Overview: Cyber Defense Technologies (CDT) is looking for a Capture/Proposal Manager to lead the full business development lifecycle from opportunity identification through proposal submission and transition to program execution within a small business. This role is responsible for managing strategic captures, developing winning solutions, coordinating proposal efforts using the Shipley Business Development Lifecycle and Proposal Process, and supporting CDT's growth across Federal Civilian, Department of Defense (DoD), Intelligence Community (IC), and State, Local, and Education (SLED) markets.
The ideal candidate combines capture leadership, proposal management, solution development, customer engagement, CRM discipline, and product/solution sales experience while collaborating across executive leadership, technical SMEs, recruiting, contracts, pricing, and operations.
Location: Hybrid (2x/week access to Ashburn area, could be more depending on proposal requirements/schedule)
Clearance Requirements: An active DoD Secret clearance or higher (Top Secret preferred). Must be able to obtain a Top Secret. Candidates who do not meet this clearance requirements will not be considered.
Responsibilities:- Lead the capture lifecycle from qualification through contract award.
- Identify, qualify, and prioritize opportunities aligned with CDT strategic growth objectives.
- Develop and maintain capture plans, win strategies, competitive assessments, and action plans.
- Build customer relationships and engage government decision makers, industry partners, and teaming organizations.
- Conduct opportunity shaping activities prior to solicitation release.
- Manage gate reviews and capture reviews consistent with Shipley best practices.
- Coordinate color team reviews and readiness assessments.
- Develop Price-to-Win (PTW) strategies with pricing leadership.
- Maintain opportunity pursuit schedules and milestone tracking.
- Transition successful captures into proposal execution.
- Lead proposal development utilizing the Shipley Proposal Process, including:
- Proposal kickoff, Compliance matrix development, Annotated outlines, Storyboarding, Content planning, Proposal schedule management, Pink Team Reviews, Red Team Reviews, Gold Team Reviews. White Glove Reviews, Production management, Final submission
- Additional responsibilities include:
- Manage proposal teams across technical, management, contracts, HR, recruiting, pricing, finance, and executive leadership.
- Ensure proposal compliance with solicitation requirements.
- Coordinate graphics, resumes, past performance, management plans, staffing plans, and pricing narratives.
- Develop proposal schedules and monitor deadlines.
- Ensure proposals clearly communicate discriminators and win themes.
- Maintain proposal repositories and reusable content libraries.
- Support the growth plan by assisting leadership in:
- Identifying new customers and market opportunities.
- Expanding relationships within existing accounts.
- Supporting strategic account planning.
- Conducting customer outreach campaigns.
- Scheduling customer capability briefings.
- Supporting conferences, industry days, and networking events.
- Developing team relationships with large and small business partners.
- Supporting pipeline reviews and forecast meetings.
- Maintain accurate opportunity data within CDT's CRM platform by:
- Entering and updating opportunities, maintaining contact records, tracking customer engagements, recording call reports, updating capture milestones, managing opportunity probability, forecasting pipeline activity, supporting executive reporting and pipeline reviews.
- Collaborate with CDT technical leadership to develop and position integrated solutions including:
- Cybersecurity. Zero Trust, Secure Network Infrastructure, Cloud Solutions. Managed IT Services, Defensive Cyber Operations, Security Operations Centers (SOC), Artificial Intelligence, Digital Modernization, Software Development, Intelligence Solutions, Secure Communications, Secure enclave solutions, Cybersecurity training platforms, Managed Security Services
- Responsibilities include: Identifying customer mission challenges, mapping CDT capabilities to customer requirements, developing solution architectures, supporting product demonstrations, Preparing capability presentations, Positioning CDT differentiators.
Required Qualifications:- Interpersonal and People Skills
- Analytical and Critical Thinking Skills
- Bachelor's degree in Business, Management, Engineering, IT, or related field.
- 7+ years of Federal Government capture and proposal experience.
- Demonstrated success winning Federal and SLED opportunities.
- Experience managing proposals exceeding $5M.
- Strong understanding of FAR and procurement processes.
- Experience with Shipley Business Development methodologies.
- Knowledge of GovWin, SAM.gov, and market research tools.
- CRM experience (Microsoft Dynamics, or similar).
- Excellent written and verbal communication skills.
- Strong organizational and project management abilities.
- Ability to manage multiple simultaneous pursuits.
- Experience in managing tasks and resources in an uncertain, dynamic, and fluid operational environment
- Excellent communication skills with ability to communicate and negotiate with C-Level executives internally and externally
- Experience writing clear, logical, and persuasive responses in a variety of technical and non-technical documents
- Experience working in a fast paced, team environment and adaptable to changing priorities
- Experience in cross-functional team management
- High level of written and spoken English required
- Expert level skills in MS Word, PowerPoint, and Excel
Preferred Qualifications:- Bachelor's degree in Business, Management, Engineering, IT, or related field.
- 7+ years of Federal Government capture and proposal experience.
- Demonstrated success winning Federal and SLED opportunities.
- Experience managing proposals exceeding $5M.
- Strong understanding of FAR and procurement processes.
- Experience with Shipley Business Development methodologies.
- Knowledge of GovWin, SAM.gov, and market research tools.
- CRM experience (Microsoft Dynamics, or similar).
- Excellent written and verbal communication skills.
- Strong organizational and project management abilities.
- Ability to manage multiple simultaneous pursuits.
Compensation and Benefits: - Competitive salary based on experience.
- Comprehensive benefits package, including health, dental, and retirement plans.
- Opportunities for professional development and career advancement.
Apply Now:If you are a proactive Capture/Proposal Manager and thrive in dynamic environments, we encourage you to apply and join the CDT team!
Salary Range: $140,000 - $190,000 based on experience
