Program Capture Sales Account & Business Development Manager

Hewlett Packard Enterprise; United States; Remote; USD 120,000 - 170,000; Full time

Job summary

Hewlett Packard Enterprise seeks a Program Capture Sales Account & Business Development Manager to drive federal growth from qualification through award. You will lead capture strategies, shape agency requirements via RFIs, and guide cross-functional teams to maximize win probability.

Preference for DC area; remote work supported for qualified candidates. US citizenship and ability to obtain security clearance required.

Qualifications

• 10+ years of industry knowledge within enterprise technology or federal BD, sales, or capture management.
• Experience creating RFP responses and customer-facing documents.
• Strong grasp of FAR and federal contract vehicles.
• Excellent communication and cross-functional leadership skills.

Responsibilities

• Identify federal contract opportunities and build a robust pipeline.
• Lead capture strategy and proposal development for targeted bids.
• Coordinate cross-functional teams to develop winning proposals.
• Engage federal program managers, contracting officers, and industry partners.
• Shape requirements via RFIs and performance work statements.
• Develop teaming strategies and competitive intelligence to win.

Skills

Federal BD

Capture management

Proposal development

RFP responses

Customer engagement

Executive presentation

Education

Bachelor's degree or equivalent

Advanced degree preferred

Tools

GovWin IQ

USASpending.gov

Job description

Program Capture Sales Account & 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.

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 lea