Capture Manager

This is a fully remote position, open to applicants in Arizona, +19 more states.

📋 Description

• Lead intricate, high-stakes capture strategies from the identification of opportunities to the final proposal award.

• Act as the primary architect of winning strategies utilizing industry connections, customer insights, and cross-functional teams.

• Establish and nurture strategic relationships with customer decision-makers, agency representatives, prime contractors, and industry influencers.

• Collect actionable customer intelligence through pre-RFP engagements to influence requirements and position the organization as the preferred vendor.

• Oversee comprehensive capture lifecycles for high-priority opportunities, driving revenue targets through disciplined capture plans and value-driven win strategies.

• Evaluate competitive landscapes, market trends, and budget cycles to develop value propositions and price-to-win strategies.

• Lead opportunity gate reviews and present business cases to executive leadership.

• Collaborate with Proposal Managers, Finance, Delivery, and Growth Leadership on technical offerings, pricing models, and client presentation strategies.

• Maintain accountability for win rates, qualified pipeline health, and deal conversion timelines in Nextstage CRM.

• Conduct debriefs and implement feedback and lessons learned to enhance future performance.

• In the first 30 days: conduct discovery sessions, review the CRM pipeline, audit the personal contact network, analyze stage-gate processes, and align internal offerings with client and partner relationships.

• After 60 days: initiate pre-solicitation dialogues, negotiate NDAs and Teaming Agreements, develop capture plans for 2–3 high-value opportunities, and lead bid/no-bid and stage-gate reviews.

• After 90 days: take full ownership of the role, engage in compliant strategy-aligned proposals, and present a 12-month capture strategy and forecast with win-rate objectives and revenue targets.

• Enhance lives through digital products and services as part of Coforma.

⛳️ Requirements

• A minimum of 4 years of progressive experience in business development, capture management, or enterprise deal-structuring.

• Proven track record of successfully closing multi-million-dollar contracts.

• Demonstrable history of utilizing personal and professional networks to generate sustainable business revenue.

• Expertise in developing price-to-win strategies, performing margin analysis, and structuring contracts, including FFP, T&M, Cost-Plus, or enterprise commercial agreements.

• An existing, active network within government vertical markets.

• Required prior experience in capture management within the federal government contracting sector.

• A background in digital technology and design services is preferred.

• Capability to work independently and collaboratively, manage multiple tasks and proposals concurrently, anticipate challenges, and adapt to evolving situations with new information.

• Full-time resident of the contiguous United States.

• Must be legally authorized to work in the US both now and in the future without sponsorship.

• Preferred: Experience collaborating with disadvantaged small businesses such as SDVOSBs and 8(a) companies, or participants in the Mentor-Protégé Program within the digital services sector.

• Must currently reside in one of the listed eligible states: Arizona, California, District of Columbia, Florida, Georgia, Idaho, Illinois, Maryland, Massachusetts, Montana, Nevada, New Jersey, New York, North Carolina, Oregon, South Carolina, Tennessee, Texas, Virginia, Washington, or Wisconsin.

• Some travel may be necessary.

• Strong preference for candidates currently located in the Greater Washington/DMV area.

🏝️ Benefits

• Will prioritize and maintain access to strong, reliable internet for the remote nature of our work, except during vacation or holidays.

• Will uphold the highest security practices to ensure the privacy and security of Coforma and client information, given the nature of our work, even during vacations.

• Upon request and with advance notice, will attend in-person events such as meetings, workshops, and training sessions as assigned for projects that require it.

• Will represent Coforma professionally and sincerely, embodying our Company Values in all interactions.

• Opportunities for growth.

• Remote work arrangement.