Capture Manager - Federal

Description

Red Matter Solutions is seeking a Capture Manager to strengthen and execute our federal business development and capture process. This position will be responsible for building and maintaining a mature opportunity pipeline, developing actionable intelligence on priority pursuits, coordinating capture activities, and ensuring opportunities are strategically positioned well in advance of solicitation release.

The Capture Manager will work closely with company leadership, project leaders, technical subject matter experts, and the Proposal Manager to move opportunities from identification through capture and into proposal development. This role is not expected to serve as the primary technical expert or customer relationship owner. Instead, the Capture Manager will ensure the right internal leaders are engaged with customers, partners, and industry at the right time and that information gathered through those engagements is incorporated into the capture strategy.

The ideal candidate has hands-on experience executing federal capture activities and can independently bring structure, discipline, intelligence, and accountability to a growing federal contractor's business development pipeline.

Requirements

Key Responsibilities:

• Build, maintain, and continuously mature the company's federal opportunity pipeline across multiple agencies and capability areas.
• Identify potential opportunities through agency forecasts, contract vehicles, procurement databases, industry engagement, existing customer relationships, and other federal market intelligence sources.
• Focus opportunity identification on strategic adjacencies, including:
  • Existing capabilities within new federal agencies; or
  • New or adjacent capability areas within agencies where the company already has experience or relationships.
• Research and document opportunity value, acquisition timelines, contract vehicles, incumbents, procurement history, customer organizations, and other relevant information.
• Establish and maintain qualification criteria to distinguish actionable pursuits from lower-probability opportunities.
• Facilitate opportunity qualification and bid/no-bid discussions with leadership.
• Monitor acquisition timelines and develop contingency plans for potential changes in solicitation timing, acquisition strategy, contract vehicle, or procurement approach.
• Provide leadership with regular visibility into pipeline health, maturity, gaps, risks, and required actions.

• Develop and maintain capture plans for priority federal opportunities.
• Establish capture milestones, action items, owners, and deadlines and drive activities to completion.
• Coordinate capability and gap analyses with technical and project leadership to assess company positioning against opportunity requirements.
• Develop competitive intelligence regarding incumbents, likely competitors, customer preferences, acquisition history, and potential competitive advantages.
• Facilitate development of differentiators, preliminary win themes, positioning strategies, and other pre-RFP capture materials.
• Identify information gaps and develop actionable plans for obtaining the intelligence needed to improve capture decisions.
• Develop capture strategies for multiple potential acquisition or solicitation scenarios when procurement plans remain uncertain.
• Maintain capture documentation and ensure intelligence gathered throughout the pursuit is incorporated into the evolving capture strategy.

• Develop customer engagement plans for priority pursuits and identify the internal leaders and subject matter experts best positioned to support each engagement.
• Coordinate participation by project and technical leaders in customer meetings, industry days, conferences, partner discussions, and other relevant engagements.
• Prepare internal participants with appropriate opportunity, customer, competitive, and acquisition context before engagements.
• Capture relevant intelligence and follow-up actions resulting from customer and industry engagements.
• Work with project leaders to identify growth opportunities within existing customer environments and translate customer knowledge into actionable pipeline and capture activities.
• Maintain accountability for capture-related actions assigned to leadership, project personnel, and other internal stakeholders.

• Build and maintain a structured repository of potential federal teaming partners.
• Develop an understanding of potential partners' capabilities, past performance, contract vehicles, agency presence, customer relationships, socioeconomic status, and other relevant attributes.
• Conduct partner and capability-gap analyses for priority pursuits.
• Identify and evaluate potential teaming partners based on specific opportunity requirements and strategic needs.
• Facilitate initial teaming and capability discussions with prospective partners.
• Develop recommended prime/subcontractor…