Capture Manager

Duty

Location:

Remote (DC-Maryland-Virginia area)

Travel:
Some travel required

Program/Team:
Business Development and Strategy

Job Title:

Capture Manager

Reports To:

Executive Director of Business Development and Strategy

Works With: BD, Operations, Proposals, Pricing, Finance, and Contracts

Type of Position:
Full-time

Hours:

40 per week

• Lead assigned captures; maintain capture plans, milestones, action owners, and pursuit schedules aligned with Business Development priorities
• Assess customer needs, mission requirements, funding, acquisition approach, contract vehicles, timing, and ability to compete
• Develop opportunity-specific win strategies, discriminators, value propositions, and win themes supported by customer insight and evidence of Falconwood's capabilities

• Plan and conduct customer, industry, and partner engagements with Business Development; document findings, validate requirements, and translate insight into capture actions
• Assess incumbents, competitors, likely bidders, and teaming alternatives; identify capability gaps, competitive risks, and actions to strengthen the pursuit
• Develop teaming strategies and recommend partners; coordinate roles, workshare, and agreements with Business Development, Operations, and Contracts

• Lead capture reviews and prepare bid/no-bid recommendations that include a path to compete, such as teaming or solution options to close capability gaps; present opportunity readiness, risks, investment needs, and next steps for leadership decisions
• Coordinate technical and management solutions with Operations and subject matter experts; validate staffing, delivery approach, past performance, and execution feasibility
• Work with Pricing and Finance on price-to-win analysis, labor mix, cost assumptions, and competitive positioning; align recommendations with profitability and delivery goals

• Coordinate responses to sources-sought, requests for information, and draft solicitations; assess solicitation changes and update pursuit strategy and compliance priorities
• Provide a documented handoff to Proposal Management, including the capture plan, customer insights, solution, teaming commitments, win themes, and pricing assumptions
• Support proposal strategy, reviews, and responses to government questions; maintain accurate opportunity records and conduct post-award lessons learned with the team
• Comply with procurement integrity, organizational conflict of interest, and ethics requirements in all customers, incumbent, and partner engagements

• Act as deputy to Executive Director of Business Development and Strategy Mentor members of the BD Team

• At least 7 - 10 years of experience in federal capture, business development, or proposal management, including demonstrated leadership of competitive pursuits
• Experience developing capture plans, win strategies, competitor assessments, teaming approaches, and bid/no-bid recommendations
• Working knowledge of federal acquisition processes, solicitation requirements, evaluation criteria, and proposal development
• Ability to coordinate cross-functional teams and manage multiple pursuits, deadlines, and priorities without direct supervisory authority
• Experience aligning technical solutions, staffing, past performance, and pricing with customer needs and evaluation criteria
• Experience in the Shipley Proposal development and review process (color reviews, etc.) to create winning proposals
• Strong written communication, presentation, relationship management, analytical, and negotiation skills; proficiency with Microsoft Office and opportunity tracking tools (e.g., Salesforce, Gov Win)

Bachelor's degree in Business Administration, Management, Engineering, Information Technology, or a related discipline, or an equivalent combination of education and directly relevant federal capture experience.

Ability to obtain and maintain a security clearance and meet customer access requirements for assigned pursuits. An active clearance (Secret or higher) is preferred and may be required for specific assignments.

• Experience capturing opportunities with DoW, Army, DHS, Coast Guard, or other civilian agencies, and translating technical capabilities into customer-focused solutions
• Familiarity with federal contract vehicles, including GWACs, IDIQs, and other multiple-award…