Capture Manager

Who Our Client Is

Our client is a federal health IT contractor supporting agencies across Health and Human Services, Defense, and Civilian markets. They hold prime positions on NIH CIO-SP3 SB, Army ITES-3S, GSA MAS, CMS SPARC, FAA eFAST, and NASA SEWP, while continuing to expand our contract vehicle portfolio and capabilities.

They are a growth-focused company that combines the agility of a small business with the discipline and delivery expectations of a larger contractor. Team members are trusted with meaningful responsibility, direct access to leadership, and the opportunity to make a visible impact on the company's success.

The Opportunity

They are looking for a Capture Manager who enjoys owning opportunities from early customer engagement through proposal handoff.

This is a hands-on role focused on execution. You will work directly with company leadership, solution architects, proposal personnel, partners, and customers to shape pursuits, strengthen relationships, and improve our probability of winning. 

Each opportunity will arrive with an initial assessment, recommended past performance, and preliminary solution direction already identified. Your responsibility is to transform that foundation into a disciplined capture effort that results in a competitive and winnable pursuit.

This role is ideal for someone who enjoys building relationships, managing multiple pursuits, and driving measurable business growth. If you prefer working directly with customers, partners, and opportunity teams rather than managing a large staff, you will likely find this role rewarding.

What You'll Own

Capture Execution

• Develop and execute capture plans for assigned opportunities from qualification through proposal handoff.
  

• Establish pursuit strategies, win themes, competitive positioning, teaming approaches, and customer engagement plans.
  

• Maintain accurate and current assessments of opportunity health, including customer engagement, competitive position, pricing considerations, staffing strategy, and teaming status.
  

• Identify risks early and drive corrective action plans when pursuit conditions change.
  
  

Customer Engagement

• Build and maintain relationships with contracting officers, program managers, CORs, mission stakeholders, industry partners, and acquisition personnel.
  

• Participate in industry events, capability briefings, industry days, and customer meetings.
  

• Develop and execute customer contact plans that improve the company's understanding of customer priorities and acquisition strategies.
  
  

Teaming and Competitive Strategy

• Lead teaming outreach, negotiations, NDAs, and teaming agreements.
  

• Help identify, evaluate, and engage strategic partners that strengthen the company's competitive position.
  

• Gather and analyze competitive intelligence to improve win probability and pursuit decision-making.
  
  

Capture Operations

• Work closely with the Sr. Solutions Architect to mature solution concepts into proposal-ready approaches.
  

• Partner with the BD Analyst/Manager to maintain accurate pipeline data, prioritize opportunities, and incorporate market intelligence into capture activities.
  

• Support color team reviews by contributing meaningful insight on win themes, discriminators, solution alignment, past performance mapping, and competitive positioning.
  

• Provide objective recommendations for bid/no-bid decisions supported by facts, data, and customer intelligence.
  

• Contribute to the company's incumbent-flip and small-business growth strategies by identifying high-potential opportunities aligned with company objectives.
  
  

What Success Looks Like

Within your first year, you will:

• Build productive relationships with customers, partners, and industry stakeholders across the company's target markets.
  

• Improve capture discipline and opportunity maturity across assigned pursuits.
  

• Consistently advance qualified opportunities through the business development lifecycle.
  

• Increase the organization's insight into customer priorities, competitive environments, and acquisition strategies.
  

• Help convert qualified pipeline into proposal submissions with a realistic path to win.
  

• Contribute directly to the company's growth by increasing the quality, consistency, and effectiveness of capture activities across the organization.
  

What You Bring

• 5-10 years of experience in federal capture management, business development, or a related growth role.
  

• Demonstrated involvement in winning federal opportunities, preferably within Health IT, civilian, or defense markets.
  

• Familiarity with agencies such as HHS, NIH, HRSA, CDC, CMS, FAA, Army, or similar federal organizations.
  

• Understanding of federal acquisition processes, contract vehicles, GWACs, IDIQs, and GSA schedules.
  

• Experience using tools such as GovWin, SAM.gov, FPDS, USAspending, and related market intelligence resources.
  

• Ability to build relationships and gather actionable information through direct customer and partner engagement.
  

• Strong organizational skills and the ability to manage multiple opportunities simultaneously.
  

• Practical knowledge of capture and proposal best practices, including Shipley, APMP, or equivalent methodologies.
  

• Sound judgment, professional maturity, and a willingness to communicate opportunity risks and recommendations clearly.
  

• Comfortable using AI tools across the capture and BD process (research, drafting, competitive analysis) as a force multiplier, paired with the judgment to verify, edit, and take ownership of every output. 
  

• Eligibility to obtain a Public Trust or security clearance if required.
  
  

Who Thrives Here

• This role is best suited for someone who enjoys ownership and accountability.
  

• You like building relationships, solving problems, and seeing opportunities move forward because of your efforts. You are comfortable balancing strategy with execution and understand that successful captures require both.
  

• You are naturally curious, proactive, and competitive. When information is missing, you go find it. When a pursuit encounters challenges, you help solve them. When opportunities gain momentum, you continue pushing them forward.
  

• You probably will not enjoy this role if you are looking for a heavily layered organization, extensive administrative support, or a position focused primarily on oversight rather than direct engagement and execution.