Capture Manager

Description

The Strategic Growth organization of DSA Inc. has an opening for a Capture Manager for the Northern Capital Region who will be responsible for securing existing and winning new business opportunities in the DISA/Army markets.  This role requires an ethical approach to winning, comprehensive business acumen, technical understanding and/or education, resourcefulness to manage process-driven captures, and internal/external customer relations-oriented individual. This position is fully remote. The position will report to the Senior Director of Capture Management, Strategic Growth. There are offices in Fairfax VA, Charlottesville VA.  Aberdeen MD and Trevose PA that a person can use for locations if desired.

The successful candidate assumes responsibility for developing and executing the overall capture strategy associated with an approved pursuit effort. Duties include orchestrating all aspects of the bid strategy, including cost/price strategy and position to win, providing oversight of the development of all proposal volumes, creating and leading internal and cross-organization capture teams, and fostering a culture of winning ethically.

Working closely with the responsible business development leads, supporting the transition from opportunity identification into capture, assembling a capture team and managing the capture team to successful contract bids and wins, contacting existing clients and partners, communicating the organization’s core capabilities, establishing internal and external teaming and effective efficient shepherding of new business funds are all part of the Capture Manager’s responsibilities. 

Additional responsibilities include:

• Developing (with technical and subject matter expert support) solutions for assigned opportunities.
• Developing, coordinating, and managing relationships with partners and corporate staff for proposed solution development.
• Participating in business planning activities, to include presentations to corporate leadership on periodic pipeline reviews, operating plan development, bid agenda development, opportunity-specific capture meetings and gate reviews, win theme and discriminator workshops, and proposal reviews.
• Effective transfer throughout the business development/capture process from identification and qualification to pre-proposal and proposal efforts as well as post-proposal to award responsiveness and hot start transition to the program team.
• Managing all the activities necessary to transform qualified opportunities into wins.
• Routinely engage with potential customers to understand their requirements, constraints, and preferences through office calls, industry group events, conference attendance, social gatherings, and other means.
• Chair after-action reviews for all business opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions.
• Conduct business development/opportunity identification as needed.

Basic Qualifications

• Excellent communications skills – demonstrated through written and oral presentations, development of technical papers, volumes, or similar products
• Familiarity with online tools used by and with the Federal Government for opportunity information and solicitations
• Experience in capturing large business development programs (>$50M Total Contract Value) with emphasis on opportunity qualification and shaping into a solution and proposal submission
• Proven record of success managing capture efforts in the Federal contracting space (winning single award >$50M pursuits as capture manager)
• Demonstrated skills in all areas of business development, including opportunity qualification, capture strategy, customer visits, customer relationship development, relationship development with competition, team leadership, collaboration, etc.
• Experience in the development of and successful negotiation of teaming agreements
• Experience in the development of competitive pricing strategies and associated cost proposal materials
• Bachelor’s degree and 15+ years of prior relevant experience or Master’s with 13+ years of prior relevant experience (additional education, training, or experience may be considered in place of degree).

Preferred Qualifications

• Ethical approach to winning, comprehensive business acumen, technical understanding and/or education, resourcefulness to manage process-driven captures, and internal/external customer relations-oriented individual.
• Prior business development experience in the DISA/Army Markets.
• Ability to gain internal support, operate independently with limited supervision and feedback, and establish solid working relationships with technical staff, division managers, and peers across the corporation
• Possess business and technical vision
• Financial acumen to manage capture-related budgets and spending
• Ability to think strategically
• Possess analytical research, presentation, and problem-solving skills
• Ability to identify and mitigate risks associated with capture efforts and post-award contract execution
• Current Secret or higher-level security clearance

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