Capture Manager

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

📋 Description

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

• Act as the chief architect of winning strategies.

• Utilize industry connections, customer insights, and cross-functional teams to enhance market share and drive scalable top-line revenue.

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

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

• Oversee comprehensive capture lifecycles for high-priority opportunities.

• Analyze 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.

• Facilitate discovery sessions and review capabilities, past performance assets, and unique selling propositions.

• Assess CRM pipeline, target accounts, capture efforts, win probabilities, and solicitation schedules.

• Identify warm entry points, procurement leads, and strategic teaming partners.

• Review stage-gate processes, proposal methodologies, pricing models, and competitive intelligence.

• Initiate pre-solicitation dialogues with client decision-makers and agency leads.

• Engage potential prime contractors and subcontractors; draft, negotiate, and finalize NDAs and Teaming Agreements.

• Create and present capture plans for 2-3 high-value opportunities, including win themes, competitive analysis, and preliminary Price-to-Win targets.

• Lead formal bid/no-bid and stage-gate reviews.

• Assume full responsibility for the role after 90 days.

• Participate in compliant, strategy-aligned proposals.

• Present a 12-month capture strategy and forecast with win-rate goals and revenue targets.

⛳️ Requirements

• At least 4 years of progressive experience in business development, capture management, or enterprise deal structuring.

• Proven success in closing multi-million-dollar contracts.

• Documented history of leveraging personal and professional networks to generate repeatable, sustainable business revenue.

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

• Established, active network within government vertical markets.

• Ability to work independently and collaboratively, manage multiple tasks and proposals simultaneously, anticipate challenges, and adapt to new information and changing situations.

• Must be a full-time resident of the contiguous United States.

• Legally authorized to work in the US now and in the future without sponsorship.

• Applicants must currently reside in 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.

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

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

🏝️ Benefits

• Will prioritize and ensure access to reliable, high-speed internet for the remote nature of our work, except during vacations or holidays.

• Will adhere to the highest security practices to safeguard the privacy and security of Coforma and client information, even during vacations.

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

• Will represent Coforma in a professional and sincere manner, embodying Company Values in all interactions.

• Opportunities for growth and advancement.