CAPTURE MANAGER JOB DESCRIPTION

Every federal contract begins as an opportunity that could go to a competitor. When no one owns the intelligence, shapes the acquisition, or builds the team structure before an RFP drops, a company responds instead of competes, and responses lose to captures. Federal contractors depend on this role to turn pipeline entries into wins, particularly on pursuits valued at $20M or above under vehicles like IDIQ single- or multiple-award contracts. The Capture Manager owns the full arc from opportunity identification through award, operating within the Federal Acquisition Regulation framework that governs cost, competition, and compliance at every milestone.

In this seat, the Capture Manager drives win probability across assigned pursuits by translating customer intelligence, competitive analysis, and teaming strategy into a coherent, defensible bid position that proposal teams can execute. Working across business development, solution architecture, contracts, and executive leadership, the role spans DoD, civilian agency, and Intelligence Community markets, carrying B&P budget accountability and gate review ownership for each assigned opportunity.

Career Impact: Sustained success in federal capture at the $20M–$100M+ level establishes a professional record that travels across the GovCon market and qualifies you for VP-level business development roles.

Business Impact: The win rate on assigned pursuits directly determines contract revenue for the coming fiscal year, making this one of the few individual contributor roles with a measurable line to company P&L.

Growth Opportunity: Managing pursuits across multiple contract types - FFP, T&M, cost-plus - and acquisition vehicles builds pricing and strategy fluency that opens paths to Capture Director or VP of Business Development.

• Develop capture strategy and call plans for assigned federal and DoD pursuits, integrating win themes, discriminators, and price-to-win analysis.
• Lead gate and milestone reviews, presenting capture status and bid decisions to executive leadership at each prescribed checkpoint.
• Conduct competitive assessments by analyzing incumbent positioning, likely competitors, and customer biases to sharpen the win strategy.
• Identify and negotiate teaming agreements, workshare allocations, and subcontractor roles to fill capability gaps and increase win probability.
• Coordinate cross-functional capture teams spanning solution architects, subject matter experts, recruiters, and pricing leads throughout pursuit execution.
• Draft and maintain detailed capture plans covering customer profiles, solution development, staffing, pricing formulation, and proposal planning.
• Support proposal development by ensuring win strategy, themes, and discriminators migrate accurately into compliant proposal volumes.
• Monitor federal procurement platforms and solicitation pipelines to qualify new opportunities and maintain an accurate, stage-gated opportunity pipeline.

• Bachelor's degree in Business Administration, Engineering, or a related field, or equivalent work experience.
• 5 or more years of capture management experience in the federal government contracting market, with demonstrated success closing competitive bids.
• Working knowledge of the Federal Acquisition Regulation (FAR) and Defense Federal Acquisition Regulation Supplement (DFARS), including IDIQ, FFP, T&M, and cost-plus contract types.
• Proven ability to lead matrixed, cross-functional capture teams across business development, technical, and proposal functions without direct line authority.
• Experience using federal procurement intelligence platforms such as FedBizOpps, GovWin, FPDS, or GSA eBuy for opportunity identification and competitive research.
• Strong written and verbal communication skills, including executive-level gate review briefings and proposal storyboard development.
• Demonstrated track record of winning federal contracts valued at $20M or above across DoD, civilian agency, or Intelligence Community markets.

• Familiarity with the Shipley capture and proposal development methodology or a comparable structured capture process.
• Experience working within an SBA-certified small business such as an 8(a) or SDVOSB, including understanding of set-aside vehicle strategies.
• Prior capture experience in Federal Civilian health or IT markets, including exposure to MMIS or health IT procurement environments.
• Knowledge of ITAR regulations, FCPA, and foreign capture requirements for internationally scoped pursuits.

• Contract win rate on gate-approved pursuits, measured quarterly against total bids submitted.
• B&P budget variance per pursuit, tracking planned versus actual bid and proposal spend.
• Pipeline velocity: Average days from opportunity identification to gate approval for assigned accounts.
• Proposal compliance rate: Percentage of assigned submissions passing color team without major corrective action.
• Teaming agreement execution rate: Proportion of identified partners under signed agreements before RFP release.
• Typical tools: Federal procurement intelligence platforms (commonly GovWin, FPDS, Bloomberg Government); CRM and pipeline management tools (commonly Salesforce or equivalent GovCon CRM).

