About the role

The BD/Capture Manager role will be responsible forplanning, organizing, and managing captures within all Public Sector markets and across the complete HashiCorp software portfolio.

In this role you can expect to:

• Develop and lead major capture efforts to successful completion.
• Develop the overall capture strategy, internal and external partnerships, business plans and marketing, to include joining various Public Sector industry-group engagement meetings.
• Lead and facilitate win strategy development sessions including technical, management, teaming, past performance, staffing, pricing, etc.
• Lead the development of customer profiles, including customer needs, issues, hopes, and biases.
• Lead and coordinate competitive assessments (including Requests for Information, Requests for Quotes, Requests for Proposals, Broad Agency Announcements, etc.), determining the strengths and weaknesses of Hashicorp and potential competitors.
• Collaborate with End User Sales Reps, FSI Reps and Solutions Engineers to develop solutions that offer customers recognized value, are price competitive, executable and will be evaluated favorably.
• Prepare and lead Milestone Reviews with the Head of Public Sector, and other reviews as required once an opportunity has been assigned.
• Prepare and present Quarterly Business Reviews for Program Capture.
• Align resources required for the pursuit of opportunities, develop and improve upon processes, report metrics/manage risk and effectively lead growth within the Federal and SLED Program business. 
• Travel will be required in support of customer meetings, internal meetings and industry events.

You may be a good fit for our team if you have:

• • 8+ years of Capture experience successfully leading large capture within the Public Sector Space
  • The candidate must be aggressive, organized, knowledgeable in government contracting, highly skilled professional with excellent leadership and presentation skills.
  • Leadership skills to develop, organize and execute significant capture activities, including building industry teams, assessing win probability, and executing customer call plans to shape acquisitions.
  • A proven track record of successful capture management across multiple Public Sector verticals at a variety of acquisition sizes and types.
  • Experience Capturing deals requiring development of a solution and or an approach.
  • Strong proposal writing skills.
  • Experience and understanding of pricing and pricing strategies across multiple contract types.
  • Ability to gain internal support, operate independently with limited supervision and feedback, and establish collaborative relationships with internal resources across Hashicorp
  • Excellent oral and written communications and experience briefing senior corporate executives and senior government and military leaders.
  • TS and or TS/SCI clearance is preferred, but not required.