Capture Manager will execute complex captures generally valued from $10 million to $100 million or more, as well as shorter-cycle opportunities such as GSA task orders. The role combines disciplined capture execution with continuous identification and qualification of opportunities within assigned markets.
The position reports to the Director of Strategic Growth, Federal Civilian, and is part of the Federal Civilian Market organization led by the Vice President of Federal Civilian Market.
The selected candidate must reside within the National Capital Region. The role is remote, with optional office space available in Falls Church, Virginia.
Responsibilities:Opportunity Qualification and Competitive Strategy- Identify and qualify opportunities aligned with DDC's core and emerging Federal Civilian IT capabilities.
- Assess customer need, acquisition timing, contract vehicle access, incumbent position, competitive environment, investment requirements, profitability, and probability of win. Develop competitive intelligence regarding incumbents, likely competitors, customer preferences, teaming strategies, pricing positions, and probable win strategies. Lead Gate 1 and Gate 2 reviews, competitive assessments, Black Hat reviews, and bid or no-bid recommendations.
- Recommend no-bid when the competitive position, customer access, anticipated return, or probability of win does not justify continued investment.
- Maintain accurate opportunity records, capture schedules, qualification assessments, and status reporting.
Customer and Teaming Strategy- Apply established relationships with government decision-makers, contracting personnel, program stakeholders, prime contractors, and industry partners to strengthen market understanding and pursuit positioning.
- Develop and execute customer call plans for assigned opportunities.
- Gather actionable intelligence on mission priorities, acquisition strategy, funding, evaluation preferences, technical requirements, and incumbent performance.
- Deepen existing relationships and establish new relationships relevant to assigned pursuits.
- Identify pursuit gaps and develop teaming strategies that strengthen DDC's competitive position. Lead partner selection, due diligence, workshare negotiations, and execution of teaming-related agreements. Protect DDC's pricing, workshare, delivery interests, and probability of win during teaming discussions.
Capture, Solution, Staffing, and Pricing Strategy- Develop and maintain capture plans that establish the path to win, required actions, risks, resources, and decision points.
- Define win themes, discriminators, proof points, competitive messaging, and customer engagement priorities.
- Structure solution and delivery approaches to create a defensible competitive advantage.
- Translate anticipated scope into staffing models tied to workload, performance requirements, labor categories, skill mix, management structure, and level of effort.
- Develop executable and financially sound staffing, solution, and pricing strategies by coordinating with technical, operational, pricing, finance, and recruiting stakeholders. Validate assumptions regarding labor, productivity, workforce availability, transition risk, and price-to-win objectives. Prepare and lead capture reviews and executive gate reviews.
Proposal Leadership and Capture Governance- Transition mature captures into proposal development with documented customer intelligence, competitive analysis, teaming decisions, solution direction, staffing assumptions, pricing targets, win themes, and discriminators.
- Own the win strategy and competitive positioning for assigned pursuits and drive alignment of proposal content, solution development, and evaluation positioning with the approved capture strategy throughout proposal development and reviews. Coordinate post-award transition of capture information, assumptions, and commitments, and key customer insights to operations.
Other duties as assigned.
Required Qualifications- Ten (10) or more years of experience in Federal Government contracting, including at least five recent years as an active Capture Manager with direct accountability for full-lifecycle capture execution.
- Demonstrated Federal contract wins, including wins within one or more priority markets, for which the candidate held material capture responsibility.
- Experience leading both complex Federal IT pursuits valued from approximately $10 million to $100 million or more and shorter-cycle task-order competitions.
- Experience leading pursuits across multiple Federal Civilian agencies.
- Established relationships with relevant government decision-makers, contracting personnel, prime contractors, and industry partners.
- Demonstrated knowledge of Federal Civilian missions, acquisition environments, major contract vehicles (including GSA MAS, OASIS+, and 8(a) STARS III), and Federal source-selection processes. Experience applying formal capture methodologies, including competitive assessments, Black Hat reviews, probability-of-win analysis, price-to-win analysis, and gate reviews.
- Experience developing and defending capture strategies, teaming approaches, and bid or no-bid recommendations.
- Ability to develop or critically assess staffing models, delivery approaches, labor assumptions, pricing strategies, and price-to-win targets.
- Understanding of Federal IT services, including several of the following:
- IT modernization and legacy transformation
- Cloud and infrastructure services
- Application development and DevSecOps
- Cybersecurity and zero trust
- Data analytics and artificial intelligence
- Intelligent automation
- IT service management and end-user support
- Strong analytical, written, presentation, facilitation, negotiation, and interpersonal skills.
- Ability to manage multiple pursuits with different schedules, values, and maturity levels.
- Ability to travel as required.
Preferred QualificationsExperience using artificial intelligence tools to support market research, competitive analysis, capture planning, and proposal development.
Measures of Success: First 12 to 18 Months- Development and advancement of qualified opportunities within assigned markets.
- Accuracy and defensibility of bid and no-bid recommendations.
- Quality and execution of competitive assessments, capture plans, and win strategies.
- Readiness of assigned pursuits entering proposal development.
- Effectiveness of customer engagement, teaming, solution, staffing, and pricing decisions.
- Contribution to Federal Civilian submissions and contract awards.
Career ProgressionThis position offers an accomplished Capture Manager a path to an Account Director or senior market growth role within approximately two to three years, based on business requirements, demonstrated results, and readiness for broader account responsibility.
Salary Range: $145,000 to $170,000
The compensation range listed for this position represents the good faith salary range Diné Development Corporation (DDC) and its subsidiaries reasonably expect to pay for the role, in accordance with applicable state and local pay transparency laws. Actual compensation will be determined based on a variety of factors, including the position's responsibilities, the candidate's education, experience, skills, internal equity, market considerations, and any applicable collective bargaining agreements or legal requirements.
BenefitsEligible full-time employees receive a comprehensive benefits package, including medical, dental, vision, life and disability coverage, retirement savings with company match, paid time off, voluntary supplemental benefits, and access to an employee assistance program. The package also includes educational assistance, with tuition reimbursement.
