Senior Director - Capture Management

Essential Duties and Responsibilities:
- Responsible for capture, pursuit, and solutioning architecture for multiple lines of business.
- Provide strategic guidance to executives regarding solution shaping and response strategies.
- Develop strong business relationships with internal stakeholders.
- Brief and provide guidance to senior leadership for decision making.
- Work on maintaining a win/loss ratio.
- Craft sales themes and differentiating narratives.

- Own and execute capture activities for assigned strategic DHS/National Security opportunities from capture initiation through proposal submission and final bid decision.

- Develop, maintain, and continuously refine comprehensive Capture Plans covering customer intelligence, competitive analysis, solution development, pricing strategy, and action plans.

- Assemble, lead, and coordinate cross-functional Integrated Growth Teams (BD, Solutions, Pricing, Contracts, Proposal Operations, SMEs, and Operations stakeholders); assign tasks, set milestones, and ensure accountability.

- Execute customer engagement strategies and Customer Contact Plans; shape opportunities through RFIs, capability briefings, industry events, and market intelligence.

- Lead competitive assessments, Black Hat reviews, SWOT analyses, incumbent evaluations, and competitor profiling to develop actionable win strategies, discriminators, and ghosting strategies.

- Collaborate with Solutions Architects, Technology teams, and SMEs to design differentiated, compliant solutions; conduct gap analyses and facilitate Technical Readiness Reviews (TRRs).

- Develop and execute teaming strategies to address capability gaps, manage strategic teammates/subcontractors, and ensure small-business/socioeconomic participation goals are met.

- Partner with Pricing and Finance teams to develop Price-to-Win (PTW) strategies; coordinate ROM estimates, BOE development, staffing models, and pricing reviews.

- Build and manage opportunity-specific B&P budgets; maintain accurate Salesforce opportunity records, artifacts, and Win Rate Indicators (WRI) throughout the capture lifecycle.

- Coordinate transition from capture to proposal execution; support proposal reviews; lead structured win/loss reviews and lessons-learned sessions following award decisions.

Minimum Requirements

- Bachelor's degree in related field required.
- 12 years of relevant professional experience required.

- 8+ years of Federal Government business development, capture management, proposal management, operations, consulting, technology, or related experience.

- 5+ years of capture management experience supporting National Security agencies.

- Demonstrated success leading captures valued at $50M+ TCV, including strategic and complex procurements.

- Experience developing capture strategies, win themes, teaming strategies, competitive assessments, and pricing approaches.

- Experience managing cross-functional matrixed teams in a deadline-driven environment.

- Abili...