Overview

The Director of Capture Management and Proposal Support is responsible for leading and integrating capture management, proposal operations, and strategic pursuit activities to support the company’s growth objectives. The Director reports to the Chief Operating Officer (COO) and works closely with the Chief Growth Officer (CGO) supporting growth and is accountable for managing the transition from opportunity identification through capture execution, win strategy development, and proposal development support (assisting with storyboarding, win themes, partners, and company differentiation).The Director works collaboratively with Corporate Leadership, Business Development, Operations, Director of Proposals, Contracts, Procurement, Pricing, and Technical Subject Matter Experts to develop and execute winning strategies for Federal Government opportunities. The position supports corporate leadership for all pre-RFP and proposal development support activities, ensuring opportunities are properly qualified, positioned, captured, proposed, and submitted in accordance with corporate growth objectives.

Responsibilities Capture Management Leadership

• Lead capture management activities in coordination with company leadership and the CGO.
• Partner with Business Development, Operations, and Executive Leadership to identify, prioritize, and pursue strategic growth opportunities.
• Develop, maintain, and execute comprehensive capture plans, schedules, and pursuit strategies.
• Lead pre-RFP positioning activities and supports customer engagement efforts as needed.
• Collect, analyze, and document customer, competitor, procurement, and pricing intelligence with program support analysts.
• Develop and execute win strategies, discriminators, and value propositions.
• Identify and manage capture risks, assumptions, dependencies, and mitigation strategies.
• Supports coordination of teaming agreements and opportunity-specific strategic partnerships.
• Coordinate RFIs, Sources Sought responses, market research activities, and industry engagements with program support analysts, business units, and corporate leadership.
• Present opportunity assessments and investment recommendations during executive reviews.

Proposal Operations Leadership

• Assists Director of Proposals in pre-proposal management activities to include proposal kickoff through submission as needed.
• Assist in planning, development, review, production, and submission of complex Federal proposals.
• Assist in development of proposal management plans, compliance matrices, review schedules, staffing plans, and submission strategies.
• Ensure proposal content is compliant, compelling, customer-focused, and aligned with solicitation requirements.
• Assist color team reviews, executive reviews, and final readiness reviews.
• Ensure compliance with corporate quality standards, ISO requirements, and CMMI practices.

Organizational Leadership

• Manage and direct capture management activities and work collaboratively with proposal managers in pre-proposal planning and proposal development activities.
• Establish training programs and professional development initiatives.
• Implement process improvements and AI-enabled proposal development tools.
• Collaborate with executive leadership on annual growth plans and pipeline reviews, primarily concentrating on technical support and managed services.
• Support expansion into new markets and service offerings.
• Provide executive reporting on pipeline status, capture progress, and win rates.
• Perform other duties as assigned.

Qualifications

• Bachelor’s Degree in Business Administration, Information Technology, Engineering, or related field.
• Minimum 15 years of progressive experience in Federal Government business development, capture management, proposal management, or growth leadership.
• Demonstrated success leading capture and proposal efforts for opportunities valued at $100M or greater.
• Experience supporting GWACs, IDIQs, BPAs, and standalone contracts.
• Minimum 7 years of management experience leading cross-functional teams.
• Strong understanding of Federal acquisition regulations, source selection processes, and proposal best practices.
• Demonstrated record of recent contract wins.
• Experience managing B&P investments, pursuit budgets, and resource planning.
• Advanced proficiency with Microsoft Office Suite, proposal tools, CRM systems, and generative AI technologies.
• Excellent leadership, communication, presentation, and negotiation skills.

Preferred Qualifications

• APMP Practitioner or Professional Certification.
• Shipley Associates Capture Management and Proposal Management Training.
• Experience leading geographically dispersed teams.
• Experience supporting Federal Civilian, Defense, Intelligence Community, and IT customers.

Leadership Competencies

• Capture Excellence
• Proposal Operations Management
• Customer Relationship Management
• Competitive Intelligence and Market Analysis
• Process Improvement and Innovation
• Organizational Collaboration and Influence

Work Environment

The successful candidate must be able to work in a fast-paced environment with demonstrated ability to manage multiple priorities, meet challenging deadlines, coordinate geographically dispersed teams, and effectively communicate with executive leadership, customers, and partners.