The Company
Cúram by Merative empowers governments around the world to deliver smarter, faster, and more compassionate social services. For more than 25 years, Cúram has helped national, regional, and local governments modernize social programs, equip caseworkers with powerful tools, and connect individuals and families to the support they need. Trusted across 12 countries and jurisdictions, available in 14 languages, and supporting more than 970 government programs, the Cúram platform helps protect and serve 187 million people annually—from large-scale national modernization initiatives to mission-critical child welfare and social care systems. This isn’t just software—it’s the digital safety net that helps communities thrive.
The Role
The Business Development & Capture Management Consultant drives strategic government revenue by leading opportunities from initial market identification through proposal submission and team transition.
End-to-End Opportunity Management: Guides government pursuits through early market development, qualification, capture planning, proposal submission, and final delivery handoff.
Cross-Functional Integration: Aligns Sales, Account Management, Pre-Sales, Product, Delivery, and Proposal teams to translate market intelligence into winning solution strategies.
Process & Strategy Ownership: Establishes standardized business development frameworks and manages competitive intelligence regarding customers, procurement environments, and rivals.
Quality-Driven Growth: Directs high-value resource investments, solution designs, and competitive positioning based on strict qualification metrics rather than sheer pipeline volume.
How you will contribute
Strategic Pursuit Leadership
Capture Management: Lead capture planning, win strategies, and governance reviews for strategic government opportunities.
Gatekeeping & Investment: Drive opportunity qualification, prioritization, and bid/no-bid investment decisions.
Pipeline Development & Market Expansion
Quality-Driven Growth: Partner with Sales to identify and qualify new opportunities, enforcing strict criteria (strategic alignment, capability, win probability) to prioritize pipeline quality over volume.
Process Design: Implement standard workflows to transition early market interest into formal, validated pursuits.
Commercial & Financial Leadership
Risk & Value Assessment: Evaluate pricing assumptions, contracting requirements, resource needs, and financial risks before making commitments.
Cross-Functional Sign-off: Collaborate with Finance, Legal, Sales, and Delivery to build business cases for pursuit investments.
Customer & Market Intelligence
Intelligence Framework: Own the strategy and technological infrastructure for gathering, organizing, and legally/ethically analyzing customer, competitor, and procurement data.
Lifecycle Ownership: Define data requirements and clarify roles, giving sellers tracking responsibilities while providing them with frameworks and hands-on analytical support.
Strategy Formulation: Translate discovery insights and public-source data into customer engagement plans and actionable solution requirements.
Solution Development & Cross-Functional Alignment
Collaborative Workshops: Facilitate solution strategy and pursuit planning sessions across Sales, Pre-Sales, Product, Services, Delivery, and partners.
Execution Alignment: Ensure proposed solutions map tightly to customer needs while tracking pursuit risks, decisions, and dependencies.
Proposal Strategy & Readiness
Hand-off to Proposals: Partner with Proposal Management to inject customer intelligence, win themes, and competitive analysis into formal proposal development.
Review & Support: Review draft proposals for strategic alignment, and assist with final presentations, demonstrations, and negotiation prep.
Pursuit-to-Delivery Transition
Structured Handoff: Lead the post-award transition to Delivery, ensuring continuity between capture assumptions, pricing, risks, and execution…