Capture Manager

This is a fully remote position, open to applicants in Virginia.

📋 Description

• Lead Falconwood’s Business Development team in pursuing qualified federal opportunities across the Department of War, Army, DHS, Coast Guard, and additional civilian agencies, from selection through proposal submission and award.

• Oversee assigned captures while maintaining capture plans, milestones, action owners, and pursuit schedules.

• Evaluate customer needs, mission requirements, funding, acquisition strategies, contract vehicles, timing, and competitive positioning.

• Formulate opportunity-specific win strategies, differentiators, value propositions, and win themes.

• Plan and facilitate engagements with customers, industry stakeholders, and partners; document findings and translate insights into actionable capture strategies.

• Analyze incumbents, competitors, potential bidders, and teaming options; identify capability gaps and competitive risks.

• Develop teaming strategies and recommend partners; coordinate roles, workshare, and agreements.

• Conduct capture reviews and prepare bid/no-bid recommendations for leadership decisions.

• Collaborate on technical and management solutions with Operations and subject matter experts.

• Partner with Pricing and Finance to perform price-to-win analysis, labor mix, cost assumptions, and competitive positioning.

• Coordinate responses to sources sought, requests for information, and draft solicitations.

• Provide a documented handoff to Proposal Management, including capture plans, customer insights, solutions, teaming commitments, win themes, and pricing assumptions.

• Support proposal strategy, review processes, and responses to government inquiries.

• Maintain accurate opportunity records and conduct post-award lessons learned.

• Adhere to procurement integrity, organizational conflict of interest, and ethics requirements.

• Serve as deputy to the Executive Director of Business Development and Strategy.

• Mentor members of the BD Team.

⛳️ Requirements

• A minimum of 7 - 10 years of experience in federal capture, business development, or proposal management, with proven leadership in competitive pursuits.

• Experience in developing capture plans, win strategies, competitor assessments, teaming approaches, and bid/no-bid recommendations.

• Familiarity with federal acquisition processes, solicitation requirements, evaluation criteria, and proposal development.

• Capacity to coordinate cross-functional teams and manage multiple pursuits, deadlines, and priorities without direct supervisory authority.

• Experience in aligning technical solutions, staffing, past performance, and pricing with customer needs and evaluation criteria.

• Knowledge of the Shipley Proposal development and review process (color reviews, etc.) for crafting successful proposals.

• Excellent written communication, presentation, relationship management, analytical, and negotiation skills.

• Proficient in Microsoft Office and opportunity tracking tools (e.g., Salesforce, GovWin).

• Bachelor’s degree in Business Administration, Management, Engineering, Information Technology, or a related field, or an equivalent combination of education and relevant federal capture experience.

• Ability to obtain and maintain a security clearance and meet customer access requirements for assigned pursuits.

• Active Secret or higher clearance is preferred and may be necessary for specific assignments.

• Preferred: Experience in capturing opportunities with DoW, Army, DHS, Coast Guard, or other civilian agencies.

• Preferred: Familiarity with federal contract vehicles, including GWACs, IDIQs, GSA MAS, OASIS+, Alliant 3, NASA SEWP, task-order competitions, and small business teaming arrangements.

• Preferred: Experience with Non-FAR based acquisition processes such as Commercial Solutions Opening and Other Transaction Agreements.

• Preferred: Background in IT modernization, cybersecurity, cloud, engineering, logistics, or enterprise business systems.

• Preferred: Formal training in capture or proposal management.

• Preferred: APMP, Shipley, or similar certification.

🏝️ Benefits

• 401k

• Tuition Reimbursement

• Health/Dental/Vision Insurance

• PTO

• Federal Holidays

• Performance Increases

• Reserve Duty Compensation

• Some travel required