The Strategic Capture Leader will develop and execute winning strategies for complex, high-value public sector opportunities by engaging directly with agency executives and stakeholders. This role involves leading the entire pursuit lifecycle, from early identification and qualification through proposal submission, negotiation, and final award.
Job Description
Infosys Public Services is seeking an experienced Strategic Capture Leader Public Sector focusing on drive business development and join our Client Services Group.
Position Description (scope of work or brief narrative):
We are seeking a high-impact Strategic Capture Leader to lead the development and execution of winning strategies for complex, high-value public sector opportunities. This is a senior role for a proven capture professional who understands how government agencies buy technology and professional services and knows how to position, shape, and lead major pursuits well before an RFP is released.
The ideal candidate combines strong customer engagement skills, competitive strategy, teaming expertise, and proposal leadership. You know how to get close to the customer, understand the mission and business problem behind the procurement, identify what will differentiate a winning solution, assemble the strongest possible team, and translate that strategy into a compelling and compliant proposal.
This is not a back-office capture role. Direct and sustained interaction with customers is a fundamental part of the position. The Strategic Capture Leader will engage agency executives, program leaders, procurement stakeholders, partners, and other market influencers to understand priorities, test value propositions, shape solutions, and strengthen IPS's position throughout the pursuit lifecycle.
If you are energized by understanding customers, outmaneuvering competitors, building differentiated teams, and turning capture strategy into winning proposals, we would like to meet you.
Required years of experience, training, technical skills, and other requirements for job performance:
Lead the capture strategy and execution for strategic public sector opportunities from early identification and qualification through proposal submission, oral presentation, negotiation, and award.
14 years of progressive experience in public sector technology services, including significant experience in capture management, business development, proposal leadership, or strategic pursuits.
Engage directly and frequently with customers to understand agency missions, priorities, challenges, procurement objectives, buying dynamics, and desired outcomes, and translate those insights into differentiated pursuit strategies.
Build and maintain trusted relationships with agency executives, program leaders, procurement stakeholders, technical leaders, consultants, partners, and other key influencers throughout the capture lifecycle.
Develop and continuously refine comprehensive win strategies, including customer understanding, competitive positioning, solution differentiation, win themes, pricing considerations, teaming strategy, and procurement strategy.
Design and execute the strongest possible teaming strategy for each pursuit. Identify capability gaps, evaluate potential partners, determine appropriate prime/subcontractor relationships, and negotiate teaming arrangements that strengthen the overall solution and improve IPS's competitive position.
Build effective partner coalitions that combine complementary capabilities, customer relationships, past performance, technical expertise, contract access, and delivery capacity to create differentiated and credible solutions.
Own the capture-to-proposal transition and ensure that customer insight, competitive intelligence, win themes, differentiators, teaming decisions, and solution strategy are clearly translated into the proposal.
Provide hands-on leadership throughout proposal development, working closely with proposal managers, solution architects, subject matter experts, delivery leaders, partners, pricing, contracts, legal, and executive leadership to produce compelling, compliant, and highly competitive responses.
Drive proposal strategy and quality, including storyboarding, win-theme development, executive summaries, solution positioning, competitive differentiation, color-team reviews, oral presentations, and final response quality.
Challenge pursuit teams to answer the fundamental question, "Why will the customer select us?" and ensure that every major proposal presents a clear, evidence-based, customer-focused answer.
Lead competitive assessment and black-hat activities to anticipate competitor strategies, identify vulnerabilities in the IPS position, and develop actionable counter strategies.
Establish and manage capture plans, pursuit milestones, decision gates, action plans, and executive reviews, ensuring accountability across the extended pursuit team.
Partner with sales and account leaders to identify and qualify strategic opportunities early enough to meaningfully influence customer requirements, solution strategy, procurement approach, and competitive positioning.
Represent IPS in customer meetings, industry events, partner discussions, solution workshops, and other market-facing activities that build relationships, develop intelligence, and improve our position on priority pursuits.
Conduct post-award and lessons-learned reviews to continuously improve IPS capture, teaming, and proposal practices.
Demonstrated track record of leading and winning complex government procurements for IT consulting, systems integration, digital transformation, cloud, data, AI, cybersecurity, ERP, or managed services.
Deep understanding of government procurement, acquisition processes, contract vehicles, RFIs/RFPs, evaluation methodologies, competitive procurements, and public sector buying cycles.
Demonstrated ability to engage directly with senior government customers and translate customer conversations, mission priorities, pain points, and buying motivations into actionable capture and proposal strategies.
Strong experience developing teaming strategies and negotiating effective relationships with technology companies, consulting firms, small businesses, niche providers, and other partners needed to build winning pursuit teams.
Proven ability to assess potential teammates based on customer access, capabilities, past performance, contract position, solution contribution, competitive impact, and overall value to the pursuit.
Extensive experience leading complex proposal efforts, including win strategy, proposal strategy, storyboarding, solution integration, executive summaries, reviews, oral presentations, and executive approvals.
Ability to turn customer and competitive intelligence into differentiated win themes and compelling proposal narratives rather than simply producing compliant responses.
Strong competitive-analysis skills and experience assessing incumbents, likely bidders, partner ecosystems, customer preferences, and relative strengths and weaknesses.
Exceptional leadership and communication skills with the ability to bring together sales, delivery, solution, pricing, contracts, legal, proposal, and partner organizations around a single pursuit strategy.
Executive-level presentation, facilitation, writing, negotiation, and storytelling skills, with the ability to communicate credibly with both senior government executives and internal leadership.
High degree of ownership, urgency, judgment, and accountability, with the ability to lead major pursuits in deadline-driven and highly competitive environments.
Familiarity with priority public sector domains such as health and human services, labor/workforce, transportation, justice, tax and revenue, ERP, customer experience, cloud, data, AI, or cybersecurity.
Educational Requirements: A bachelor’s degree or foreign equivalent is required from an accredited institution. Will also consider three years of progressive, relevant work experience instead of every year of education. Candidates who have completed a Master’s degree program are strongly preferred.
The job also entails sitting and working at a computer for extended periods. Should be able to communicate by telephone, email, or face-to-face
Estimated annual compensation range for this role will be as follows: In CA/ WA/NY/CO/MD/IL/MN/NJ: $128,000 to $250,000
EEO/About Us
Benefits
Along with competitive pay, as a full-time Infosys employee you are also eligible for the following benefits:
401(k) plan and contributions dependent on salary level
Paid holidays plus Paid Time Off
About Us Infosys is a global leader in next-generation digital services and consulting. We enable clients in more than 50 countries to navigate their digital transformation. With over four decades of experience in managing the systems and workings of global enterprises, we expertly steer our clients through their digital journey. We do it by enabling the enterprise with an AI-powered core that helps prioritize the execution of change. We also empower the business with agile digital at scale to deliver unprecedented levels of performance and customer delight. Our always-on learning agenda drives their continuous improvement through building and transferring digital skills, expertise, and ideas from our innovation ecosystem.
EEO Infosys provides equal employment opportunities to applicants and employees without regard to race; color; sex; gender identity; sexual orientation; religious practices and observances; national origin; pregnancy, childbirth, or related medical conditions; status as a protected veteran or spouse/family member of a protected veteran; or disability.
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