Sr. Proposal Manager


Arlington, VA

Industry: Industrial Equipment & Supply


11 - 15 years

Posted 395 days ago

As a senior member of the PAE Corporate Proposals & Publications Group (PPG) reporting to the Vice President Strategic Programs, the Senior Proposal Manager is responsible for leading PAE’s largest and most complex proposals. This individual will operate in a leadership role, partnering with internal and external capture, pricing, and operations teams, to manage the development of compliant, compelling, competitive, and winning proposals. This individual is required to have both broad and specific knowledge across business, project, proposal management, SharePoint collaborative tools, and document development domains to successfully manage high quality, compliant proposals.

Major Areas of Responsibility:

Proposal management of all proposal lifecycle activities to include:

  • Leading the proposal team effectively, fairly, and respectfully—to meet schedules and deadlines
  • May be required to lead or write sections of the proposal
  • Skillfully interpreting solicitation requirements or source selection regulations and proposal response strategy and approaches on individual opportunities
  • Assessing the solicitation, response timeframe, capture maturity, resource requirements, teammates, facilities, and other proposal elements to determine the appropriate proposal resources, process, facilities, and schedule to meet customer and internal proposal requirements
  • Decomposing and translating RFP requirements into the compliance matrix, annotated proposal outline, and content plans
  • Working with the Capture Manager to annotate proposal outlines with the win strategy, themes, discriminators, source content, graphic concepts, and other writer guidance
  • Translating the annotated proposal outline into an executable proposal plan that is designed to deliver a compliant, winning proposal on-time
  • Establishing, communicating, and managing the proposal development and production schedule; maintaining and publishing to the proposal team an updated schedule as adjustments are made
  • Facilitating the use of various proposal tools, work products, and techniques to direct the proposal team to write a proposal that fully executes the capture manager’s win strategy
  • Leading proposal phases, activities, and milestones (including, but not limited to, the proposal kickoff meetings, teammate meetings, data calls, readiness assessments, brainstorming sessions, informal proposal reviews, read alouds, and collaborative writing sessions.  
  • Reviewing the proposal daily and working with writers to achieve their respective content plans on-time; identifying struggling writers and mentoring them by implementing correction action plans with specified deadlines; and making appropriate decisions regarding the need to replace struggling writers if corrective actions are not made within the deadlines specified
  • Conducting milestone readiness reviews to assess proposal readiness for color team reviews; adjusting the proposal development schedule accordingly to accommodate corrective actions
  • Setting color team review goals and objectives; training color team reviewers to participate in reviews; deconflicting color team reviewer feedback; determining disposition of color team reviewer comments; developing the color team recovery plan; and executing the color team recovery plan on-time to meet approved recovery plan
  • Conducting writer training and working sessions to include content refinement to achieve proposal compliance and alignment with proposal theme and messaging
  • Matrix-managing the proposal coordinator and publications process
  • Serving as volume lead; proposal writer; color team or peer reviewer; or other proposal roles as required - Writing and editing content (acting as writer and editor)
  • Performing operational staff management, including scoping and monitoring proposal efforts, setting priorities, and aligning resources
  • Managing the pricing, estimating, and operational resources responsible for developing the cost volume, basis of estimates (BOE), work breakdown structure (WBS), organizational breakdown structure (OBS), project schedules, risk assessments, and other program-related plans and deliverables
  • During proposal development, acting on behalf of the Capture Manager in his or her absence
  • Developing the skills required to advance to Proposal Director or Capture Manager, including acting on behalf of the Proposal Director in his or her absence; serving as Capture Manager on smaller capture efforts; identifying the resources required to pursue or staff an opportunity or proposal; overseeing proposals strategies; pricing; and teaming; managing the transition from qualified opportunity to proposal development to award; planning resource allocation with the PPG Directors for assigned opportunities, including developing proposal development bid and proposal estimates. Demonstrating proficiency of these skills after a period of time and activity defined in the individual’s annual performance objectives


  • Active Top Secret security clearance or ability to obtain a Top Secret security clearance
  • Bachelor’s Degree or equivalent experience
  • Minimum of 10 years in proposal management, proposal development, and the direct management of proposal operational organizations. On average, have approximately 20years of work experience, five years specifically in Federal proposal management
  • PMP certification or other project management training preferred
  • Ability to work often unpredictable schedules, including overtime, evenings, and weekends; and often over holidays
  • Ability to travel for weeks at a time
  • Ability to effectively lead diverse teams of senior and junior personnel; provide constructive and appropriate personnel performance assessments; and resolve personnel disputes
  • Ability to conduct oneself with the confidence, professionalism, and empowerment of a senior member of the PPG staff, including making sound decisions regarding proposal strategies and personnel management approaches
  • Background in Program Operations is highly desirable
  • Proposal experience supporting USAID, DOS, DOD, IC customers and O&M, base operations, range support, civilian police training, peacekeeping, and other (non-IT) mission support services
  • Significant IDIQ, task order proposal, and OCONUS experience are highly desired
  • Demonstrated understanding of capture and contracts management
  • Diversity of experience in large corporate organizations and small business concerns
  • Broad and specific range of Federal, State, and local government procurement regulations and practices (including FAR and DFAR)
  • Formal proposal management and project management training and education - Technical writing and editing, including editorial practice and standards
  • Document/graphic design and development standards - Industry-wide best practices in proposal management