• Base Salary Range: $110,000 - $160,000 depending on experience and clearance level
• Bonus: Performance-based, typically 10-20% of base tied to win rate and revenue targets
• Equity: Rare at most GovCon firms; occasionally offered at director-level threshold
• Health Benefits: Medical, dental, and vision; employer-subsidized premiums standard
• PTO: 3 to 4 weeks annually; federal holiday schedule typically included
• Common Perks: Clearance sponsorship, tuition reimbursement, and conference/conference travel stipends

Figures are estimates based on general US market benchmarks and may be outdated. Adjust based on location, company size, and seniority level.

Background investigation and, where applicable, drug screening are conditions of employment for this position given its federal contracting context. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, veteran status, or any other characteristic protected under applicable federal, state, and local law. Reasonable accommodations are available to individuals with disabilities throughout the hiring process upon request. Candidates must be authorized to work in the United States; positions requiring a security clearance may have additional verification requirements.

The Capture Manager owns the end-to-end pursuit of new federal business opportunities, reviewing platforms such as Bloomberg Government and GovWin to identify prospects, conducting competitive and internal analysis, and developing win strategies to guide executive gate reviews. Working across cross-functional teams and reporting through executive leadership, the Capture Manager shapes the company's positioning in the federal contracting market to drive sustainable revenue growth.

Key Responsibilities

• Oversee opportunities and help develop a strategy to win them.
• Review and check for new business opportunities in platforms such as Bloomberg GOV, FBO, eBuy, GovWin, and other capture management software.
• Collect business intelligence and evaluate the customer analysis and the competition analysis.
• Perform internal analysis of strengths and weaknesses; use this information to drive the company's win strategy for opportunities.
• Develop capture strategy and identify actions that need to be taken to implement the capture strategy and plan.
• Lead strategic capture efforts throughout the product lifecycle.
• Manage and direct various business functions throughout the capture process.
• Present opportunities at each gate review to executive leadership.
• Work across teams to develop solutions and meet client requirements.

Required Qualifications

• Bachelor's degree in Engineering, Business, or related field, or 6+ years of relevant industry experience.
• Experience working with the military, DoD, DHS, IC, or National Guard, and with SBA-certified 8(a) and SDVOSB companies.
• Experience in marketing, corporate strategy, contracts, project management, and proposal development.
• Knowledge of Cyber, Intel, or Automation and AI capabilities and TTPs, including contracting vehicles such as Stars III, FAA eFAST, and SeaPort NxG.
• Experience with Bloomberg Government platform.
• Strong verbal, written, presentation, and interpersonal communication skills with a propensity for relationship building.
• Ability to thrive in a multitasking environment, adjust priorities on the fly, and apply good technical and problem-solving skills.

Embedded within the business development function, the Capture Manager leads major federal IT capture efforts from strategy through proposal submission, building partnerships and developing customer profiles to support competitive positioning. Working closely with Corporate and Division Leaders, SMEs, and the Proposal Development team, the Capture Manager delivers solutions that offer customers recognized value while growing the company's presence in the DoD and civil agency IT market.

Core Functions

• Lead major capture efforts to successful completion.
• Develop the overall capture strategy, internal and external partnerships, business plans, and marketing.
• Lead and facilitate win strategy development sessions including technical, management, teaming, past performance, staffing, and pricing.
• Lead the development of customer profiles, including customer needs, issues, desires, and biases.
• Lead and coordinate competitive assessments, determining the strengths and weaknesses of potential competitors.
• Draft, develop, and review proposal documentation, technical approach documents, resumes, past performance, and related submittals.
• Collaborate with Corporate/Division Leaders and SMEs to develop solutions that offer customers recognized value, are price competitive, executable, and will be evaluated favorably.
• Prepare and lead Milestone Reviews to corporate leadership, and other reviews as required once opportunity has been assigned.
• Manage capture personnel required for the pursuit of opportunities, develop and improve upon processes, and effectively lead growth within the IT market.

