Program Capture Business Development Manager

Hewlett Packard Enterprise; United States; Remote; USD 231,000 - 543,000; Full time

Job summary

Hewlett Packard Enterprise seeks a Program Capture Business Development Manager for the US Federal sector. This remote role leads large government pursuits from early qualification through proposal submission and award, driving win strategies and cross-functional teamwork.

The role requires 10+ years in federal business development, strong communication to senior leaders, and experience with RFPs. DoD/DHS experience and active clearance are highly valued.

Qualifications

• Preference for DC area; US citizen and ability to obtain clearance.
• Secret or Top Secret Clearance at hire preferred.
• 10+ years in enterprise technology and 10+ years federal BD experience.
• Ability to communicate and present to senior leadership.
• Experience creating RFP responses and customer-facing documents.
• Industry certifications and FAR knowledge are beneficial.

Responsibilities

• Identify new federal contract pursuits using official federal platforms.
• Qualify major pursuits, manage Gate Reviews, and guide capture plans.
• Build and maintain a pipeline of RFx opportunities.
• Engage federal program managers and contracting officers regularly.
• Lead competitive positioning, win-theme development, and teaming.
• Collaborate with pricing and proposals to ensure compliant submissions.
• Shape requirements through RFIs and market research.
• Lead competitive intelligence and assess vulnerabilities.

Skills

Industry knowledge

Federal business development

Capture management

Communication to senior leadership

RFP responses

Strategic planning

Cross-functional leadership

Gate Reviews

Business development

Proposal collaboration

Education

Bachelor’s degree in Business/Marketing/related field

Advanced degree preferred

Tools

GovWin IQ

Bloomberg Government

SAM.gov

Job description

Program Capture Business Development Manager

This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

Who We Are:

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world.Our culture thrives onfinding new and better ways to accelerate what’s next.We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs.We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you.Open up opportunities with HPE.

Job Description:

A Capture/Business Development Manager for the US Federal sector manages large government contract pursuits from early qualification through proposal submission and award. They drive win strategies, shape agency requirements via RFIs, perform competitive intelligence, and lead cross-functional teams to maximize the probability of win (PWin). Business Development (BD) professional drives company growth by identifying, shaping, and securing contract opportunities with U.S. government agencies. The role requires managing the full pipeline lifecycle—from early market research and agency relationship-building to capture strategy and proposal delivery.

• Preference is for the DC area, but for qualified candidates we may be open to other locations within the United States.
• This role will be supporting a Federal customer, so the selected candidate must be a US citizen and have the ability to obtain a government issued security clearance.

Position Summary

The Federal Business Development Manager leads growth strategies across target federal agencies (such as DoD, DHS, or civilian sectors). You will align company capabilities with government mission needs, build a robust opportunity pipeline, and guide teams through complex federal acquisition cycles.

Key Responsibilities

• Opportunity Identification: Find new federal contract pursuits using tools like USASpending.gov or GovWin IQ.
• Opportunity Strategy: Qualify major federal pursuits, manage Gate Reviews, and direct the development of comprehensive capture and call plans.
• Pipeline Management: Build, qualify, and maintain a healthy pipeline of RFPs, RFQs, and sources-sought notices.
• Client Engagement: Meet regularly with federal program managers, contracting officers, and industry partners to shape upcoming requirements.
• Capture Strategy: Lead the competitive positioning, win-theme development, and teaming/partner strategies for targeted bids.
• Proposal Collaboration: Partner with pricing and proposal teams to ensure compliant, high-scoring submissions.
• Customer & Market Shaping: Engage federal stakeholders during market research and RFI phases to influence Performance Work Statements (PWS) in favor of company strengths.
• Competitive Intelligence: Lead “Black Hat” reviews to analyze competitor positioning, pricing strategies, and vulnerabilities.
• Teaming & Gap Analysis: Perform capability gap assessments, identify prime/subcontractor partners, and negotiate strategic teaming agreements.
• Proposal Transition: Partner with proposal managers and solution architects to ensure win themes, discriminators, and compliance carry seamlessly into the final bid.

Required Qualifications

• Preference is for the DC area, but for qualified candidates we may be open to other locations within the United States.
• This role will be supporting a Federal customer, so the selected candidate must be a US citizen and have the ability to obtain a government issued security clearance.
• Secret or Top Secret Clearance at the time of hire is preferred.
• 10 + years of Industry knowledge within Enterprise technology, knowledge of HPE products is a plus
• 10+ years of experience within the federal business development, sales, or capture management experience.
• Ability to communicate and present to senior leadership
• Experience creating RFP responses, and other customer facing documents
• Industry standard relevant technology certifications or equivalent experience expected.
• Enterprise architecture frameworks and project management methodologies and certifications are helpful, but not required.
• Advanced degree in technology or related field preferred, or equivalent technical qualifications
• Industry standard relevant technology certifications or equivalent experience expected.
• Strong grasp of the Federal Acquisition Regulation (FAR), agency buying behaviors, and major contract vehicles.
• Established relationships with key decision-makers within specific target agencies (e.g., DoD, HHS, DHS, GSA).
• Bachelor’s degree in Business, Marketing, or a related technical/management field.
• Excellent communication, strategic planning, and cross-functional leadership abilities.
• Deep mastery of the Federal Acquisition Regulation (FAR), agency-specific supplements, and procurement vehicles (IDIQ, GWAC, OTAs).
• Proficiency with federal market intelligence platforms like GovWin IQ, Bloomberg Government (BGov), and SAM.gov.
• Bachelor’s degree in Business, Marketing, or a related technical/management field.

Accessibility

HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities. If you believe you require accommodation during any stage of the application or interview process, please submit your request by completing our secure form linked here.

Note: This option is reserved for applicants needing assistance/reasonable accommodation related to a disability.

What We Can Offer You:

Health & Wellbeing

We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

Personal & Professional Development

We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.

Unconditional Inclusion

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.

Let’s Stay Connected:

Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.

#unitedstates

#sales

Job:

Sales

Job Level:

Master

“The expected salary/wage range for this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level.
- United States of America: Annual Salary USD 231,000 - 543,000 in District of Columbia
This range reflects the minimum to maximum combined base and target-level sales compensation that would be paid if the hire performs at 100% of their sales plan. Of that on-target pay amount, the mix of base salary and target-level sales compensation is 60%/40%.”

Information about employee benefits offered in the US can be found at https://myhperewards.com/main/new-hire-enrollment.html

HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: Equal Employment Opportunity.

Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.