Capture Manager

Aprio Talent Advisory; Arlington (VA); On-site; USD 190,000 - 260,000; Full time

Job summary

Aprio Talent Advisory seeks a Capture Director to win federal opportunities, shaping early opportunities, understanding customer needs, competitive landscape, and develop win strategies. You will lead complex pursuits across DoD, IC, and national security markets in collaboration with BD, technical leadership, pricing, contracts, operations, and executive leadership.

The role emphasizes pre-RFP shaping, competitive positioning, discriminators, and win themes, with emphasis on partnerships,

Qualifications

• Experience leading complex federal captures for DoD/IC or national security customers.
• Strong understanding of RFP lifecycle and win strategies.
• Experience with Shipley and Lohfeld methodologies.

Responsibilities

• Define win strategies, discriminators, and win themes.
• Lead cross-functional capture teams across BD, tech, pricing, contracts and operations.
• Coordinate pricing, contracts, and teaming strategies.
• Provide capture reviews and bid/no-bid recommendations.
• Transition from capture into proposal execution.

Skills

Strategic capture leadership

Pre-RFP shaping

Competitive intelligence

FAR/DFARS expertise

IDIQs/GWACs experience

Partnerships & teaming

Job description

We're looking for a Capture Director who knows how to win in the federal market.

This is not simply a proposal-management position. We're looking for someone who can get well ahead of the RFP, understand the customer and competitive landscape, shape the opportunity, develop the win strategy, bring together the right partners, and lead complex pursuits through award.

You'll own priority capture efforts across the DoD, Intelligence Community, and national security market, partnering closely with Business Development, technical leadership, Pricing, Contracts, Operations, and executive leadership.

You'll Lead

• Capture strategy from qualification through award
• Pre-RFP opportunity shaping and customer positioning
• Competitive assessments and incumbent analysis
• Win strategies, discriminators, value propositions, and win themes
• Technical and management solution development
• Teaming and partner strategy
• Pricing and execution strategy
• Capture reviews and bid/no-bid recommendations
• Transition from capture into proposal execution

We're Looking For

The ideal candidate has a successful track record leading complex federal captures within DoD, the Intelligence Community, or related national security customers.

You'll bring experience with:

• Strategic capture leadership
• Pre-RFP shaping
• Competitive intelligence and positioning
• Shipley and/or Lohfeld methodologies
• IDIQs, GWACs, and task-order environments
• FAR/DFARS and the federal acquisition process

Experience capturing solutions involving software development, data analytics, mission support, and multi-domain communications is particularly valuable.

Interim or Active Secret clearance and U.S. citizenship are required. Candidates holding an Active or Interim Top Secret clearance or higher are strongly desired.

If you're someone who can look at a federal opportunity and answer the critical questions, "Why us? Why now? How do we win?", this could be a great opportunity to make an impact.