to outthink and outmaneuver the competition.
Enable capture and proposal teams to anticipate, counter, and out-position competitors.
Responsibilities
- Lead competitive assessments and Black-Hat analyses for key pursuits.
- Produce Competitor Profiles and maintain the CI Repository of strengths, weaknesses, price behaviors, and past performance.
- Partner with Pricing and Capture to develop Price-to-Win (PTW) insights.
- Support pWIN modeling with data-driven competitor scoring.
- Deliver CI summaries at Gate Reviews to influence go/no-go decisions.
- Maintain awareness of industry partnerships, alliances, and contracting patterns (e.g., IDIQ usage, team composition).
Key Deliverables
- Competitive Assessment Reports for key pursuits
- Black-Hat analyses for key pursuits
- CI Dashboards and Competitor Heat Maps
- Capture-specific CI Briefings
- Teaming & Partner Development (20%)
Purpose – Build partnerships that expand Apogee’s reach and strengthens our competitive edge
Expand and optimize the company’s partner ecosystem to strengthen pursuit competitiveness and strategic positioning.
Responsibilities
- Identify and cultivate relationships with strategic partners, subs, and mentor-protégé candidates aligned with target growth markets.
- Conduct teaming gap analyses early in the capture lifecycle.
- Establish and maintain a Teaming Database with partner qualifications, contract vehicles, and performance records.
- Close collaboration with Contracts department to ensure that necessary NDAs, MOUs, and TAs are executed efficiently and in full compliance with regulations.
- Managing strategic partnerships and collaborative marketing efforts with key industry leaders and specialized firms.
Key Deliverables
- Teaming Strategy Plans
- Partner Evaluation Matrices
- Executed Teaming Agreements
- Updated Partner Capability Profiles
- Strategic Enablement and Governance (10%)
- Integrate CI, MI, and teaming data into CRM and capture management tools.
- Contribute to Gate Reviews with market and competitive insights.
- Mentor BD staff on intelligence tools, research methods, and ethical CI practices.
- Ensure compliance with procurement integrity and NDAs.