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Sep 20th, 2021

Client Solutions Manager, State/Federal

Full Time

Nava is at the forefront of reimagining how our government serves its people. We’re looking for a Client Solutions Manager (often called Capture) to lead Nava subject matter experts in identifying and understanding our government partners' programmatic goals and unmet needs in order to develop compelling solutions, construct competitive proposals and lead winning bids.  

About Nava
Our mission is to partner with government to deliver digital services that make programs simple, effective, and accessible to all. As a public benefit corporation, our intent is not to win as much work as we can, but to design a portfolio that makes the highest leverage progress against that mission.  

About this Role
Working directly with the executive and business development teams, you will help to build the federal-component of the leading portfolio of mission-aligned digital transformation work. Day-to-day you will craft and execute successful strategies to modernize government services that support vulnerable populations by building a deep understanding of Nava's current and potential clients, the competitive and partner landscape and each unique procurement. You’ll be responsible for identifying and nurturing client and partner relationships to build agency, program, client and opportunity level-insight in support of Nava's mission and strategic goals. You will engage  Nava designers, engineers, product folks, and other subject matter experts, as well as teaming partners to understand the program landscape, develop and validate client insight and deliver compelling, compliant, and competitive proposals. 

Opportunities and Challenges
Nava provides the opportunity to do meaningful, impactful, mission-oriented work. As a public benefit corporation, the people who work at Nava have a fiduciary duty to our stated mission: to improve the accessibility, effectiveness, and simplicity of government services. When identifying and pursuing opportunities we must ensure that we are well suited to win and deliver successfully, but also evaluate the work against our mission and values. This is a high bar, but it's why we're here, and it informs what we do and how we operate across all phases of the business.  

You will be operating within the government ecosystem, which means collaborating dynamically with other government contractors and civil servants. Working with people outside of your company means you'll likely encounter different working styles, cultural norms, and be responsible for maintaining order and focus without authority. At the same time, working as part of a larger team allows us to deliver on projects of larger scale and complexity. 

The government contracting ecosystem is a compliance-driven multi-stakeholder environment - which adds significant complexity to our work, particularly when compared to the operating environments for companies of our size in the private sector. Successful members of our team understand how to be innovative within this environment when crafting solutions and proposal responses. Finding and recommending ways to improve the way government digital services are procured and built is one of the highest-leverage ways we help fulfill our mission.  

Who we’re looking for
You are an experienced business development professional who can leverage existing relationships and build new relationships to identify high-leverage opportunities and understand the needs of our customers. You are able to develop and build on client insight to creatively apply Nava’s capabilities and engage our subject matter experts to solve complex problems and work through constraints to propose tailored and compelling solutions. 

You’re a strategic thinker and actor, detail-oriented and able to organize and manage processes, responsibilities, and team operations. You structure client engagement strategies, proposals, documents, information, as well as decision support tooling and infrastructure in a clear and organized way. On each opportunity you empower subject matter experts with varying degrees of familiarity with federal procurement by building shared context on the opportunity, leading through clear structure and processes and helping each team member apply their expertise to contribute to a cohesive solution. You’re at home in rapidly evolving, ambiguous situations and can chart a course forward through uncertainty. 

Most of all, you’re excited about designing and/or refining our strategy and processes to help us achieve our mission, not just executing a standard industry playbook. You’re able to see the interactions between various threads of action, and work through the tradeoffs. You can tailor existing processes or create new structures to get the most out of a talented and passionate team. You are motivated by making progress against our company mission, and are excited to engage our current and potential clients and work with subject matter experts to develop solutions and proposals in support of new opportunities. 


  • Deep experience leading subject matter experts through end-to-end government contracting from developing client insight, to long lead preparation to supporting strategic opportunities, to galvanizing a bid team, to proposal writing and management, to pricing strategy to post-award protest and analysis 
  • 8+ years developing solutions for federal and/or state clients including organizing and developing proposal responses and pricing strategy
  • Experience with agile software development on large government programs and complex transformation/modernization efforts
  • Ability to guide a multi-vendor team to a winning bid by providing structure while being flexible to new information and gathering input and feedback from across the team
  • Ability to to build and form strong personal relationships internally and externally. You can bring others into the business development phase, build consensus and build understanding around needs and practices
  • A proven ability to establish order, calm, and accountability in the business development practice while managing multiple threads in rapidly-evolving environments
  • An adaptive, empathetic, collaborative, and positive mindset
  • Highly resourceful, reliable, and detail-oriented 


  • End-to-end leadership and support for developing opportunities from identification, to developing and validating strategy and solution development with client insight, to writing, pricing, and submission
  • Deeply understand customer needs, pain points, and programmatic goals and  work closely with subject matter experts to  develop a winning solution at the strategic phase, prior to the official release of the bid and refine in response to RFPs
  • Build and support the story of Nava’s unique capabilities, expertise, approach, values, and impact to improve bid responses
  • Monitor for how broad government needs are evolving over time, in relation to Nava’s capabilities and shape the strategic direction of the company
  • Identify teaming partners, lead and negotiate strategic partnerships, and lead the executive team, subject matter experts and teaming partners in developing feasible, winning solutions, staffing and pricing models for each opportunity
  • Take part in hiring activities (e.g., submitting referrals, conducting interviews, and attending interview debriefs), as needed.
Remote states Nava is actively hiring in: Alabama, Arizona, California, Colorado, DC, Florida, Georgia, Illinois, Louisiana, Maine, Maryland, Massachusetts, Michigan, North Carolina, New Jersey, New York, Oklahoma, Oregon, Pennsylvania, Rhode Island, Tennessee, Texas, Virginia, Washington.

** If you are not living in one of the states listed above, unfortunately, you will not be considered for a position at this time.

We're a small team working to radically improve our government, so everyone that joins us has a direct impact on the direction and success of Nava. We are stewards – we hold a deep responsibility towards the systems that we work with. We are a community – we value collaboration both within our teams and with the many hardworking people within government. We offer generous benefits and equity.

We care deeply about diversity and inclusion at Nava. We are an equal opportunity employer and do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. Our commitment to diversity, equity, and inclusion not only reflects our values as a public benefit corporation but also enriches our ability to do our work. Learn more about where we are today and hope to be by 2025.

Note: We participate in E-Verify. Upon hire, we will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S. This role is required to work from the contiguous United States.
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