Consultant, Business Development

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 plans.

• Knowledge Transfer: Document and communicate customer context, obligations, and success metrics to execution stakeholders.

• Feedback Loop: Capture post-transition lessons learned to continuously refine future qualification, capture, and delivery practices.

Process Excellence

• Methodology & Playbooks: Standardize capture methodologies by creating repeatable playbooks, templates, and stage gates.

• Performance Metrics: Establish analytics and reporting to measure and continuously improve capture and proposal success rates.

What you will bring

• Bachelor's degree or equivalent experience.

• 5+ years of progressive experience in business development, capture management, government sales, consulting, proposal management, or a related field, including direct responsibility for complex, strategic pursuits.

• Experience leading or materially contributing to complex government procurements involving multiple…