Qualifications & Experience

• Bachelor's degree in Business Administration, Technical discipline, or a related field.
• 10+ years of experience successfully leading the capture of IT Solutions and Services for DoD and civil agencies.
• Experience running strategic capture of opportunities over $75M.
• Proven success winning work in the DoD and civil agency IT market.
• Knowledge of government contracting processes and requirements.
• Strong organizational skills.

Reporting to Sales Management, the Capture Manager leads cross-functional capture efforts for strategic federal opportunities, developing customer relationships, win themes, and technical solutions across the full bid lifecycle. Partnering with account teams, teaming partners, and subject matter experts, the Capture Manager builds account performance through targeted sales plans, bids, and proof-of-concept pilots that demonstrate value to targeted customers.

Primary Duties

• Identify and capture incremental contract opportunities in support of company growth objectives.
• Hold responsibility for cross-functional leadership of all aspects of capture management for strategic opportunities.
• Identify and capture additional growth within Strategic Customers.
• Collaborate with Sales Management to create targeted plans of tactical sales and strategic marketing activities to increase account performance.
• Develop customer relationships, optimize win probability messaging, identify technical solutions, and build partnership and teaming relationships.
• Create win themes and contribute to bids and proposals, including unsolicited proposals and BPA offerings.
• Facilitate technical sessions, trainings, and face-to-face briefings to increase visibility with targeted customers.
• Implement pilots and proof of concepts in customer environments to demonstrate value.

Skills & Qualifications

• Bachelor's degree in a relevant field.
• 7+ years of experience in capture or proposal management with strong Federal Field Sales and Business Development background.
• Experience in an IT solutions and services environment.
• Value-Added Reseller experience a plus.
• Ability to lead matrixed resources across distributed geographies and time zones.
• Outstanding verbal and written communication skills.
• A goal-driven and deadline-oriented mindset.

Sitting at the intersection of business development and federal consulting delivery, the Capture Manager leads opportunity qualification, teaming strategy, competitor analysis, and price-to-win development to support contract wins in the federal government market. Operating across account teams, executive stakeholders, and teaming partners throughout the full business development lifecycle, the Capture Manager shapes acquisitions and advances opportunities through a milestone-driven capture process.

Duties

• Manage opportunity qualification tasks ensuring robust capture activity is taking place.
• Manage capture activities including developing requirements matrices, performing capabilities gap analyses, identifying potential teaming needs, and shaping opportunities.
• Develop and execute capture strategy and call plan in collaboration with account teams.
• Facilitate solution development, integrating win themes and discriminators.
• Conduct competitor analysis and develop price-to-win.
• Manage teaming agreement process and finalize staffing solution and key personnel.

Requirements

• 10+ years of experience selling or delivering consulting services in the federal government market with prior capture manager experience in the federal marketplace.
• Deep familiarity with a milestone-driven capture process and proven track record of closing deals and winning contracts.
• Established professional network with government decision makers and potential teaming partners.
• Experience managing the entire business development lifecycle, including selling advisory and management consulting services.
• Must meet continuing professional education (CPE) requirements and maintain firm independence and ethics compliance.
• Strong written and verbal communication skills.
• Willingness to travel as required.

A key member of the Public Sector business development team, the Capture Manager leads capture planning for specific government opportunities, assessing competitive positioning, coordinating gate reviews, and crafting strategies that engage decision-makers across government and public sector organizations. Collaborating across marketing, sales, engineering, product, legal, and services leadership, the Capture Manager drives revenue generation by shaping winning proposals and ensuring smooth post-award transitions for cloud solution pursuits.

Functions

• Provide leadership across the company and externally with customers as part of capture efforts for specific Public Sector opportunities.
• Champion Cloud solutions across Government and other Public Sector organisations, ethically influencing key decision-makers.
• Understand and assess the customer's issues, needs, and program requirements.
• Ensure a thorough understanding of competitive positioning and price-to-win, assess position compared to likely competitors, and craft a strategy to respond effectively.
• Engage with marketing, sales, engineering, product, legal, compliance, and services leadership to define winning strategies and messages.
• Create and maintain a detailed and accurate Capture Plan and facilitate key opportunity decision gate and color team reviews.
• Lead executive reviews working with Corporate, Country, and Public Sector leaders.
• Support pre-sales activities, proposal development, and ensure smooth transitions, including post-award activities.

