Capture Manager

IT Capture Manager

Location: Herndon, VA (hybrid)
Industry: Department of Defense
Salary: Up to $200k/yr.

Summary: Leverage TSPG's portfolio of IT services, technology solutions, and mission-specific professional services to lead strategic and large-scale, complex captures.

Required Qualifications:

• Bachelor's degree
• Experience winning IT solutions (specifically Enterprise Architecture, Enterprise IT, Cloud Migration, Cybersecurity, Software Development, Data Server Consolidation, IT Modernization) contracts
• Track record of success winning $50M to $100M+ single-award business development and captures with at least 1 win in the previous 2-3 years, one of which was $50M+
• Experience working in both DoD customers and FedCiv agencies a plus
• Recent experience in market analysis and strategic business planning including identification, qualification, and capture leading to award and delivering major programs
• Deep knowledge and understanding of the Federal procurement process, current acquisition trends, and customer buying behaviors
• Strong presentation and proposal writing skills
• Ability to lead interdisciplinary teams with varying levels of experience
• Experience supporting multiple captures at the same time based on anticipated RFP release dates.

Responsibilities:

• Leads pre-proposal shaping activities, all capture activities during the proposal phase, and post-submittal activities to substantially increase probability win for deals.
• Leads strategic capture activities for all assigned pursuits.
• Displays the "Executive Presence" required to lead and inspire confidence in pursuit teams to work constructively and calmly under stress.
• Provides critical leadership on major business development and capture efforts from the win strategy development through the post submission phases.
• Briefs business development and capture status to senior management at specified milestones in the capture process.
• Directs plans and activities to assist business development to increase revenue, growth, and profit in support of long-term strategy and business objectives.
• Assists, develops and implements the overall capture plan, strategy, and internal and external partnerships by thinking strategically about the business, meeting with customers, and asking the right questions.
• Understanding and developing a Shipley competitive model
• Leads and facilitates win strategy development sessions including technical, management, teaming, past performance, staffing, pricing, etc.
• Leads the development of customer hot buttons, including customer needs and concerns.
• Aligns marketing intelligence with the win strategy.
• Leads competitive assessments, teaming, and price-to-win efforts.
• Explains and possesses knowledge of competitors' trends and weaknesses to better understand, identify, qualify, and coordinate bid targets.
• Develops/implements winning strategies that highlight strengths and mitigate weaknesses.
• Motivates and energizes a differentiated and compelling team to produce a winning solution.
• Works with proposal team to develop a differentiated proposal that tells a clear and compelling story.
• This person will possess both a broad strategic perspective and a very hands-on capture approach.
• Focus on working with the team to enhance win strategy and win rates, anticipating problems and customer needs, and properly positioning team to win large scale opportunities.

EOE/ADA
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