Capture/Proposal Manager

Cyber Defense Technologies; Ashburn (VA); Hybrid; USD 140,000 - 190,000; Full time

Benefits offered by this job

Competitive salary

Comprehensive benefits

Professional development

Job summary

Cyber Defense Technologies is seeking a Capture/Proposal Manager to lead the full business development lifecycle from opportunity identification through proposal submission and transition to program execution. You will drive strategic captures, develop winning solutions, and coordinate a Shipley-based proposal process across federal civilian, DoD, IC, and SLED markets.

The role involves managing diverse teams across technical, contracts, HR, pricing and leadership, shaping opportunities, and

Qualifications

• Bachelor's degree in Business, Management, Engineering, IT, or related field.
• 7+ years of Federal Government capture and proposal experience.
• Demonstrated success winning Federal and SLED opportunities.
• Experience managing proposals exceeding $5M.
• Strong understanding of FAR and procurement processes.
• Experience with Shipley Business Development methodologies.
• Knowledge of GovWin, SAM.gov, and market research tools.
• CRM experience (Microsoft Dynamics, or similar).
• Excellent written and verbal communication skills.
• Strong organizational and project management abilities.
• Ability to manage multiple simultaneous pursuits.
• Experience in managing tasks and resources in an uncertain, dynamic environment.
• Excellent communication with C-Level executives.
• Experience writing clear, persuasive responses.
• Experience in fast-paced team environments.

Responsibilities

• Lead the capture lifecycle from qualification through contract award.
• Identify, qualify, and prioritize opportunities aligned with CDT growth objectives.
• Develop and maintain capture plans, win strategies, competitive assessments, and action plans.
• Build customer relationships and engage government decision makers and partners.
• Conduct opportunity shaping before solicitation release.
• Manage gate reviews and capture reviews per Shipley best practices.
• Coordinate color team reviews and readiness assessments.
• Develop Price-to-Win strategies with pricing leadership.
• Maintain opportunity pursuit schedules and milestones.
• Transition captures into proposal execution.
• Lead proposal development using Shipley process: kickoff, compliance matrix, outlines, storyboards, content planning, schedules, reviews, production, submission.
• Manage proposal teams across functions and ensure compliance.
• Coordinate graphics, resumes, past performance, staffing and pricing narratives.
• Develop schedules and monitor deadlines.
• Communicate discriminators and win themes.
• Maintain proposal repositories and content libraries.
• Support leadership in identifying customers and opportunities; expand existing accounts; conduct campaigns and capability briefings; participate in conferences and events.
• Maintain accurate opportunity data in CDT's CRM; track engagements and pipeline.

Skills

Interpersonal skills

Analytical thinking

Communication

Multi-tasking

Project management

Leadership

Team management

Written communication

Education

Bachelor's degree in Business/Management/Engineering/IT

Tools

GovWin

SAM.gov

CRM systems

Job description

Overview:

Cyber Defense Technologies (CDT) is looking for a Capture/Proposal Manager to lead the full business development lifecycle from opportunity identification through proposal submission and transition to program execution within a small business. This role is responsible for managing strategic captures, developing winning solutions, coordinating proposal efforts using the Shipley Business Development Lifecycle and Proposal Process, and supporting CDT's growth across Federal Civilian, Department of Defense (DoD), Intelligence Community (IC), and State, Local, and Education (SLED) markets.

Location:

Hybrid (2x/week access to Ashburn area, could be more depending on proposal requirements/schedule)

Clearance Requirements:

An active DoD Secret clearance or higher (Top Secret preferred). Must be able to obtain a Top Secret. Candidates who do not meet this clearance requirements will not be considered.

Responsibilities:

