Capture Manager

Position: Capture Manager (Remote; highly desired locations are Huntsville AL, APG Maryland, or NOVA)

Overview:

The Capture Manager is responsible for shaping high pWIN and winning competitive opportunities once opportunities are authorized into Capture phase. Capture Manager will lead qualified federal opportunities through the capture and proposal lifecycle phases, leading all our client's efforts to secure new work and/or must-win recompete contracts. This role requires exceptional collaboration with business development, customers, solutionists/technical SMEs, proposal teams, client's leadership, functional teams, and external teammates and stakeholders to ensure our client's Solutions delivers winning proposals that align with customer missions.

The Capture Manager will work closely with business development, proposal teams, technical SMEs, and leadership to execute a strength-based, high scoring, compelling, compliant, and customer-centric capture with the correct/winning price to win (PtW).

Key Responsibilities

Capture Strategy Development

• Develop and execute comprehensive capture plans, including strength-based solutioning, win themes, technical strategies, competitive positioning, and customer value propositions.
• Ensure capture plans are aligned with our client's Solutions' features and differentiators, and tailored to each opportunity's specific requirements and customer needs.
• Oversee solutioning through customer engagements to extrapolate "as is" and "desired future state", pain-points, critical risks and/or desires, and ensuring the high pWIN solution is fully vetted with the customer(s) prior to the final solicitation (ideally prior to the draft RFP is released).
• Lead crafting and delivery of proactive market research/white papers and customer demos of differentiators to shape RFP, our client's-friendly evaluation factors, and high customer affiliation prior to draft RFP release.

Teaming and Partnerships

• Collaborate with business development and leadership to identify and solidify strategic teaming partners.
• Negotiate teaming agreements, workshare allocations, and subcontractor roles to address capability gaps and meet customer socio-economic requirements.

Proposal Development Support

• Transition capture efforts into proposal strategies, ensuring alignment with win themes and evaluation criteria.
• Partner with proposal managers to develop solution narratives, features/benefits/proof point artifacts, compliance matrices, and pricing strategies that emphasize our client's differentiators and mitigate risks.

Customer Engagement and Intelligence Gathering

• Work closely with business developers to deepen relationships with key customer stakeholders during the capture phase.
• Leverage insights from RFIs, Sources Sought, and customer meetings to shape win strategies.
• Conduct Black Hat reviews and competitive analysis to inform proposal development.

Internal Team Collaboration

• Coordinate closely with internal teams and our client's leadership to align capture strategies with our client's objectives: Business Development Executives, Proposal Managers, Pricing Team, Program Managers, Technical SMEs, etc.
• Provide regular updates on capture progress, competitive positioning, and risks during gate reviews and decision briefings.

Risk Mitigation and Compliance

• In concert with the Proposal Manager, lead compliance reviews to ensure all capture activities align with solicitation requirements, including SOW/PWS alignment, regulatory adherence, and evaluation factors.
• Proactively identify and mitigate risks throughout the capture lifecycle.

Capture Metrics and Reporting

• Deliver detailed capture status reports to leadership, including updates on customer engagement, solution development, and proposal readiness.
• Track win/loss performance and incorporate lessons learned to improve future capture strategies.

Required Qualifications

• Minimum 5-7 years of federal capture management experience with a proven track record of securing DoD, IC, or federal services contracts in full & open competition (single award TOs, single award contracts, and/or OTAs)
• Lohfeld Strength-based Certification (preferred) and/or Shipley certification (industry baseline)
• Exceptional interpersonal skills, with a demonstrated ability to build trust and influence stakeholders
• Proven ability to work independently and collaboratively within a fast-paced, growth-oriented environment.
• Demonstrated commitment to professional growth, innovation, and delivering results
• Strong knowledge of FAR/DFARS, OTAs, and federal acquisition processes.
• High emotional intelligence and ability to lead change in a dynamic environment
• Entrepreneurial spirt; high attention to detail; passion to win in non-sleazy ways.
• Clearance: Secret clearance w/ability for TS/SCI

Desired

• Previous successful proposal management experience with prove track record of winning full & open DoD, IC, or Federal services contracts (single award TOs, single award contracts, OTAs)
• 10+ years of federal capture management experience with a proven track record of securing DoD, IC, or federal services contracts (must be able to cite actual wins and losses)
• Executive communication and collaboration skills, with the ability to influence cross-functional teams and external teammates
• Proficiency in CRM systems for tracking capture activities and reporting.
• Existing knowledge of current and future mission requirements across DoD, IC, or federal civilian sectors.
• Proven ability to thrive in fast-paced, innovation-driven environments, delivering mission-critical solutions.
• Demonstrated expertise in aligning solutions with customer priorities to achieve operational success.

Location: telework; highly desired to be within commute distance of Huntsville AL, NOVA, APG Maryland. Must be willing to travel up to 25% for capture shaping and solutioning efforts.