Capture & Business Development Manager

Altus Technology Solutions • Hanover, MD

19d • $135,000 - $150,000 • Hybrid

About The Position

At Altus Technology Solutions, we are looking for an Capture & Business Development Manager to support our expanding portfolio of federal contracts and drive strategic growth across the public sector. Our team thrives on innovation and collaboration, delivering mission-critical solutions to government clients in defense, civilian, and other federal domains. If you thrive in high-impact environments and want to be part of a skilled team wed love to have you on board! In this role, you will be a key driver of Altus' growth, owning the full business development and capture lifecycle from initial opportunity identification through contract award. You will operate as an individual contributor (with no direct reports), leading through influence and expertise to achieve outstanding results. As the sole business development and capture leader at Altus, you must be a proactive self-starterready to independently spearhead pipeline development, customer outreach, capture strategy, and proposal execution. Approximately 60% of this role focuses on capture (managing pursuits and proposals) and 40% on business development (pipeline generation and client engagement).

Requirements

• Proven experience: Minimum 5 years of experience in federal business development and capture management, with a track record of contributing to winning proposals and securing government contracts.
• Federal market knowledge: Strong understanding of U.S. federal procurement processes, acquisition regulations (FAR/DFARS), and the government contracting lifecycle. Familiarity with multiple federal agencies and their procurement habits.
• Strategic and analytical skills: Demonstrated ability to develop win strategies, perform competitive analysis, and assess probability of win. Skilled in using data and insight to make informed bid/no-bid decisions.
• Communication and influence: Excellent written and verbal communication skills. Able to build rapport with customers, teaming partners, and internal stakeholders. Effective at leading diverse teams through persuasion, collaboration, and clarity of vision.
• Organizational skills: Exceptional project management and organizational abilities to handle multiple captures simultaneously. Adept at managing deadlines, priorities, and resources in a fast-paced, high-stakes environment.
• Technical proficiency: Proficiency with Microsoft Office Suite and collaboration tools. Experience with CRM and pipeline management systems (e.g., Deltek GovWin, Salesforce, or similar) for tracking opportunities.
• Work eligibility: U.S. citizenship (due to federal contract requirements).
• Education: Bachelors degree in business, engineering, or a related field (required).

Nice To Haves

• An advanced degree (MBA or similar) is a plus.
• Diverse agency experience: Experience supporting captures across a broad range of federal agencies (Department of Defense, civilian agencies, and others), demonstrating adaptability to different agency cultures and requirements.
• Contract vehicles and types: Hands-on experience with various federal contract vehicles and contract types. Familiarity with pursuing opportunities on IDIQs, GWACs, BPA/BOAs, and GSA Multiple Award contracts is highly desired.
• High-value wins: Demonstrated success in helping win large-scale contracts or task orders (e.g., multi-million dollar awards). Experience developing capture strategies for complex, high-value bids that resulted in contract wins.
• Domain knowledge: Background in Altus' core service areas such as IT services, engineering programs, R&D/test & evaluation projects, or range operations is a plus, enabling quicker understanding of technical requirements and client mission needs.
• Proposal methodology: Knowledge of industry-standard capture and proposal methodologies (e.g., Shipley capture process, APMP practices). Participation in color team reviews, solutioning sessions, and proposal development workshops is beneficial.
• Professional credentials: Any professional training or certifications in capture/proposal management (such as APMP Capture Practitioner or Shipley Associates training) are advantageous and indicate a commitment to the craft.

Responsibilities

• Lead full lifecycle business development & capture management: Manage all aspects of the capture process from early opportunity identification and qualification through proposal submission and contract award, ensuring a winning strategy at every phase.
• Opportunity shaping and customer engagement: Proactively engage with customer stakeholders (current and prospective) to understand their needs, influence forthcoming requirements, and position Altus for success before solicitations are released. Work closely with clients, industry partners, and internal experts to shape opportunities in alignment with Altus' capabilities.
• Teaming and partnership strategy: Identify, evaluate, and secure teaming partners (small and large businesses) to strengthen Altus' solutions. Negotiate teaming agreements and build collaborative partner relationships tailored to each opportunity.
• Develop capture plans and win strategies: Create and execute detailed capture plans for each pursuit, including win themes, competitive analysis, customer hot buttons, and strategies to counter competitor strengths. Continuously refine win strategies based on market intelligence and feedback.
• Pricing and price-to-win: Collaborate with contracts and finance personnel to develop competitive pricing approaches. Conduct price-to-win analyses to balance proposal competitiveness with business goals and profitability targets.
• Proposal coordination and support: Translate capture strategy into compelling proposal responses in coordination with proposal managers and technical leads. Ensure proposals clearly articulate win themes, address client pain points, and highlight Altus' differentiators in compliance with solicitation requirements.
• Pipeline development and management: Build and maintain a robust pipeline of opportunities aligned with Altus' strategic goals and core capabilities. Use market research tools and databases (e.g., SAM.gov, GovWin) to identify leads, track upcoming procurements (including task orders on IDIQ/GWAC vehicles), and keep opportunity data updated in the CRM.
• Cross-functional pursuit leadership: Coordinate cross-functional pursuit teams including subject matter experts, solution architects, project managers, and proposal writers to execute capture tasks on schedule. Lead internal gate reviews and brief senior management on pursuit status, risks, and resource needs throughout the capture process.
• Contract vehicle utilization: Leverage a variety of contract vehicles (IDIQs, GWACs, GSA Schedules, etc.) to pursue task orders and new business. Monitor government contract portals and ensure Altus is prepared to bid on opportunities across multiple contract types.
• Reporting and communication: Provide regular updates to senior leadership on capture progress, pipeline status, and probability of win (PWin) assessments. Prepare and present bid/no-bid recommendations, capture plans, and decision briefings with data-driven justifications.

Benefits

• Competitive salary based on experience
• Comprehensive healthcare benefits, including medical, dental, and vision coverage
• Retirement savings plan with employer contributions
• Income protection through short- and long-term disability insurance
• Education assistance for professional growth
• Flexible paid leave and career advancement opportunities

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 51-100 employees