Senior Director - Capture Management

Maximus; Tysons (VA); On-site; USD 200,000 - 220,000; Full time

Job summary

Maximus is seeking a senior Capture Manager to lead end-to-end capture activities for DHS/National Security opportunities, shaping solutions and winning bids.

You will build cross-functional teams, coordinate pricing, ROMs, and Go/No-Go decisions while engaging executives and stakeholders to drive success across the capture lifecycle.

Qualifications

• Bachelor's degree required in a related field.
• 12+ years of relevant professional experience.
• 8+ years in Federal Government business development, capture or related roles.
• Demonstrated success leading captures valued at $50M+ TCV.

Responsibilities

• Own and execute capture activities from initiation to bid decision.
• Develop and refine Capture Plans with customer intel, pricing, and action plans.
• Lead cross-functional Integrated Growth Teams and manage milestones.
• Engage customers through RFIs, capability briefings, and events.
• Conduct competitive assessments and develop win strategies.

Skills

Capture management

Proposal management

Strategic thinking

Executive communication

Negotiation

Team leadership

Education

Bachelor's degree in related field

Tools

Salesforce

Job description

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 clearancePreferred 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 #TechjobsEEO StatementMaximus 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.Pay TransparencyMaximus compensation is based on various factors including but not limited to job location, a candidate's education, training, experience, expected quality and quantity of work, required travel (if any), external market and internal value analysis including seniority and merit systems, as well as internal pay alignment. Annual salary is just one component of Maximus's total compensation package. Other rewards may include short- and long-term incentives as well as program-specific awards. Additionally, Maximus provides a variety of benefits to employees, including health insurance coverage, life and disability insurance, a retirement savings plan, paid holidays and paid time off. Compensation ranges may differ based on contract value but will be commensurate with job duties and relevant work experience. An applicant's salary history will not be used in determining compensation. Maximus will comply with regulatory minimum wage rates and exempt salary thresholds in all instances.AccommodationsMaximus provides reasonable accommodations to individuals requiring assistance during any phase of the employment process due to a disability, medical condition, or physical or mental impairment. If you require assistance at any stage of the employment process-including accessing job postings, completing assessments, or participating in interviews,-please contact People Operations at [e-mail] .Minimum Salary$200,000.00Maximum Salary$220,000.00