Job OverviewThis position is responsible for leading the capture and pursuit activities associated with high-value federal opportunities across the Department of Energy (DOE), National Nuclear Security Administration (NNSA), Department of Defense (DoD), U.S. Army Corps of Engineers (USACE), and other federal agencies.
The CM serves as the pursuit leader from qualification through proposal submission and award, developing and executing capture strategies that improve APTIM's probability of win (Pwin). Working closely with Account Managers, Operations, Proposal Managers, and Executive Leadership, the CM is responsible for opportunity qualification, competitive assessments, customer intelligence, teaming strategies, win themes, and overall pursuit execution.
Success in this role is measured by disciplined application of APTIM's capture management process, advancement of strategic pursuits through established gate reviews, increased capture effectiveness, improved win rates, and growth in booked revenue.
Key Responsibilities/Accountabilities:Capture Planning & Opportunity Management
- Lead capture activities for assigned strategic opportunities from qualification through contract award.
- Develop and maintain comprehensive Capture Plans for priority pursuits.
- Establish and execute pursuit strategies aligned with customer requirements, acquisition approaches, and competitive dynamics.
- Conduct opportunity assessments to determine strategic fit, customer alignment, competitive positioning, and probability of success.
- Facilitate Gate 1, Gate 2, and Gate 3 governance reviews and ensure opportunities meet established advancement criteria.
- Identify pursuit risks, gaps, and mitigation strategies throughout the capture lifecycle.
- Maintain accurate opportunity information, milestones, forecasts, and capture documentation within Salesforce CRM.
Competitive Positioning & Win Strategy
- Develop and maintain competitive intelligence assessments for priority opportunities.
- Analyze customer buying behaviors, acquisition history, incumbent performance, and competitor strengths and weaknesses.
- Develop and refine win themes, discriminators, and value propositions.
- Identify and drive actions required to improve competitive position before solicitation release.
- Lead Black Hat, SWOT, Price-to-Win, and competitive assessment activities as appropriate.
- Monitor market conditions, procurement trends, and emerging competitors within assigned markets.
Customer & Stakeholder Engagement
- Partner with Account Managers to develop customer engagement strategies that improve positioning and opportunity intelligence.
- Support customer meetings, industry days, one-on-one engagements, and strategic discussions.
- Develop stakeholder maps and influence strategies for key opportunities.
- Collaborate with executive sponsors and business leaders to coordinate customer engagement activities.
- Gather and analyze customer intelligence to support pursuit decision-making.
Teaming & Partner Management
- Identify and evaluate potential teaming partners, subcontractors, and joint venture participants.
- Support and/or lead teaming strategy development and partner selection activities.
- Coordinate negotiation and execution of confidentially agreement, teaming agreements, joint venture/operating agreements, and strategic partnerships.
- Build and maintain strong relationships with industry partners supporting DCM growth objectives.
- Ensure team composition aligns with customer requirements and win strategy.
Proposal Readiness & Execution
- Lead transition from capture to proposal development.
- Ensure proposal teams receive complete capture intelligence, customer insights, and win strategy guidance.
- Support development of proposal outlines, themes, discriminators, and key messaging.
- Participate in proposal reviews and color team activities.
- Support oral presentations, interviews, and contract negotiations as required.
- Maintain accountability for capture-to-proposal continuity.
Strategic Growth Support
- Support development and maintenance of DCM pipeline forecasts and strategic growth plans.
- Identify emerging opportunities and market trends within federal nuclear decommissioning, environmental remediation, infrastructure, and technical services markets.
- Assist in annual strategic planning activities and growth initiatives.
- Participate in industry associations, conferences, workshops, and customer engagement events.
- Contribute to continuous improvement of APTIM's Capture Management Framework, tools, and best practices.
Cross-Functional Leadership
- Coordinate activities across operations, technical staff, business development, proposal teams, contracts, legal, and executive leadership.
- Lead pursuit teams in a matrixed environment without direct reporting authority.
- Facilitate decision-making and drive accountability for pursuit action items and milestones.
- Mentor junior capture professionals and contribute to development of capture management capabilities across the organization.
- Promote disciplined pursuit management and adherence to established growth processes.
Role Interfaces & AccountabilityAccount Manager
Owns customer relationships, account planning, stakeholder engagement, account strategy, and long-term account growth.
Capture Manager
Owns pursuit execution, opportunity qualification, capture planning, win strategy, competitive positioning, teaming strategy, proposal readiness, and pursuit management.
Proposal Manager
Owns proposal planning, production, compliance, schedule management, and proposal delivery.
Project Manager / Program Manager
Owns contract execution, project performance, scope, schedule, budget, and customer delivery.
Executive Sponsor
Provides strategic guidance, organizational influence, executive engagement, and resource support for priority pursuits.
Basic Qualifications:Required
- Bachelor's Degree in Engineering, Construction Management, Environmental Science, Business, Marketing, or related field; equivalent experience considered.
- Minimum 10 years of experience in federal contracting, business development, capture management, program management, or related field.
- Minimum 5 years leading capture efforts for federal government opportunities.
- Demonstrated experience capturing opportunities exceeding $50M in value.
- Working knowledge of federal acquisition regulations (FAR), source selection processes, and government procurement practices.
- Experience supporting DOE, NNSA, USACE, NAVFAC, NAVSEA, Naval Reactors, DTRA, AFCEC, EPA, National Laboratories, and key industry partners.
- Strong understanding of capture management methodologies and pursuit planning.
- Experience leading multi-disciplinary pursuit teams.
- Excellent written, verbal, presentation, and facilitation skills.
- Proficiency with Salesforce CRM, Microsoft Office Suite, and capture planning tools.
- Ability to travel as required (approximately 25-40%).
Preferred
- Experience within the nuclear decommissioning, environmental remediation, radioactive waste management, facility closure, demolition, infrastructure, or environmental services markets.
- Formal capture management training or certification.
- Experience supporting joint ventures, mentor-protégé arrangements, and complex teaming structures.
- Existing relationships within DOE-EM, NNSA, USACE, NAVFAC, NAVSEA, Naval Reactors, or key industry partners.
- Master's degree in Business Administration, Engineering, Environmental Science, or related discipline.
Performance MeasuresSuccess in this role may be measured through:
- Capture plan completion and quality.
- Gate review effectiveness and opportunity advancement.
- Pipeline maturation and qualification discipline.
- Win rate on assigned pursuits.
- Bookings and awarded contract value.
- Improvement in P(win) on strategic opportunities.
- Quality of competitive intelligence and customer insight.
- Ability to build cohesive, complement Teams to pursue and capture opportunities.
- Compliance with CRM and capture management processes.
Employee BenefitsAPTIM Federal Services, LLC is committed to providing an extensive range of benefits that protect and promote the health and financial well-being of our employees and their families through the APTIM Benefits Marketplace https://aptim.makeityoursource.com/.
- Medical, vision, and dental insurance: Through the marketplace, our employees can choose benefits from five metallic levels and several carriers to find the right benefits that work for them in their location.
- Company paid and optional Life insurance
- Short-term and long-term disability insurance
- Accident, Critical Illness, and Hospital Indemnity coverage
- Paid holidays, vacation, and sick leave (eligibility based on company policy and applicable law)
- 401(k) APTIM offers three 401k plans through the Aon Pooled Employer Plan (PEP). The specific plan you are eligible for depends on the business unit you are in. The details of the largest plan are found here:
- APTIM 401(k) Guide
- APTIM - Helpful Documents
Watch our video:About APTIM - In Pursuit of Better 