Experience & Qualifications

• 10+ years of experience in capture management, business development, sales, or public sector procurement roles with emphasis on Public Sector.
• Knowledge of Government agencies, specific Government programs, and the Government sales cycle as it relates to large mission support capture pursuits.
• Knowledge of Cloud solutions with technical expertise in Cloud technologies and workloads.
• Understanding of the Shipley Methodology or other best practices for Capture and Proposal Management.
• Demonstrable experience developing partnerships by collaborating and influencing across multiple stakeholder groups in complex, matrixed environments.
• Strong planning, communications, analytical, and attention-to-detail skills.
• Proven record for revenue generation and measurable capture results.
• Excellent verbal and written communication skills across geographically dispersed audiences.
• Strong interpersonal and leadership abilities.

Winning new federal and DoD contracts depends on the Capture Manager, who drives long-range pipeline development, teaming strategies, and capture actions across Federal Agency and Base Operations Support environments. Based within the business development function and working closely with the Proposal Development team, the Capture Manager builds partnerships with prime contractors, subcontractors, and joint venture partners to advance competitive bids from identification through submission.

Accountabilities

• Support the long-term Strategic Plan of the company.
• Identify leads and new business opportunities, particularly in the 8(a) arena.
• Drive capture actions including formulation and communication of capture strategies covering client relations, potential teaming, key personnel, competitive intelligence, and technical solutions.
• Brief capture statuses to senior management in scheduled Business Development meetings.
• Collaborate with the Proposal Development Division through proposal submission.
• Support site visits, customers, conferences, and partnering meetings.
• Establish solid relationships and partnerships with joint venture partners, key prime contractor organizations, and subcontractors on existing and new programs.

Technical Qualifications

• 4-year degree or equivalent experience.
• 3+ years of experience conducting successful business development and leading capture in Federal Agency and DoD Operations and Maintenance environments.
• Experience working in Facilities Support Services, Logistics, or Base Operations Support Services (BOSS) under NAICS Sector 56.
• Working knowledge of FAR and DFARS and the DoD procurement process.
• Ability to network with large and small federal GovCon partners and maintain established government and DoD industry contacts.
• Excellent communication and writing skills.
• Willingness to travel and attend conferences.

As the Capture Manager, this role shapes new business opportunities across the defense market by identifying partnerships, acquisitions, and joint marketing agreements and by analyzing market data to address capacity and demand challenges. The business development team relies on this work to translate strategic market analysis into growth initiatives that expand product and service capabilities for long-term organizational expansion.

Activities

• Develop and manage relationships between the organization and customers or potential partners and acquisition candidates.
• Identify and develop new opportunities across the defense market using an analytical and creative approach, including partnerships, acquisitions, joint marketing agreements, and development of key orbital assets.
• Serve as project lead and project sponsor for cross-functional teams in the identification and execution of strategic transactions.
• Develop and manage relationships in strategic markets and accounts that further business development activity.
• Work with marketing, sales, and technology groups to implement business development strategy into specific initiatives.
• Analyze market data to identify opportunities and create growth initiatives, working closely with Sales to address capacity and demand challenges.

Position Requirements

• Bachelor's degree in Business or Technical Discipline, or equivalent combination of education and experience, with MBA preferred.
• 10+ years of experience in Business Development, regional or global Sales, or Solutions Development, preferably in the satellite or communications industry.
• Experience in project and program management with demonstrated finance and business acumen and ability to write effective business cases.
• Understanding of the satellite industry.
• Familiarity with service provider ecosystems and hardware platforms.
• Proficiency in MS Office Suite, including advanced skills in Excel and PowerPoint.
• Strong analytical, organizational, and planning skills.
• Willingness to travel as required.

