Program Capture Business Development Manager

Hewlett Packard Enterprise Development LP; Washington (District of Columbia); Remote; USD 231,000 - 543,000; Full time

Benefits offered by this job

Health & Wellbeing

Personal & Professional Development

Unconditional Inclusion

Job summary

Hewlett Packard Enterprise is seeking an accomplished Program Capture Business Development Manager to lead federal contract pursuits from qualification through proposal and award.

The role emphasizes strategic capture, cross-functional teamwork, and engagement with DoD and civilian agencies. Preference for DC area, with nationwide eligibility for qualified candidates who can obtain a security clearance.

Qualifications

• U.S. citizen with ability to obtain a government security clearance.
• 10+ years of federal business development, sales, or capture management experience.
• Strong ability to communicate and present to senior leadership.
• Experience creating RFP responses and customer-facing documents.
• Industry-standard technology certifications or equivalent experience.

Responsibilities

• Identify and qualify major federal pursuits and manage Gate Reviews.
• Develop capture strategies and win themes for targeted bids.
• Lead cross-functional teams across capture and proposal processes.
• Engage with federal program managers and contracting officers to shape requirements.
• Oversee teaming arrangements and competitive intelligence activities.
• Ensure compliant, high-quality submissions with pricing teams.

Skills

Federal BD experience

Strategic selling

Cross-functional leadership

Communication skills

Education

Bachelor's degree in Business/Marketing or 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 on finding 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.

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.
• 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.

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.

Job

Sales

Job Level

Master

Salary & Compensation

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%.

Employee Benefits

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

Equal Employment Opportunity

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.

Equal Opportunity Employer

Hewlett Packard Enterprise provides equal employment opportunity to any employee or applicant without regard to sex, gender, color, race, ethnicity, religion, creed, national origin, ancestry, citizenship, age, marital status, sexual orientation, gender identity and expression, physical or mental disability, medical condition, pregnancy, protected veteran status, uniformed service status, familial status, genetic information, political affiliation, or any other characteristic protected by federal, state, or local law.

EEO and E-Verify

HPE is an E-Verify employer. E-Verify is an Internet-based system that compares information from an employee's Form I-9, Employment Eligibility Verification, to data from U.S. Department of Homeland Security and Social Security Administration records to confirm the employment eligibility of all newly hired employees. For more information click here.

Disclosure of Sensitive Personal Data

Please ensure the resume you submit to us does not include any sensitive personal data. Sensitive personal data includes data revealing information about your racial or ethnic origin, political opinions, religious or philosophical beliefs, trade union membership, health, sex life or sexual orientation. To the extent the resume you submit does contain this type of personal data, you consent to the storing and processing of this data by HPE for the purpose of reviewing and managing your application.