Director, Capture Management - EMG

Akima; Herndon (VA); Remote; USD 180,000 - 200,000; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Vision insurance

401(k)

Paid PTO

Job summary

Akima is seeking a dynamic capture management leader to drive strategic captures for new growth and re-competitions. You will lead pre-proposal shaping, engage in all capture activities during the proposal phase, and manage post-submittal actions to increase win probability.

You will collaborate with the Emerging Markets Group, leveraging IT services, technology solutions, and mission-specific services to craft winning strategies and differentiated proposals.

Qualifications

• Track record of success winning single‑award opportunities.
• Experience with DoD customers and FedCiv agencies is a plus.
• Market analysis and strategic planning experience.
• Deep knowledge of Federal procurement processes and customer buying behaviors.
• Strong presentation and proposal writing skills.
• Ability to lead interdisciplinary teams with varying experience levels.
• Experience supporting multiple captures with varying RFP release dates.

Responsibilities

• Lead strategic capture activities for all pursuits and inspire confidence in teams.
• Provide leadership on major BD and capture efforts from win strategy to post-submittal phases.
• Brief senior management on capture status at key milestones.
• Direct plans to increase revenue, growth, and profit in line with long-term strategy.
• Develop and implement overall capture plan, strategy, and partnerships; engage customers and ask the right questions.
• Understand and apply Shipley competitive model.
• Lead win strategy sessions covering technical, management, teaming, past performance, staffing, pricing, etc.
• Develop customer hot buttons and align marketing intelligence with win strategy.
• Lead competitive assessments, teaming, and price-to-win efforts.
• Explain competitor trends and weaknesses to identify bid targets and position Akima to win.
• Motivate teams to produce a differentiated, compelling solution and story of “Why Akima”.
• Collaborate with proposal team to develop a differentiated proposal.
• Balance broad strategic view with hands-on capture approach.
• Position Akima to win large-scale opportunities and improve win rates.

Skills

Win strategy

DoD/FedCiv

Proposal writing

Market analysis

Strategic planning

Cross-functional leadership

Team leadership

Travel readiness

Business development

Communication skills

Education

Bachelor's degree

Job description

Akima is seeking a dynamic, innovative, capture management professional. The candidate will be responsible for leading captures for new growth opportunities and re-competitions, adhering to the Akima, LLC corporate policies and procedures.

Reporting to the Vice President of Business Development for Emerging Markets Group (EMG), the Director, Capture Management will be a key member of the team and will participate in key strategic growth initiatives and other high-profile capture efforts. She/he will leverage EMG’s portfolio of IT services, technology solutions, and mission-specific professional services to lead strategic and large-scale, complex captures. The Director will be responsible for leading pre-proposal shaping activities, all capture activities during the proposal phase, and post-submittal activities to substantially increase probability win for deals.

Responsibilities

• Leads strategic capture activities for all assigned pursuits, Displays the “Executive Presence” required to lead and inspire confidence in pursuit teams to work constructively and calmly under stress.
• Provides critical leadership on major business development and capture efforts from the win strategy development through the post submission phases.
• Briefs business development and capture status to senior management at specified milestones in the capture process.
• Directs plans and activities to assist business development to increase revenue, growth, and profit in support of long-term strategy and business objectives.
• Assists, develops and implements the overall capture plan, strategy, and internal and external partnerships by thinking strategically about the business, meeting with customers, and asking the right questions.
• Understanding and developing a Shipley competitive model.
• Leads and facilitates win strategy development sessions including technical, management, teaming, past performance, staffing, pricing, etc.
• Leads the development of customer hot buttons, including customer needs and concerns.
• Aligns marketing intelligence with the win strategy.
• Leads competitive assessments, teaming, and price-to-win efforts.
• Explains and possesses knowledge of competitors’ trends and weaknesses to better understand, identify, qualify, and coordinate bid targets.
• Develops/implements winning strategies that highlight strengths and mitigate weaknesses.
• Motivates and energizes a differentiated and compelling team to produce a winning solution.
• Works with proposal team to develop a differentiated proposal that tells a clear and compelling story of “Why Akima”.
• This person will possess both a broad strategic perspective and a very hands‑on capture approach.
• The Director, Capture Management is a key, high‑impact member of the group management team. Success in the near term will focus on working with the team to enhance win strategy and win rates, anticipating problems and customer needs, and properly positioning Akima to win large scale opportunities.

Qualifications

• Track record of success winning single‑award opportunities.
• Experience working in both DoD customers and FedCiv agencies a plus.
• Previous demonstrated, recent experience in market analysis and strategic business planning including identification, qualification, and capture leading to award and delivering major programs.
• Deep knowledge and understanding of the Federal procurement process, current acquisition trends, and customer buying behaviors.
• Strong presentation and proposal writing skills.
• Ability to lead interdisciplinary teams with varying levels of experience.
• Supporting multiple captures at the same time based on anticipated RFP release dates.
• Problem solving & decision‑making skills.
• Possess organization and time management skills and display a strong sales presence.
• Ability to travel as business dictates.
• Key factors include sound business judgment, keen conceptual skills, intellectual discipline, self‑confidence, imagination, and well‑developed management skills. In addition, should possess the personal ambition to play a major role in the growth and success of a company with a strong heritage for high quality and responsive service to its clients.
• Four (4) year degree from an accredited university or equivalent.
• This position will require you to make visits to HQ in Herndon, VA and Tampa, FL.

Job ID

2026-26371

Work Type

Remote

Pay Range

$180,000 - $200,000

Benefits

• Regular - The company offers a comprehensive benefits program, including medical, dental, vision, life insurance, 401(k) and a range of other voluntary benefits. Paid Time Off (PTO) is offered to regular full‑time and part‑time employees.

Company Description

Work Where it Matters

Akima is not just another global enterprise and federal contractor. As an Alaska Native Corporation (ANC), our mission and purpose extend beyond our exciting federal projects as we support our shareholder communities in Alaska.

At Akima, the work you do every day makes a difference in the lives of our 15,000 Iñupiat shareholders, a group of Alaska natives from one of the most remote and harshest environments in the United States.

For our shareholders, Akima provides support and employment opportunities and contributes to the survival of a culture that has thrived above the Arctic Circle for more than 10,000 years.

For our government customers, Akima delivers agile solutions in the core areas of facilities, maintenance, and repair; information technology; logistics; protective services; systems engineering; mission support; furniture, fixtures & equipment (FF&E); and construction.

As an Akima employee, you will be surrounded by a challenging, yet supportive work environment that is committed to innovation and diversity, two of our most important values. You will also have access to our comprehensive benefits and competitive pay in addition to growth opportunities and excellent retirement options.