Capture Manager builds and leads cross-functional capture teams targeting DHS, Army, and other federal customers, coordinating teaming documentation, developing business cases, and managing pursuit activities through proposal submission and award. Success in the position means maintaining a high level of output and quality across competitive analyses, Deal Review Board presentations, and capture decking while sustaining a proven track record of winning contracts in the federal market.

Operational Focus

• Lead capture strategy development for DHS, Army, and other customers, including building the team, coordinating teaming documentation, and synchronizing capture and proposal planning.
• Lead or participate in cross-functional teams responsible for launching service initiatives through effective capture and pursuit management.
• Develop business case for capture and pursuit recommendations.
• Identify, research, evaluate, contact, and screen potential partners and solution providers.
• Manage capture and pursuit activities and support subsequent proposal submissions.
• Orchestrate team organization by determining team members, roles, and responsibilities.
• Coordinate, monitor, and conduct Pursuit and Capture reviews, and migrate information into the Proposal Development Plan.
• Manage competitive analyses and special studies, present at Deal Review Boards, and build and maintain capture decking.

Knowledge, Skills & Abilities

• Bachelor's degree or 3+ years of combined experience as a capture manager instead of a degree.
• Prior experience as a capture manager in a lead capture role with deal value in excess of $20M.
• Strong understanding of federal market trends, competitive pressures, and regulatory constraints.
• Proven track record in developing customer relationships, shaping opportunities, and growing business.
• Excellent written and oral communication skills.
• Strong analytical, presentation, and problem-solving abilities.
• Ability to gain internal support, operate independently, and manage multiple tasks simultaneously.
• Must maintain confidentiality of sensitive information.

The Capture Manager produces end-to-end capture outcomes for federal government contracts valued at $30M or more, leading cross-functional bid teams through competitive intelligence, gap analysis, teaming strategy, and proposal support from opportunity identification through post-submittal. Working in collaboration with account leads, program delivery personnel, and executive management, the Capture Manager advances mature capture pursuits while reporting status and driving process improvements across business development and account planning.

Key Deliverables

• Lead capture and business development process from opportunity identification through post-submittal, including competitive intelligence, gap analysis, teaming strategy, and proposal support.
• Perform competitive intelligence analysis, identify appropriate teammates, and support solution development including technical, management, and price-to-win.
• Lead and oversee cross-functional, matrixed capture and bid teams including project managers, solution architects, subject matter experts, subcontractors, and analysts.
• Conduct quantitative and qualitative research using federal procurement tools and internal databases.
• Develop account capture and business development plans in collaboration with account leads, program delivery personnel, and executive management.
• Oversee and manage a small team of capture personnel and analysts to drive mature capture pursuits and support research requirements.
• Report capture status to management and drive improvements in business development, capture, and account planning processes.

Professional Experience

• 10+ years of experience in federal government contracting with 5+ years in federal government capture or business development.
• Proven success leading pursuit and capture of $30M+ federal government contracts in management consulting, information technology, or managed services.
• Strong understanding of Federal Government procurement processes, including RFPs, Sources Sought, and Requests for Information.
• Experience working with technical teams to develop win strategies, competitive discriminators, and win themes.
• Experience conducting capture in a small or mid-sized federal contractor.
• Prior experience in Federal Civilian or Health markets a plus.
• Strong verbal, written, and visual communication skills.
• Ability to think creatively in solving customer problems.

Embedded within the federal business development function, the Capture Manager develops and executes capture plans for contracts ranging from $25M to $100M+, leading industry team formation, win strategy development, competitive positioning, and customer call plans to shape acquisitions with new and existing clients. Working closely with civilian and federal clients, commercial partners, and internal management, the Capture Manager maintains the opportunity pipeline while implementing partnership management strategies aligned to company growth goals.

