Senior Director, Capture - High Consequence Missions

Parsons; Herndon (VA); On-site; USD 150,000 - 230,000; Full time

Job summary

Parsons seeks a Senior Capture Director in Northern Virginia to lead end-to-end capture for DoD/IC opportunities. You will drive capture plans, competitive positioning, price-to-win analysis, and messaging to win large contracts.

The role requires 12+ years in BD or capture within DoD/IC, a proven track record of >$100M captures, and deep DoD/FAR/DFAR knowledge. Travel to locations is required and cross-functional collaboration is essential.

Qualifications

• Minimum 12 years of progressive experience in DoD/IC BD, capture mgmt, or program leadership.
• Proven track record leading captures >$100M from qualification to award.
• Deep knowledge of DoD acquisition processes, FAR/DFAR, and competitive procurement.
• Experience in proposal development, cost strategy, and pricing review.

Responsibilities

• Lead end-to-end capture activities for qualified pipeline opportunities aligned to the HCM Sector to drive capture plans, competitive positioning, and win strategies.
• Develop and implement comprehensive capture strategies, including customer engagement plans, solution development approaches, teaming strategies, and marketing campaigns.
• Partner with the HCM Mission Engagement team to develop, execute, and update customer engagement plans; identify desired outcomes for engagements and assess impact to pWin.
• Oversee competitive analysis, SWOT assessments, and PTW analyses; set PTW targets to balance competitiveness with profitability.
• Coordinate with internal stakeholders across finance, HR, recruiting, and technology investments to build differentiated capture positions.
• Maintain accurate, timely capture data in Salesforce; ensure pipeline reporting integrity.

Skills

Capture management

Strategic leadership

DoD/IC knowledge

Customer engagement

Pricing / PTW

SWOT analysis

Team collaboration

Tools

Salesforce

Job description

Job Description:

In a world of possibilities, pursue one with endless opportunities. Imagine Next!

At Parsons, you can imagine a career where you thrive, work with exceptional people, and be yourself. Guided by our leadership vision of valuing people, embracing agility, and fostering growth, we cultivate an innovative culture that empowers you to achieve your full potential. Unleash your talent and redefine what's possible.

The High Consequence Mission (HCM) Senior Capture Director has primary responsibility for overall capture of qualified focus, strategic and priority pipeline opportunities, supporting the HCM business within Defense & Intel. The successful candidate will lead capture management activities throughout the opportunity life cycle; analyze draft and final solicitations, develop and implement the capture plan, and orchestrate all capture activities; lead final win strategies, value propositions, and differentiators development; ensure price to win (PTW) analysis is conducted and the PTW target is established; perform analysis of competitor strengths, weakness, opportunities, and threats (SWOT); and conduct team gap analysis. The ideal candidate is a strategic, high-impact capture leader with the ability to blend analytical rigor, customer insight, and collaborative leadership. They are equally comfortable leading teams in the boardroom and engaging decision-makers in the field-driving Parsons' growth strategy and positioning the company for continued success across the Defense & Intelligence markets.

Northern Virginia area preferred with travel to locations near major Parson's offices and/or customers as required.

What You'll Be Doing

The Senior Capture Director will be Responsible & Accountable for:

Capture Leadership: Lead end-to-end capture activities for qualified pipeline opportunities aligned to the HCM Sector to drive the execution of capture plans, competitive positioning, and win strategies that achieve or exceed sales and awards targets.

Strategy & Execution: Develop and implement comprehensive capture strategies, including customer engagement plans, solution development approaches, teaming strategies, and marketing campaigns. Ensure alignment with corporate policy, risk posture, and business objectives.

Customer & Partner Engagement: Partner with the HCM Mission Engagement team to develop, execute, and update customer engagement plans. Identify desired and actual outcomes for customer and industry engagements and assess impact to pWin. Establish clear off-ramps throughout the capture. Identify and cultivate strategic teaming partners that strengthen Parsons' position and add value to both market access and solution delivery.

Competitive Intelligence & Price-to-Win: Oversee competitive analysis, SWOT assessments, and team gap evaluations. Ensure Price-to-Win (PTW) analyses are performed and targets established to drive pricing strategies that balance competitiveness with profitability.

Collaboration & Integration: Partner closely with Mission Engagement, Mission Engineering, Solution Architects, Program Managers, and Proposal Teams to ensure cohesive, data-driven capture execution. Coordinate with internal stakeholders across finance, HR, recruiting, and technology investments to build differentiated capture positions.

Data Accuracy & Reporting: Maintain accurate, timely, and detailed capture data in Salesforce. Ensure integrity of pipeline reporting as the authoritative source for forecasting and performance analysis.

Desired Outcomes

Success in this role will be measured by:

Demonstrated leadership of complex captures >$100M within Department of Defense, Intelligence Community or similar/adjacent mission markets.

Proven ability to develop and execute winning capture strategies that result in high pWin and significant awards.

Effective use of customer, market, and competitive intelligence to shape acquisition outcomes and influence customer requirements.

Strong record of building, negotiating, and managing successful teaming partnerships.

Delivery of innovative, value-driven, and customer-focused solutions that differentiate Parsons in key markets.

Advancement of corporate capture practices and adoption of emerging tools, technologies, and data analytics to enhance capture performance.

What Experience You'll Bring

Minimum 12 years of progressive experience in business development, capture management, or program leadership within the DoD and/or IC.

Proven track record of leading captures >$100M, from opportunity qualification through award.

In-depth knowledge of DoD acquisition processes, federal procurement regulations (FAR/DFAR), and competitive procurement environments.

Experience in proposal development, cost strategy formulation, and pricing review.

Strong industry and customer network within IC and DoD customers and related mission domains (Cyber, Electronic Warfare, LVC Training, Modeling and Simulation, Technical Analysis, Foreign Material Exploitation, Multi-Domain Integ