Senior Capture Manager - Defense Market

Overview

LMI is seeking a highly experienced Senior Capture Manager to drive growth and capture initiatives within the Defense Market
. In this role, you will leverage LMI's capabilities, talent, and resources to develop innovative solutions that address the nation's most complex challenges. We are looking for a strategic thinker who can align business objectives to craft winning strategies, develop proposal artifacts, guide technical solutions, and lead diverse teams. Expertise in price-to-win methodologies and a focus on increasing our Probability of Win (PWIN) within the Defense market.

LMI is a new breed of digital solutions provider dedicated to accelerating government impact with innovation and speed. Investing in technology and prototypes ahead of need, LMI brings commercial-grade platforms and mission-ready AI to federal agencies at commercial speed.

Leveraging our mission-ready technology and solutions, proven expertise in federal deployment, and strategic relationships, we enhance outcomes for the government, efficiently and effectively. With a focus on agility and collaboration, LMI serves the defense, space, healthcare, and energy sectors—helping agencies navigate complexity and outpace change. Headquartered in Tysons, Virginia, LMI is committed to delivering impactful results that strengthen missions and drive lasting value.

We desire a results-oriented leader with a competitive drive focused on achieving results, strong business acumen, and the ability to quickly understand technical concepts. Resourcefulness in managing process-driven captures and the ability to build and maintain strong internal and external customer relationships are also key to success in this role. This position reports to the Vice President of Capture & Proposals and is directly aligned with the Senior Vice President for Defense.

Specific responsibilities include but are not limited to:

• Identify and define LMI's unique strengths and partner with market leadership to validate approaches; ensuring the full capabilities of the company are matched to customer requirements and explore innovations and strengths that can be translated into evaluation factors.
• Partner with market leadership, the CTO organization, solutions architects, and subject matter experts to identify and define solutions that address customers' needs and challenges.
• Explore likely technical scenarios linked to proof points and ensure proven processes are articulated with concrete outcomes.
• Analyze past performance against customer requirements to down select the best past performance examples that strengthen LMI's position to win.
• Develop long term strategies and campaigns for positioning in current and new markets.
• Facilitate effective transfer from identification and qualification to pre-proposal and proposal efforts, as well as post-proposal to award responsiveness and effective handoff of proposal commitments to the transition and program team upon award.
• Conduct after-action reviews for all business opportunity capture participants to document lessons learned and identify necessary adjustments to capture techniques, strategies, and actions.
• Establish and maintain customer intelligence and rapport; understand the customers' mission, budgets, and buying patterns for assigned capture opportunities working jointly with Market Leaders
• Conduct Black Hat Review to assess competitors' positioning with the customer.
• Create the executive summaries for each assigned deal that define our understanding of the customer and LMI's value proposition.
• Lead robust external customer engagement to achieve shaping success.
• Partner with business development for early opportunity identification, solutioning, and shaping.
• Stay current on LMI's capabilities, technology offerings, and past performance, as well as industry-specific news.
• Develop and maintain high-quality relationships with internal and external customers and partners.
• Develop the overall Capture Management Plan for each opportunity.
• Coordinate and align corporate capabilities with customer needs.
• Provide overall leadership and coordination of actions required to move an opportunity from pursuit review through delivery of a compliant, winning proposal to the client.
• Develop and execute comprehensive win strategies, including themes, solutions development, competitive environment, shaping strategy, teaming strategy, Price-to-Win, pricing strategy, and go/no-go decisions.
• Follow the Business Development Process, schedule, and be accountable for all reviews throughout the opportunity lifecycle after the pursuit review.
• Conduct executive briefings of gate reviews, track and manage pursuit budgets, and acquire appropriate internal and external resources.
• Develop compelling offers with competitive pricing structures to create a profitable return.
• Deliver compliant, winning proposals that meet or exceed corporate financial objectives.
• Develop staffing plans and teaming arrangements associated with all opportunities.
• Maintain all…