Areas of Ownership

• Develop capture plans and coordinate opportunities, including preparation and management of B&P Requests.
• Lead capture efforts by providing creative thinking on win strategy, competitive positioning, acquisition shaping, win themes, and discriminators.
• Develop and maintain detailed capture plans covering call plans, solution development, resource planning, teaming strategies, pricing formulation, and proposal planning.
• Develop Gate Reviews and present Pursuit and Bid Decision briefings to management in accordance with the Business Development process continuum.
• Maintain the company opportunity pipeline with focus on size, velocity, and maturity.
• Implement a partnership management strategy by fostering commercial and strategic relationships aligned to company growth goals.
• Foster and maintain relationships with civilian and federal clients to identify and shape opportunities.
• Monitor draft and live solicitations, source technical expertise, and attend required staff meetings, trainings, and conferences.

Background & Experience

• Bachelor's degree in Business Administration or Marketing.
• 8+ years of capture management, business development, and sales experience in the Federal or State government marketplace.
• Experience with industry-standard capture management and proposal development methodologies such as Shipley.
• Experience working with common Federal procurement communication sites, including FedBizOpps, GovWin, FPDS, and GSA eBuy.
• Expert-level written and verbal communication skills.
• Ability to interact positively across all levels of management, coworkers, and customers.
• Ability to build lasting client relationships, inspire coworkers, identify opportunities for improvement, and remain current on emerging industry practices.

Reporting to business unit leadership, the Capture Manager refines win strategies for complex A/E/C industry pursuits by translating customer requirements into differentiated proposal elements and advancing strategy through pink team, red team, and management reviews. Partnering with operational leadership, project managers, subject matter experts, and external partners, the Capture Manager sustains a high win-probability pipeline while providing coaching and mentoring across the capture and proposal process.

Role Responsibilities

• Develop content for various areas throughout the proposal response.
• Build and execute call plans in collaboration with team members, operational leadership, business unit leaders, project managers, and subject matter experts.
• Gather, assess, and validate customer requirements working closely with technical leads, and identify related needs and constraints that impact the winning solution.
• Assess probable competition and evaluate relative strengths and threats.
• Translate requirements into a robust win strategy with strong value proposition and differentiated proposal elements, and advance strategy to management and technical design.
• Collaborate with internal teams and external partners to sustain operational excellence, resolve conflicts, and achieve customer satisfaction.
• Manage assigned pipeline, support pink team and red team reviews, assist the Proposal Manager with compliant bids, and assume accountability for advancing opportunities toward high win probability.

Minimum Qualifications

• Bachelor's degree or higher in a relevant business, technical, or professional field, substitutable with relevant years of experience.
• 10+ years of capture management or related business experience in the A/E/C industry.
• Extensive knowledge of the capture process with demonstrable understanding of all contract types.
• Demonstrated proficiency in qualifying opportunities using industry best practices.
• Ability to influence at the highest levels of the corporate structure.
• Excellent interpersonal, problem-solving, and business acumen skills.
• Confident in dealing with senior executives in fast-paced, time-sensitive environments.
• Willingness to provide coaching, mentoring, and training for the capture and proposal process.
• Ability to travel as needed.

Sitting at the intersection of defense contracting and intelligence community procurement, the Capture Manager plans and manages captures exceeding $20M, leading win strategy sessions, customer profile development, competitive assessments, and B&P budget oversight across DoD, IC, and Federal Civilian markets. Operating across Operations Leaders, Solution Architects, SMEs, and Proposal teams, the Capture Manager advances gate and milestone reviews while ensuring cost-competitive, executable solutions are evaluated favorably by government customers.

Job Functions

• Plan, organize, and manage assigned captures, with a focus on efforts greater than $20M.
• Develop the overall capture strategy, internal and external partnerships, business plans, and marketing.
• Lead and facilitate win strategy development sessions, including technical, management, teaming, past performance, staffing, and pricing.
• Lead the development of customer profiles including customer needs, issues, hopes, and biases.
• Collaborate with Operations Leaders, Solution Architects, and SMEs to develop solutions that are price-competitive, executable, and will be evaluated favorably.
• Prepare and lead Gate and Milestone Reviews and other required reviews once an opportunity has been assigned.
• Develop B&P spend plans, track associated capture expenses, manage B&P budgets, and report metrics and manage risk.
• Lead and coordinate competitive assessments to determine internal and competitor strengths and weaknesses.

