Capture Manager

Sentek Global   •  

San Diego, CA

Industry: Technology


5 - 7 years

Posted 41 days ago

This job is no longer available.


Sentek Global is seeking a seasoned Capture Manager to join our Mission Assurance Advanced Solutions (MAAS) Business Unit in San Diego, CA!

The MAAS Capture Manager is responsible for the day-to-day development, execution, and monitoring of all business development-related activities within the MAAS Business Unit. On behalf of the Business Unit Director, this candidate is responsible for initiating and sustaining all efforts to identify, qualify, and pursue business opportunities.

The candidate will likewise be charged with establishing and maintaining a broad understanding of the business unit's competitive landscape, including familiarity with all key players in target client organizations, and also with teaming partners, competitors, associated industry, and academia. The caniddate should have intimate knowledge of all opportunities and leads within their respective accounts. They should actively pursue involvement in pertinent professional organizations and develop active relationships with individuals who can potentially contribute to the business unit's growth.


Account ownership:

  • Serve as the Business Unit Director’s (BUD) direct point of contact for all customer account management activities.
  • Build and maintain strong, long-lasting client and partner relationships.
  • Act as the chief custodian of all business development-related information for the Business Unit.
  • Assist the BUD in developing and executing an opportunity pipeline that meets assigned Business Unit revenue growth targets.
  • Other duties as assigned.

Business plan creation and execution:

  • Assist the BUD and PMs in developing new business with existing clients, and in identifying areas for improvement to meet growth targets.
  • Develop a Business Plan that identifies target markets within Sentek Global’s core competency areas.
  • Other duties as assigned.

Opportunity identification:

  • Identify new opportunities (Prime, Sub, and IDIQ/GWAC) that are within Sentek Global’s core competency areas.
  • Utilize tools to down-select opportunities for the sales funnel.
  • Identify and drive work to Task Orders on established IDIQ and GSA contracts.
  • Analyze and vet requests from potential partners to establish cooperative relationships.
  • Other duties as assigned.

Follow corporate capture and proposal process and procedures:

  • Proactively build and maintain the Business Unit opportunity pipeline within Salesforce.
  • Keep BUD informed of all pertinent developments that impact existing or potential opportunities.
  • Prepare reports to present on current status of accounts.
  • Follow Shipley/Sentek Global Capture Process to include Capture Plans, Gates, and Business Development Reviews (BDRs).
  • Develop Win Strategy to include: Customer Issues, Technical Strategy, People Strategy, Team Strategy, and Pricing Strategy.
  • Process Non-Disclosure Agreements and Teaming Agreements.
  • Negotiate Teaming Agreements to maximize revenue and profits.
  • Utilize Salesforce to forecast and track key account metrics (e.g. quarterly sales results and annual forecasts).
  • Utilize Salesforce to track all business development Activities.
  • Train employees on proposal process / writing response.
  • Proactively plan, communicate, and coordinate resources to support sales and proposal efforts.
  • Other duties as assigned.


Required Experience:

  • At least five (5) years of experience in DoD capture management, DoD account management, or DoD proposal management.
  • Bachelor’s Degree from an accredited university.
  • Familiarity with U.S. Navy Cybersecurity, Engineering, Acquisition, and Logistics market opportunities within the DoD space.

Desired Experience:

  • An active secret clearance is highly desired.
  • Familiarity with tools such as Salesforce and GovWin desired.
  • Experience with DoD Request for Proposal (RFP) contracting processes, and with the various contract types (IDIQ, GWACs, GSA schedule) desired.
  • Experience with use of Shipley Capture Processes, to include Capture Plans, Gates, etc. desired.

Job ID 2019-1119