Procurement Vehicle Strategist
navapbc · Full-time · Posted 1w ago
About Nava
Nava is a consultancy and public benefit corporation working to make government services simple and effective. Since 2015, federal, state, and local agencies have trusted Nava to help solve highly scrutinized technology modernization challenges. As a client services company, we guide agencies constrained by legacy systems to a future with sharp user experiences built on secure, reliable, fault-tolerant cloud infrastructure. We bill for our time, offering our expertise and problem-solving approach to help our government partners enhance their digital products and services. People are at the heart of our work, from members of the public who rely on benefit programs to government agency staff. Through human-centered design and modern engineering best practices, we help our government partners understand user needs and deliver on their missions more effectively. This focus gives everyone at Nava the opportunity to do work that is meaningful, impactful, and deeply connected to public good.Position summary
The Procurement Vehicle Strategist owns Nava’s procurement vehicle strategy. This role ensures that Capture Engineers and Capture Managers always know which procurement door a state can walk through before the RFP drops, and that Nava is actively positioned on the right vehicles in priority states well in advance of competitive pursuits.
The incumbent maintains a current map of cooperative and state-specific procurement vehicles, identifies gaps, operationalizes new vehicles, and provides per-territory acquisition pathway recommendations that integrate directly into territory capture plans. This role also leads the early operationalization of Nava’s NASPO agreement, including identifying the infrastructure and marketing efforts required to activate it at scale.This role is matrixed between the Director, GTM Operations and the Director, Client Solutions, and interfaces directly with Capture Engineers via territory plan inputs and with Capture Managers on active pursuit-level vehicle strategy.
What you'll do
Contract Vehicle Nurturing & Client Intimacy
- Maintain and deepen Nava’s relationships with existing cooperative purchasing vehicles, state-specific procurement mechanisms, and schedule contract holders
- Conduct regular outreach and engagement with vehicle administrators and state procurement officials to keep Nava positioned as an active, compliant, and preferred vendor on existing vehicles
- Monitor utilization rates and activity on current vehicles; identify underperforming vehicles and develop strategies to increase engagement or reactivate dormant relationships
- Track contract vehicle renewal timelines, compliance requirements, and reporting obligations; coordinate with internal stakeholders to ensure Nava meets all vehicle-level requirements proactively
- Serve as Nava’s primary relationship owner with vehicle administrators, cooperative purchasing organizations, and state procurement bodies
New Vehicle Identification & Operationalization
- Identify procurement vehicles, cooperative agreements, and acquisition pathways in priority states where Nava currently lacks coverage or where gaps create a competitive disadvantage
- Develop and execute a vehicle establishment roadmap, prioritizing new cooperative agreements, schedule contracts, and state-specific vehicles that open doors in key target states before pursuits require them
- Lead the application, onboarding, and activation process for new vehicles; coordinate with Legal, Finance, and Contracts to ensure compliance and timely execution
- Build and maintain a current vehicle map that tracks which vehicles Nava is on, which are actively used, and which represent untapped entry points by territory
NASPO Agreement Operationalization
- Lead the early operationalization of Nava’s NASPO ValuePoint agreement, including identifying the incremental infrastructure, processes, and marketing efforts required to support NASPO at scale
- Develop a NASPO-specific go-to-market plan that identifies target states, outreach strategies, and activation milestones for the first 6–12 months
- Coordinate with the GTM and Communications teams to develop NASPO-specific marketing and nurturing materials that increase state awareness of and confidence in purchasing through the vehicle
- Track NASPO pipeline activity and utilization; report on vehicle performance and surface recommendations for improving activation and revenue contribution
Preemptive Procurement Strategy
- Provide per-territory acquisition pathway recommendations integrated directly into Capture Engineer territory capture plans, answering “how does this state buy services like ours” before the relationship conversation advances far enough to matter
- Conduct competitive vehicle analysis: identify where competitors are positioned on cooperative vehicles that could lock Nava out of procurements, and develop strategies to close those gaps preemptively
- Advise Capture Managers on activated pursuits where vehicle selection is a competitive variable
- Research and analyze state-specific procurement authority, sole-source pathways, emergency procurement options, and cooperative vehicle eligibility to ensure Nava has a viable acquisition route for every priority opportunity
- Maintain a landscape of cooperative purchasing organizations (NASPO, NCPA, SEWP, state-specific cooperatives) and advise on Nava’s positioning relative to each
Required skills
- Experience: 4–5 years in a procurement, contracts, business development, or government acquisition role, with demonstrated experience navigating public sector procurement mechanisms
- Procurement vehicle expertise: Working knowledge of cooperative purchasing vehicles (NASPO ValuePoint, NCPA, SEWP, or state-specific equivalents), schedule contracts, and state procurement authority structures
- Government market fluency: Understanding of how state and local governments buy technology services: procurement cycles, sole-source pathways, cooperative vehicle eligibility, and the constraints of B2G acquisition
- Strategic and pre-competitive orientation: Experience advising on procurement strategy before a formal solicitation opens, not just responding to RFPs after they drop
- Cross-functional collaboration: Proven ability to work across business development, legal, finance, and contracts to operationalize vehicles and support active pursuit strategy
- Analytical rigor: Comfortable with landscape monitoring, competitive vehicle positioning, and producing structured analysis that informs real decisions
- Execution and follow-through: Track record of taking vehicle establishment from identification through activation, not just advising from a distance
Desired skills
- Direct experience with NASPO ValuePoint or other large-scale cooperative purchasing agreements in a government technology context
- Familiarity with state benefits technology, health and human services IT, or the programs Nava serves (SNAP, Medicaid, UI, PFML)
- Background in government contracting, procurement law, or public procurement administration
- Experience developing marketing or nurturing strategies for cooperative vehicle activation
- Prior experience at a civic tech, government technology, or public sector consulting organization
United States
Canada
Ireland