Education & Experience

• Bachelor's degree in Business Administration, Management, or a related Engineering discipline.
• 5+ years of capture management experience with 3+ years of direct experience with the Intelligence Community, DoD, or Federal Civilian government agencies.
• Demonstrated performance winning large captures over $20M in DoD, IC, or Fed/Civ markets.
• Knowledge of all contract types including non-IDIQ, IDIQ single or multiple award, FFP, T&M, and cost-plus.
• Understanding of ITAR regulations, FCPA, and other procurement-related regulations.
• Agile decision-making, strategic thinking, and ability to lead high-performing teams independently.
• Excellent oral and written communication skills.
• Ability to travel domestically and internationally as required.

A key member of the business development team, the Capture Manager oversees in-depth analyses of complex insurance market sales lifecycle requirements, conducting data analysis and leading proposal teams to capture new business opportunities aligned with organizational growth objectives. Collaborating across cross-functional teams, operations partners, and senior organizational levels, the Capture Manager delivers weekly and ad-hoc reporting on opportunities and risks while driving market research, technical writing, and partnership development initiatives.

What You'll Do

• Oversee and conduct in-depth analyses of the complex insurance market and its sales life-cycle requirements.
• Recommend, direct, and drive strategies for understanding opportunities, communicating with leadership, and capturing business.
• Conduct data analysis to provide clear and concise written and verbal analysis of business opportunities, market needs, impacts, and outcomes.
• Lead proposal teams, operations teams, and internal and external partners for all business proposal activities in accordance with established best practices.
• Research and prepare proposals, presentations, and responses to support sales and business goals.
• Execute project management tasks including organization, communication, relationship building, and technical analysis.
• Maximize subject matter knowledge and analyze data from open source, databases, and field-collected intelligence to support business decisions.
• Provide weekly, monthly, and ad-hoc reports on ongoing activities, opportunities, and risks to plan for best business results.

Qualifications & Experience

• Bachelor's degree in Business, Communications, or a related field, or equivalent work experience.
• 6+ years of experience in project management, business and technical requirements management, or market research, preferably in support of insurance markets.
• 8+ years of experience in a business development or sales role, preferably in a healthcare or related environment.
• Experience using MS Office Suite including Word, Excel, PowerPoint, and basic MS SharePoint.
• Experience with Sales CRM systems highly desirable.
• Strong written, verbal, and presentation communication skills.
• Ability to interact effectively at senior organizational levels.
• Self-starter with the ability to manage and execute multiple assignments on a timely basis in a fast-paced environment.

Serving as the central point of contact for federal opportunity pursuit, the Capture Manager develops bid strategies for public sector opportunities, coordinates teaming, manages the transition from opportunity to proposal development to award, and creates targeted analysis that informs proposal themes and messaging. Based within the business development function and collaborating with the Proposal Manager and subcontractors, the Capture Manager advances federal sales growth by analyzing company capabilities against customer requirements and championing each opportunity through competitive evaluation.

Day-to-Day Responsibilities

• Analyze company capabilities against customer requirements and develop bid strategy including potential team member selection and roles.
• Plan scheduled execution with appropriate milestones, and monitor and report to management as required.
• Communicate with the team to ensure understanding of how to compile a winning and competitive proposal, and assist or lead development of an Executive Summary draft.
• Attend Business Development meetings and support proposal reviews, lessons learned, and injection of customer feedback.
• Champion the opportunity to ensure it receives proper attention and priority, serving as the key point of contact for customer key requirements, sensitivities, and potential risks.
• Identify resources needed to pursue a business opportunity, oversee bid strategies and teaming, and manage the transition from opportunity to proposal development to award.
• Lead creation, management, and distribution of targeted in-depth analysis of assigned opportunities, and develop proposal themes and messages with the team.
• Identify and coordinate qualified team members and subcontractors, assist in setting proposal pricing, and collaborate on strategies with the Proposal Manager.

