Posted today
Unspecified
Mid Level Career (5+ yrs experience)
Unspecified
Occasional travel
Business - Sales
Fredericksburg, VA (On/Off-Site)
Position Title: Capture Manager (Mid-Level)
Location: Hybrid
Reports To: BD Director
Employment Type: Full-Time
Position Summary
The Capture Manager is responsible for leading and managing the capture process for assigned government IT services opportunities, from early identification through proposal submission and award. This role focuses on shaping opportunities, developing winning strategies, coordinating internal and external stakeholders, and positioning the company for success in competitive federal, state, and/or local government procurements.
The ideal candidate has hands-on experience supporting and leading captures for IT services contracts, understands government acquisition processes, and collaborates effectively with business development, solution architects, proposal teams, and executive leadership.
Key Responsibilities
Capture Leadership & Strategy
• Manage end-to-end capture activities for assigned opportunities, from opportunity qualification through proposal submission
• Develop and execute capture plans, win strategies, competitive analyses, and customer engagement plans
• Conduct detailed analysis of customer needs, acquisition strategies, and procurement vehicles
• Assist in shaping opportunities by influencing requirements, acquisition approach, and evaluation criteria when possible
Customer & Partner Engagement
• Build and maintain relationships with government customers, industry partners, and subcontractors
• Support customer meetings, industry days, and capability briefings
• Identify and manage teaming partners, including negotiating NDAs, teaming agreements, and roles/responsibilities
Competitive Analysis
• Perform competitor assessments, including strengths, weaknesses, pricing approaches, and past performance
• Develop discriminator messaging and value propositions aligned to customer priorities
• Track market intelligence and emerging opportunities relevant to the company’s offerings
Solution & Proposal Support
• Collaborate with solution architects and technical leads to develop compliant, compelling solutions
• Support proposal development by contributing to outlines, themes, and written sections as needed
• Ensure capture strategy is clearly communicated and implemented by the proposal team
• Participate in color team reviews and proposal evaluations
Pipeline & Reporting
• Maintain accurate capture data in Smartsheet and Teams
• Provide regular status updates, risk assessments, and forecasts to leadership
• Support bid/no-bid decision-making with data-driven recommendations
Required Qualifications
• Bachelor’s degree
• 5–8 years of experience in government contracting, with at least 3 years in capture management, business development, or proposal management
• Demonstrated experience supporting captures for government IT services contracts
• Working knowledge of federal government acquisition processes (FAR, RFPs, RFIs, RFQs, IDIQs, GWACs)
• Experience with IT services such as cloud, cybersecurity, application development, networking, data
• Strong written and verbal communication skills
• Ability to manage multiple opportunities simultaneously in a fast-paced environment
Preferred Qualifications
• Experience with major contract vehicles (e.g., GWACs, IDIQs, BPAs)
• Experience working with proposal teams through submission
• Active or prior government security clearance
• Experience using CRM and capture management tools
Core Competencies
• Social, Outgoing, Energetic
• Critical thinking and problem-solving
• Strong collaboration and influence skills
• Attention to detail and organization
• Ability to operate independently and as part of a team
Location: Hybrid
Reports To: BD Director
Employment Type: Full-Time
Position Summary
The Capture Manager is responsible for leading and managing the capture process for assigned government IT services opportunities, from early identification through proposal submission and award. This role focuses on shaping opportunities, developing winning strategies, coordinating internal and external stakeholders, and positioning the company for success in competitive federal, state, and/or local government procurements.
The ideal candidate has hands-on experience supporting and leading captures for IT services contracts, understands government acquisition processes, and collaborates effectively with business development, solution architects, proposal teams, and executive leadership.
Key Responsibilities
Capture Leadership & Strategy
• Manage end-to-end capture activities for assigned opportunities, from opportunity qualification through proposal submission
• Develop and execute capture plans, win strategies, competitive analyses, and customer engagement plans
• Conduct detailed analysis of customer needs, acquisition strategies, and procurement vehicles
• Assist in shaping opportunities by influencing requirements, acquisition approach, and evaluation criteria when possible
Customer & Partner Engagement
• Build and maintain relationships with government customers, industry partners, and subcontractors
• Support customer meetings, industry days, and capability briefings
• Identify and manage teaming partners, including negotiating NDAs, teaming agreements, and roles/responsibilities
Competitive Analysis
• Perform competitor assessments, including strengths, weaknesses, pricing approaches, and past performance
• Develop discriminator messaging and value propositions aligned to customer priorities
• Track market intelligence and emerging opportunities relevant to the company’s offerings
Solution & Proposal Support
• Collaborate with solution architects and technical leads to develop compliant, compelling solutions
• Support proposal development by contributing to outlines, themes, and written sections as needed
• Ensure capture strategy is clearly communicated and implemented by the proposal team
• Participate in color team reviews and proposal evaluations
Pipeline & Reporting
• Maintain accurate capture data in Smartsheet and Teams
• Provide regular status updates, risk assessments, and forecasts to leadership
• Support bid/no-bid decision-making with data-driven recommendations
Required Qualifications
• Bachelor’s degree
• 5–8 years of experience in government contracting, with at least 3 years in capture management, business development, or proposal management
• Demonstrated experience supporting captures for government IT services contracts
• Working knowledge of federal government acquisition processes (FAR, RFPs, RFIs, RFQs, IDIQs, GWACs)
• Experience with IT services such as cloud, cybersecurity, application development, networking, data
• Strong written and verbal communication skills
• Ability to manage multiple opportunities simultaneously in a fast-paced environment
Preferred Qualifications
• Experience with major contract vehicles (e.g., GWACs, IDIQs, BPAs)
• Experience working with proposal teams through submission
• Active or prior government security clearance
• Experience using CRM and capture management tools
Core Competencies
• Social, Outgoing, Energetic
• Critical thinking and problem-solving
• Strong collaboration and influence skills
• Attention to detail and organization
• Ability to operate independently and as part of a team
group id: 10360682
