Capture Manager

Falconwood Inc.; San Diego (CA); Remoto; USD 150.000 - 160.000; Tempo pieno

Descrizione del lavoro

Falconwood Inc. is seeking a Capture Manager to lead federal pursuit efforts in the DC-Maryland-Virginia area. You will align capture plans with BD priorities, coordinate with Operations, Proposals, Pricing, and Contracts, and drive win strategies.

This role requires strong leadership, strategic thinking, and cross-functional collaboration. The successful candidate will assess customer needs, competition, and procurement vehicles, while coordinating staffing and pricing with finance to position

Competenze

• 7–10 years in federal capture, BD, or proposal management with leadership of competitive pursuits
• Experience developing capture plans, win strategies, and bid/no-bid recommendations
• Knowledge of federal acquisition processes, evaluation criteria, and proposal development
• Ability to coordinate cross-functional teams and manage multiple pursuits
• Experience aligning technical solutions, staffing, past performance, and pricing with customer needs
• Certifications in APMP/Shipley or similar are a plus

Mansioni

• Lead captures; maintain capture plans, milestones, owners and pursuit schedules
• Assess customer needs, funding, acquisition approach, contract vehicles, timing and competitiveness
• Develop win strategies, discriminators, value propositions, and win themes
• Plan and conduct customer, industry and partner engagements; translate insight into actions
• Assess incumbents, competitors, teaming options; identify gaps and risks
• Develop teaming strategies; coordinate roles and agreements with BD, Operations and Contracts
• Lead capture reviews and bid/no-bid recommendations with path to compete
• Coordinate technical/management solutions; validate staffing, delivery and past performance
• Work with Pricing and Finance on price-to-win, labor mix, and cost assumptions
• Coordinate responses to sources-sought and draft solicitations; ensure compliance priorities
• Provide documented handoffs to Proposal Management including win themes and pricing assumptions
• Support proposal strategy, reviews and responses to government questions; maintain records
• Comply with procurement integrity and ethics in engagements

Conoscenze

Federal capture

Proposal management

Team leadership

Cross-functional coordination

Negotiation

Stakeholder management

Formazione

Bachelor's degree in Business Administration or related field

Strumenti

Salesforce

GovWin

MS Office

Descrizione del lavoro

Duty Location: Remote (DC-Maryland-Virginia area)

Travel: Some travel required

Program/Team: Business Development and Strategy

Job Title: Capture Manager

Reports To: Executive Director of Business Development and Strategy

Works With: BD, Operations, Proposals, Pricing, Finance, and Contracts

Type of Position: Full-time

Hours: 40 per week

Responsibilities

Pursuit Strategy

• Lead assigned captures; maintain capture plans, milestones, action owners, and pursuit schedules aligned with Business Development priorities
• Assess customer needs, mission requirements, funding, acquisition approach, contract vehicles, timing, and ability to compete
• Develop opportunity-specific win strategies, discriminators, value propositions, and win themes supported by customer insight and evidence of Falconwood's capabilities

Customer, Competitor, and Partner Engagement

• Plan and conduct customer, industry, and partner engagements with Business Development; document findings, validate requirements, and translate insight into capture actions
• Assess incumbents, competitors, likely bidders, and teaming alternatives; identify capability gaps, competitive risks, and actions to strengthen the pursuit
• Develop teaming strategies and recommend partners; coordinate roles, workshare, and agreements with Business Development, Operations, and Contracts

Capture Reviews, Solution, and Pricing

• Lead capture reviews and prepare bid/no-bid recommendations that include a path to compete, such as teaming or solution options to close capability gaps; present opportunity readiness, risks, investment needs, and next steps for leadership decisions
• Coordinate technical and management solutions with Operations and subject matter experts; validate staffing, delivery approach, past performance, and execution feasibility
• Work with Pricing and Finance on price-to-win analysis, labor mix, cost assumptions, and competitive positioning; align recommendations with profitability and delivery goals

Solicitation Response and Proposal Handoff

• Coordinate responses to sources-sought, requests for information, and draft solicitations; assess solicitation changes and update pursuit strategy and compliance priorities
• Provide a documented handoff to Proposal Management, including the capture plan, customer insights, solution, teaming commitments, win themes, and pricing assumptions
• Support proposal strategy, reviews, and responses to government questions; maintain accurate opportunity records and conduct post-award lessons learned with the team
• Comply with procurement integrity, organizational conflict of interest, and ethics requirements in all customers, incumbent, and partner engagements

Leadership

• Act as deputy to Executive Director of Business Development and Strategy Mentor members of the BD Team

Qualifications

• At least 7 - 10 years of experience in federal capture, business development, or proposal management, including demonstrated leadership of competitive pursuits
• Experience developing capture plans, win strategies, competitor assessments, teaming approaches, and bid/no-bid recommendations
• Working knowledge of federal acquisition processes, solicitation requirements, evaluation criteria, and proposal development
• Ability to coordinate cross-functional teams and manage multiple pursuits, deadlines, and priorities without direct supervisory authority
• Experience aligning technical solutions, staffing, past performance, and pricing with customer needs and evaluation criteria
• Experience in the Shipley Proposal development and review process (color reviews, etc.) to create winning proposals
• Strong written communication, presentation, relationship management, analytical, and negotiation skills; proficiency with Microsoft Office and opportunity tracking tools (e.g., Salesforce, GovWin)

Education Requirements

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

Clearance Requirement

Ability to obtain and maintain a security clearance and meet customer access requirements for assigned pursuits. An active clearance (Secret or higher) is preferred and may be required for specific assignments.

Preferred Qualifications

• Experience capturing opportunities with DoW, Army, DHS, Coast Guard, or other civilian agencies, and translating technical capabilities into customer-focused solutions
• Familiarity with federal contract vehicles, including GWACs, IDIQs, and other multiple-award contracts (e.g., GSA MAS, OASIS+, Alliant 3, NASA SEWP), task-order competitions, and small business teaming arrangements
• Experience with Non-FAR based acquisition processes such as Commercial Solutions Opening and Other Transaction Agreements
• Experience with IT modernization, cybersecurity, cloud, engineering, logistics, or enterprise business systems; formal capture or proposal management training
• Federal Capture and proposal development certifications: APMP, Shipley, or similar

Pay Range150k - 160k