Skills & Qualifications

• 3+ years of successful capture experience with demonstrated ability to win new business opportunities.
• Experience with US federal buying and procurement processes, including as Program Manager of Government contracts.
• Demonstrated proficiency with Microsoft Office Products, including Word, Excel, and PowerPoint.
• Demonstrated analytical, reasoning, planning, and problem-solving abilities.
• Skills in communicating technical information to both technical and non-technical customers.
• Excellent interpersonal, written, verbal, and presentation communication skills.
• Strong time-management and organizational abilities.
• High level of self-motivation, team-focused mentality, and proven ability to work collaboratively and think strategically.

As the Capture Manager, this role advances capture plans for state government healthcare solutions from pre-RFP through post-delivery, leading win strategy, discriminator development, teaming partner coordination, and color team reviews. The business development team relies on this work to secure compliant and competitive responses across MMIS module design, fiscal agent operations, and other healthcare procurement engagements.

Scope of Work

• Support the sales lead during the pre-RFP and deal qualification process to develop and deliver messaging, including all activities related to shaping the RFP.
• Review RFP documents to determine required solution elements and identify and secure core Capture Team resources.
• Lead development of a capture plan including win strategy, themes, discriminators, and compliant response strategies.
• Facilitate solution development, staffing, and pricing sessions with appropriate business and delivery owners.
• Establish and maintain technical and management approaches and solutions with the capture team.
• Lead identification of and coordination with teaming partners and facilitate communication and relationships with partners and subcontractors.
• Lead establishment of winning offering and solution sets including pricing, schedule, technical, management, and past performance.
• Participate in color team reviews, validate incorporation of review feedback, and lead orals and demo preparation and delivery.
• Provide post-delivery support for proposal clarification, contract negotiation, and protest activities.

Required Qualifications

• Undergraduate degree or equivalent experience.
• 5+ years of business development or proposal development background with familiarity with standard proposal development processes.
• 3+ years of experience in state government healthcare solutions, including procurement, MMIS module design, development, implementation, or fiscal agent operations.
• Experience with the Shipley proposal development and capture methodologies.
• Experience with collaboration tools such as Privia, MS Teams, and MS SharePoint.
• Demonstrated ability to organize, lead, and direct teams of diverse business, leadership, and technological backgrounds.
• Solid analytical, problem-solving, strategic thinking, and relationship-building skills.
• Strong organization and communication abilities.
• Willingness and ability to travel up to 25%.

Capture Manager advances large-scale federal capture efforts in Health and IT markets by determining resource requirements, developing win themes and CONOPS, managing bid costs across the Bid Acquisition Process, and leading executive gate reviews. The work directly supports organizational growth by shaping cost and price strategies across multiple contract types, negotiating teaming agreements, and building a culture of ethical, high-performance winning.

Work Activities

• Provide strategic thinking and execution for capture efforts by determining resource requirements and managing bid costs throughout the Bid Acquisition Process.
• Direct development of solution development, CONOPS, and path to win, and coordinate meetings with customers, competitors, clients, and teammates to develop market insight.
• Interact with a broad range of departments to develop technical, management, and pricing strategies.
• Manage multiple capture efforts depending on where each opportunity resides in the acquisition process.
• Develop win themes, strategies, and value propositions, and identify and obtain commitment from industry partners to increase Pwin.
• Lead executive management gate reviews and co-lead color team reviews with the Proposal Manager.
• Gather, assess, and validate customer requirements, assess probable competition, and conduct Black-hat and competitive scenario analyses.
• Lead and negotiate teaming agreements and strategic alliances, manage the assigned opportunity pipeline, and drive development of critical bid artifacts.

Strategic Responsibilities

• Bachelor's degree, preferably in Health, Engineering, Science, or Business-related fields.
• 10+ years of experience successfully leading captures in Health and IT markets.
• Proven track record of successful capture management across multiple DoD or FedCiv organizations at a variety of acquisition sizes and types.
• Experience with pricing strategies across multiple contract types.
• Experience in managing and incorporating BOE into the capture process.
• Strong proposal development and writing skills, including executive summary development.
• Prior Government Service experience with Federal, DoD, or Civilian Agencies, with P&L experience a plus.
• Ability to gain internal support, operate independently, and establish collaborative relationships with Solution Architects, Line Management, and peers.