Senior Capture Manager, Federal Sales

About SANS

Founded in 1989, SANS Institute (SANS) began as a cooperative research and education organization. Over the next 25 years, it grew to become the most trusted and widely recognized provider of information security training and certification in the world. Today, SANS has served more than 300,000 cybersecurity professionals around the world, with more than 60,000 earning Global Information Assurance Certification (GIAC) security certifications—the leading certification that provides assurance to employers that their people and prospective hires can do the job.

At SANS, our culture is defined by three pillars:
Mission, Brand, and People.

• Our Mission is to hire people who understand the importance of fighting against cybersecurity threats.
• Our Brand reflects a commitment to delivering the highest quality training.
• Our People are grounded in a culture of fairness, honesty, customer focus, and a pragmatic approach.

We are seeking a Senior Capture Manager, Federal Sales, to join our Business Development - Federal Sales team. This role plays a key part in developing and executing strategies to win business. This position will maintain and grow existing US Federal opportunities within SANS as well as identify and develop "green field" opportunities, establishing the strategies and resources required to capture new business.

This position will actively support existing and future projects with leadership, best practices, process improvements, innovation recommendations, and technology development. This includes supporting follow‑on and new opportunities through solution development and client presentations; capture planning and support; proposal development and writing; pricing support; and negotiation support.

As a Senior Capture Manager, Federal Sales, you will:

• Assist in formulating SANS' U.S. Federal 3-5-year strategic plan to identify customer sets and program opportunities.
• Possess a deep understanding of the customers' mission in target market segments by building relationships to develop focused, relevant collective training solutions by leveraging the breadth of SANS resources.
• Develop a thorough understanding of the breadth and depth of SANS offerings and resources and be able to apply those to customer challenges.
• Identify and map key stakeholders, decision makers, influencers, and relationships across the cyber domain.
• Hold knowledge of the customer's terminology, policies, organizational structure, etc.
• Ability to analyze federal budgetary information to discern trends and priorities.
• Devise strategies to identify and qualify promising new business opportunities, conducting internal bid / no bid calls, as necessary.
• Establish and coordinate winning strategies necessary to build customer programs that do not yet exist or are at their infancy.
• Review and digest requirements, and provide items for action specific to market surveys, Request for Information, Request for Quote, and Request for Proposal.
• Schedule internal and external meetings to discuss opportunities, to include opportunities supported by partners.
• Collaborate with a team of subject matter experts to develop solutions.
• Communicate capture strategies to sales and program teams and monitor effective implementation.
• Recommend partners and teaming arrangements to successfully capture business.
• Provide proposal experience; dissecting requirements, developing winning themes, developing compliance matrixes, establishing schedules, writing proposals and participating in color review teams.
• Operate effectively in a geographically dispersed team.
• Create and document capture plans for reporting, communicating, and managing resources (analysis, planning, strategy).
• Develop and support capability statements, presentations, and briefings targeted for specific customer needs or industry events.
• Conduct comprehensive competitive analysis and pricing strategies.
• Perform other related duties as assigned.

Every SANS employee brings something unique. For this role, we're looking for candidates with:

• Bachelor's degree in business or a technical field of study.
• Minimum of 10 or more years' experience within…