Capture Manager

3 weeks ago

Herndon, United States NTT DATA Federal Services, Inc Full time

NTT DATA Federal Services is looking for a Senior Capture Manager to join our Capture Team. As a core member of this team, you will play a vital part in leading and executing large-scale enterprise captures that span NTT DATA capability service lines on a wide range of Federal opportunities that are highly strategic to NTT DATA. The Senior Capture Manager will focus on high value and/or strategic capture opportunities (>$50M-$1B) that are aligned with NTT DATA's Growth Priorities. Ideally, this role will be based in the Washington DC area as a hybrid position assigned to NTT DATA’s Herndon, VA office. Remote candidates with exceptional qualifications and experience may be considered. Travel to client sites, NTT DATA offices, and conferences will be required.

You will work closely with the NTT DATA market development leadership team, Client Executives, and other Capture Managers. You will be a strategic leader and masterful capture orchestrator, responsible for all aspects of developing and executing a winning capture strategy, including call plan strategies and client meetings, teaming strategies, technical and management solutions, pricing strategies, capture strategy reviews, and pre-proposal activities in order to position for upcoming solicitations. Target opportunities may include a wide range of client and technology solutions across federal markets.


This role requires a high business acumen, project management skills and focus, advocacy skills to drive to win, the ability to manage by influence, an internal/external customer relations-oriented individual and technical education or related experience.

Key Responsibilities

  • Develop and execute capture plans through all phases of the capture, including a capture plan, schedule and budget. Meet critical milestones for captures and provide periodic pursuit strategy reviews with corporate review board/team/leaders when material risks or changes to capture strategies emerge.
  • Develop, organize, and execute significant capture activities, including building industry and NTT DATA-internal teams, assess win probability, develop win plans/strategies, address gap analysis, etc. in order to respond to and win business with new and existing customers.
  • Develop value propositions, support business cases and project plans and develop early win strategies.
  • Establish and implement customer engagement and intelligence including creation and execution of call plans, and gathering, assessment and validation of customer requirements, identifying gaps and emerging requirements.
  • Shape opportunities and our position throughout the opportunity life-cycle.
  • Formulate and support the communication and implementation of an integrated business development, capture and proposal strategy that clearly highlights NTT DATA’s value proposition.
  • Manage the effective execution of capture pursuits, tracking performance to cost and schedule, and communicating status to leadership.
  • Ensure timely delivery of compliant and compelling RFI, sources sought and proposal responses.
  • Brief capture status to senior leadership at specified milestones in the capture process when material changes occur, and as needed.
  • Conduct after action reviews for all business opportunities, document lessons learned and identify necessary adjustments to capture technique, strategy, and actions.
  • Conduct training on capture process, best practices, and lessons learned and Mentor other capture and proposal staff in the capture management process as requested by team leadership.

Basic Qualifications:

  • Minimum 15 years of related capture experience.
  • Minimum 5 years of Win Strategy Development, able to create sound business models and value propositions by synthesizing information and ensure alignment with customer priorities.
  • Minimum 8 years of experience as a Capture Manager, Director or Executive, leading the capture of large business development programs in the federal market – as a prime offeror on net new or takeaway programs (i.e., not subcontractor roles or recompetes), to include:
  • Experience with verifiable wins in the US Federal DHS/DOJ market sector with individual sales that range from $25-$250M+ Total Contract Value;
  • Experience leading multiple parallel capture programs simultaneously and a capture portfolio that ranges from $500M to $700M; and
  • Experience with Shipley and/or tailored Shipley capture processes.
  • Experience with all contract types (non-IDIQ, IDIQ - single or multiple award contracts as well as FFP, T&M, cost plus), assisted acquisitions, various contract vehicles and impact on risk and business case.
  • Experience with the Federal Acquisition Regulations (FAR).
  • Minimum 5 years of experience with a variety of professional service and technology solution programs in the Federal Sector.
  • Minimum 5 years of experience working in large business organizations utilizing mature capture methodologies, processes and artifacts.
  • Minimum 5 years of experience in all areas of business development including: opportunity qualification, capture strategy, customer visits, customer relationship development, competitive pricing strategies and cost proposal materials, relationship development with competition, team leadership, development/negotiation of teaming agreements etc.
  • Willingness to travel, as necessary in support of the capture
  • Bachelor’s Degree.

Preferred Qualifications:

  • Professional certification in capture and proposal management (such as CPCM, APMP, or Shipley)
  • Security Clearance preferred, but not required.

#FEDSEC

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