• Lead the capture lifecycle from qualification through contract award.
• Identify, qualify, and prioritize opportunities aligned with CDT strategic growth objectives.
• Develop and maintain capture plans, win strategies, competitive assessments, and action plans.
• Build customer relationships and engage government decision makers, industry partners, and teaming organizations.
• Conduct opportunity shaping activities prior to solicitation release.
• Manage gate reviews and capture reviews consistent with Shipley best practices.
• Coordinate color team reviews and readiness assessments.
• Develop Price-to-Win (PTW) strategies with pricing leadership.
• Maintain opportunity pursuit schedules and milestone tracking.
• Transition successful captures into proposal execution.
• Lead proposal development utilizing the Shipley Proposal Process, including:
• Proposal kickoff, Compliance matrix development, Annotated outlines, Storyboarding, Content planning, Proposal schedule management, Pink Team Reviews, Red Team Reviews, Gold Team Reviews. White Glove Reviews, Production management, Final submission
• Additional responsibilities include:
• Manage proposal teams across technical, management, contracts, HR, recruiting, pricing, finance, and executive leadership.
• Ensure proposal compliance with solicitation requirements.
• Coordinate graphics, resumes, past performance, management plans, staffing plans, and pricing narratives.
• Develop proposal schedules and monitor deadlines.
• Ensure proposals clearly communicate discriminators and win themes.
• Maintain proposal repositories and reusable content libraries.
• Support the growth plan by assisting leadership in:
• Identifying new customers and market opportunities.
• Expanding relationships within existing accounts.
• Supporting strategic account planning.
• Conducting customer outreach campaigns.
• Scheduling customer capability briefings.
• Supporting conferences, industry days, and networking events.
• Developing team relationships with large and small business partners.
• Supporting pipeline reviews and forecast meetings.
• Maintain accurate opportunity data within CDT's CRM platform by:
• Entering and updating opportunities, maintaining contact records, tracking customer engagements, recording call reports, updating capture milestones, managing opportunity probability, forecasting pipeline activity, supporting executive reporting and pipeline reviews.
• Collaborate with CDT technical leadership to develop and position integrated solutions including:
• Cybersecurity. Zero Trust, Secure Network Infrastructure, Cloud Solutions. Managed IT Services, Defensive Cyber Operations, Security Operations Centers (SOC), Artificial Intelligence, Digital Modernization, Software Development, Intelligence Solutions, Secure Communications, Secure enclave solutions, Cybersecurity training platforms, Managed Security Services
• Responsibilities include: Identifying customer mission challenges, mapping CDT capabilities to customer requirements, developing solution architectures, supporting product demonstrations, Preparing capability presentations, Positioning CDT differentiators.

Required Qualifications:

• Interpersonal and People Skills
• Analytical and Critical Thinking Skills
• Bachelor's degree in Business, Management, Engineering, IT, or related field.
• 7+ years of Federal Government capture and proposal experience.
• Demonstrated success winning Federal and SLED opportunities.
• Experience managing proposals exceeding $5M.
• Strong understanding of FAR and procurement processes.
• Experience with Shipley Business Development methodologies.
• Knowledge of GovWin, SAM.gov, and market research tools.
• CRM experience (Microsoft Dynamics, or similar).
• Excellent written and verbal communication skills.
• Strong organizational and project management abilities.
• Ability to manage multiple simultaneous pursuits.
• Experience in managing tasks and resources in an uncertain, dynamic, and fluid operational environment
• Excellent communication skills with ability to communicate and negotiate with C-Level executives internally and externally
• Experience writing clear, logical, and persuasive responses in a variety of technical and non-technical documents
• Experience working in a fast paced, team environment and adaptable to changing priorities
• Experience in cross-functional team management
• High level of written and spoken English required
• Expert level skills in MS Word, PowerPoint, and Excel

Preferred Qualifications:

• Bachelor's degree in Business, Management, Engineering, IT, or related field.
• 7+ years of Federal Government capture and proposal experience.
• Demonstrated success winning Federal and SLED opportunities.
• Experience managing proposals exceeding $5M.
• Strong understanding of FAR and procurement processes.
• Experience with Shipley Business Development methodologies.
• Knowledge of GovWin, SAM.gov, and market research tools.
• CRM experience (Microsoft Dynamics, or similar).
• Excellent written and verbal communication skills.
• Strong organizational and project management abilities.
• Ability to manage multiple simultaneous pursuits.

Why Join Cyber Defense Technologies?

At CDT, we offer a collaborative and inclusive work environment where your expertise help desk can help shape the future of cybersecurity and engineering solutions.

Compensation and Benefits:

• Competitive salary based on experience.
• Comprehensive benefits package, including health, dental, and retirement plans.
• Opportunities for professional development and career advancement.

Salary Range: $140,000 - $190,000 based on experience

CDT is committed to hiring and retaining a diverse workforce. We are an Equal Opportunity employer making decisions without regard to race, color, religion, creed, sex, sexual orientation, gender identity, marital status, national origin, age, veteran status, disability, or any other protected class.