Senior Director - Capture Management

Maximus; Dover (DE); Hybrid; USD 200,000 - 220,000; Full time

Job summary

Maximus seeks an experienced Senior Director - Capture Management to drive growth across the National Security portfolio, with a primary focus on DHS agencies (TSA, CISA, USCIS, FEMA, ICE, CBP). You’ll own captures from initiation through final bid decisions, coordinating with BD, Solutions, Pricing, Contracts, and Proposal teams.

You will guide solution shaping, develop comprehensive Capture Plans, and lead cross-functional teams to win strategic opportunities.

Qualifications

• Bachelor's degree in related field.
• 12+ years of relevant professional experience.
• 8+ years Federal Government BD/capture/proposal-related experience.
• 5+ years capture management for National Security agencies.
• Experience leading captures valued at $50M+ TCV.
• Ability to obtain and maintain a security clearance.
• Active security clearance preferred.

Responsibilities

• Own capture, pursuit, and solutioning architecture for multiple lines of business.
• Provide strategic guidance to executives regarding solution shaping and response strategies.
• Develop relationships with internal stakeholders and brief senior leadership.
• Lead cross-functional Integrated Growth Teams; set milestones and accountability.
• Coordinate engagement strategies and Customer Contact Plans; shape opportunities.
• Lead competitive assessments and pricing discussions to develop win strategies.
• Collaborate with Solutions Architects and SMEs to design differentiated solutions.
• Develop teaming strategies and manage subcontractors; ensure socio-economic goals.
• Partner with Pricing and Finance to develop Price-to-Win strategies; ROM estimates.
• Maintain Salesforce records and Win Rate Indicators throughout capture lifecycle.

Skills

Strategic thinking

Executive communication

Negotiation

Cross-functional leadership

Proposal management

Education

Bachelor's degree

Job description

Maximus is seeking an experienced Senior Director - Capture Management to support strategic growth across the National Security portfolio, with a primary focus on Department of Homeland Security (DHS) agencies, including TSA, CISA, USCIS, FEMA, ICE, and CBP. The Capture Manager serves as the execution lead for assigned opportunities from Capture Plan Review through Final Bid Decision, working closely with the National Security Business Development Account Lead, Operations, Solutions, Pricing, and Proposal teams.

This is a hybrid position that requires periodic travel approximately 10 - 25% to customer locations, industry events, strategic planning sessions at the Maximus HQ as needed.

Essential Duties and Responsibilities:

• Responsible for capture, pursuit, and solutioning architecture for multiple lines of business.
• Provide strategic guidance to executives regarding solution shaping and response strategies.
• Develop strong business relationships with internal stakeholders.
• Brief and provide guidance to senior leadership for decision making.
• Work on maintaining a win/loss ratio.
• Craft sales themes and differentiating narratives.

'- Own and execute capture activities for assigned strategic DHS/National Security opportunities from capture initiation through proposal submission and final bid decision.

• Develop, maintain, and continuously refine comprehensive Capture Plans covering customer intelligence, competitive analysis, solution development, pricing strategy, and action plans.
• Assemble, lead, and coordinate cross-functional Integrated Growth Teams (BD, Solutions, Pricing, Contracts, Proposal Operations, SMEs, and Operations stakeholders); assign tasks, set milestones, and ensure accountability.
• Execute customer engagement strategies and Customer Contact Plans; shape opportunities through RFIs, capability briefings, industry events, and market intelligence.
• Lead competitive assessments, Black Hat reviews, SWOT analyses, incumbent evaluations, and competitor profiling to develop actionable win strategies, discriminators, and ghosting strategies.
• Collaborate with Solutions Architects, Technology teams, and SMEs to design differentiated, compliant solutions; conduct gap analyses and facilitate Technical Readiness Reviews (TRRs).
• Develop and execute teaming strategies to address capability gaps, manage strategic teammates/subcontractors, and ensure small-business/socioeconomic participation goals are met.
• Partner with Pricing and Finance teams to develop Price-to-Win (PTW) strategies; coordinate ROM estimates, BOE development, staffing models, and pricing reviews.
• Build and manage opportunity-specific B&P budgets; maintain accurate Salesforce opportunity records, artifacts, and Win Rate Indicators (WRI) throughout the capture lifecycle.
• Coordinate transition from capture to proposal execution; support proposal reviews; lead structured win/loss reviews and lessons-learned sessions following award decisions.

Minimum Requirements

• '- Bachelor's degree in related field required.
• 12 years of relevant professional experience required.
• '- 8+ years of Federal Government business development, capture management, proposal management, operations, consulting, technology, or related experience.
• 5+ years of capture management experience supporting National Security agencies.
• Demonstrated success leading captures valued at $50M+ TCV, including strategic and complex procurements.
• Experience developing capture strategies, win themes, teaming strategies, competitive assessments, and pricing approaches.
• Experience managing cross-functional matrixed teams in a deadline-driven environment.
• Ability to obtain and maintain a security clearance.

Preferred Skills and Qualifications:

• Active security clearance
• Significant capture experience within DHS agencies including TSA, CISA, USCIS, FEMA, ICE, and CBP.
• Experience supporting National Security, Homeland Security, law enforcement, immigration, emergency management, digital transformation, or citizen services programs.
• Department of State market experience is a plus.
• Advanced capture planning and execution skills, including Black Hat reviews and Technical Readiness Reviews (TRRs).
• Expertise in competitive intelligence, opportunity shaping, and customer engagement strategies.
• Strong analytical and strategic thinking capabilities with proven ability to influence decisions across matrixed organizations.
• Exceptional written, verbal, and executive communication skills; ability to present to senior executives and large cross-functional teams.
• Skilled negotiator with experience managing partner and stakeholder relationships.

#Clearance #Techjobs

Maximus is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, age, national origin, disability, veteran status, genetic information and other legally protected characteristics.

Minimum Salary

$200,000

Maximum Salary

$220,000