Capture Manager
2 weeks ago
DT Professional Services is seeking a Capture Manager to lead our capture planning, capture management, and client relationship building with the responsibility to successfully capture new contracts and retain recompete contracts with the federal government. Our primary customer base includes the Department of Defense (high emphasis on U.S. Navy) with some selective civilian agency opportunities. The Capture Manager will assess future opportunities, develop a long range opportunity pipeline, gather opportunity intelligence, position our company with key client stakeholders, establish industry relationships with prospective teaming partners, support development of proposal win themes and assist in the development of compelling proposals for our suite of information technology services that include systems engineering, software development, cybersecurity & information assurance, DevSecOps, Cloud, and C5ISR information technology services. The Capture Manager will be integrated with the Business Development team and collaborate with proposal development, pricing, IT technology service delivery subject matter experts (SMES) in the development of compelling proposal submissions.
This is a hybrid position with some on-site work at our Norfolk, VA office. This position will travel approximately 25%.
This position includes a compensation incentive plan based on new contracts won at the direction of the Capture Manager, successful contract execution profitability metrics, and continued employment.
This position requires an active Secret Security Clearance (which requires you to be a U.S. citizen).
The candidate will be working in a fast-paced environment and able to adapt to changing priorities and needs supporting our team. As with any position, additional expectations exist. Some of these are, but are not limited to, adhering to normal working hours, meeting deadlines, following company policies as outlined by the Employee Handbook, communicating regularly with assigned supervisor(s), and staying focused on the assigned tasks.
Responsibilities:
- Identify, qualify and lead capture efforts for assigned opportunities and federal government clients.
- Gather opportunity and customer intelligence to include: pain points, perceived differentiators, preferences, stakeholders, technical environment and influencers.
- Shape opportunities and position us to client decision makers.
- Gather and document competitor intelligence (incumbent contract holders, most likely competitors, SWOT analysis).
- Determine our capability gap analysis, determine teaming opportunities, vet teaming partners, and negotiate teaming agreements.
- Develop and continuously maintain an eighteen (18) month capture plan and pipeline for our Eastern Region customers.
- Develop specific capture plans for approved opportunities from identification through proposal submission.
- Act as the customer during the proposal development phase ensuring customer preferences, pain points, and decision points are reinforced in the proposal submission documents.
- Keep executive leadership constantly informed of approved opportunities, new areas of opportunity, and escalate issues to their attention as required.
- Assign work tasks and supervise Capture Analyst and Market Research Analyst personnel.
- Demonstrate a deep understanding of federal contracting opportunity assessment and capture requirements.
- Demonstrate knowledge of our core clients to include U.S. Navy commands and other DoD organizations.
- Possess an understanding of information technology services for Federal Government organizations to include systems engineering, software development, information assurance, cloud services, data automation, data warehousing, and business intelligence (BI).
- 8+ years experience leading large captures requiring complex technical solutions, including supporting bids for DoD and Civilian agencies ranging between $20-100M in total contract value.
- 8+ years experience successful execution of capture efforts, strategic planning, partnering, proposal development, market analysis and price to win analysis.
- Demonstrated experience developing sales and engagement materials to include white papers, presentations, and proposals.
- Demonstrated ability to successfully execute multiple, simultaneous capture efforts and adapt to changing priorities.
- Demonstrated ability to lead teams towards a common goal.
- Demonstrated proficiency in Microsoft Suite and Google Suite of business applications.
- Demonstrated experience executing multiple tasks simultaneously working in a team or independently.
- Ability to work in a fast-paced, deadline driven environment delivering results and quality services.
- Active Secret Security Clearance.
- Master's Degree in accounting, business, finance, purchasing, economics, mathematics, or related field.
- Experience identifying subcontractors and teaming partners with experience negotiating teaming agreements.
- Business development, capture manager, and/or proposal manager experience developing proposals for the U.S. Navy.
- Prior military experience.
- Strong interpersonal skills and analytical abilities.
- Excellent oral and written communication skills.
The compensation range for this position: $120k - $160k annually.
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