The
Senior Business Development / Capture Manager is responsible for identifying, shaping, and winning mid- to large-scale Federal Civilian IT contract awards. This hybrid role combines early-stage business development, disciplined capture leadership, and sustained customer engagement to drive measurable growth outcomes.
The successful candidate will bring a proven record of winning complex Federal Civilian IT procurements as a prime or major subcontractor, with Department of Homeland Security (DHS) and/or U.S. Coast Guard (USCG) experience strongly preferred. This role focuses on Federal Civilian IT / technology-related services and mission-enabling solutions.
The Senior BD/Capture Manager will work day-to-day with the Director of Strategic Capture, FedCiv, and both roles report to the Vice President of Strategic Growth, FedCiv & Health IT.
Responsibilities:Opportunity Identification & Qualification
- Identify, qualify, and advance a pipeline of mid- to large-scale Federal Civilian IT opportunities aligned to strategic growth priorities.
- Lead opportunity qualification using established bid/no-bid criteria, customer insight, competitive positioning, and resource alignment.
- This is a hands-on, execution-focused role requiring ownership of and accountability for the full capture lifecycle, from early opportunity identification and qualification through shaping, teaming, proposal development, and award.
Capture Strategy & Execution
- Lead or co-lead capture efforts for assigned pursuits, typically ranging from $10M to $100M+ total contract value.
- Develop and execute comprehensive capture plans, including win themes, discriminators, teaming strategies, competitive assessments, and risk mitigation plans.
- Shape customer requirements, solutions, and acquisition strategies through proactive, informed customer engagement.
- Partner closely with solution architects, pricing, contracts, and operations teams to deliver differentiated, executable, and compliant proposals.
Customer & Market Engagement
- Bring established relationships and demonstrated customer access across targeted Federal key accounts, with particular strength in DHS and/or U.S. Coast Guard environments.
- Leverage existing and new customer and industry partner relationships to shape opportunities, inform capture strategies, and influence acquisition outcomes early in the lifecycle.
- Serve as a credible, customer-facing representative of the company, engaging government and industry stakeholders at the mission, technical, and acquisition levels.
- Expand and deepen customer and partner relationships over time to support both near-term captures and long-term account growth.
- Maintain active awareness of Federal Civilian market trends, customer priorities, and competitive dynamics to inform opportunity selection and positioning.
Collaboration & Governance
- Partner closely with the Director of Strategic Capture, FedCiv to align individual capture execution with broader portfolio priorities.
- Participate in gate reviews, capture reviews, and proposal color team reviews, providing informed recommendations and leadership.
- Provide accurate pipeline, forecast, and capture status updates to the Vice President of Strategic Growth.
- Contribute to continuous improvement of business development and capture processes, tools, and best practices.
Other duties as assigned.
Required Qualifications• 10+ years of experience in Federal Government contracting, with significant experience in Federal Civilian business development and capture roles.
• Demonstrated success winning mid- to large-scale Federal Civilian IT contracts in highly competitive environments.
• Must have developed and maintained client and teaming partner relationships in targeted Federal key accounts.
• Proven ability to lead captures across the full lifecycle, from early shaping through award.
• Strong knowledge of Federal acquisition processes, contract vehicles, and procurement regulations.
• Good understanding of IT project lifecycles and emerging technologies such as secure cloud and legacy system modernization; data analytics, AI, and intelligent automation; cybersecurity and zero trust architectures; and Agile / DevSecOps delivery models.
• Ability to operate effectively in a hybrid BD/Capture role, balancing pipeline development with disciplined execution.
• Exceptional communication, presentation, interpersonal, leadership, and cross-functional collaboration skills.
Preferred Qualifications• Demonstrated wins with DHS and/or U.S. Coast Guard (prime or major subcontractor).
• Experience across multiple Federal Civilian agencies (e.g., DHS, DOJ, DOT).
• Familiarity with major Federal Civilian contract vehicles, including IDIQs and GWACs.
• Active or prior Public Trust or higher clearance.
Success Characteristics• Strategic, outcome-driven growth mindset
• Disciplined capture leader with strong competitive instincts
• Comfortable influencing without formal authority in matrixed environments
• Effective in ambiguity and complex customer landscapes
• High integrity and commitment to ethical GovCon practices
Measures of Success (First 16-18 Months)• Strength, quality, and maturity of Federal Civilian pipeline
• Lead capture wins and improve win probability on priority pursuits
• Effectiveness of capture strategies and competitive positioning
• Depth and credibility of customer and partner relationships
• Strong collaboration and trust with internal growth, solution, and delivery teams
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.
