Capture Manager - Federal

RedMatter Solutions LLC•Arlington, VA

About The Position

RedMatter Solutions is seeking a Capture Manager to strengthen and execute our federal business development and capture process. This position will be responsible for building and maintaining a mature opportunity pipeline, developing actionable intelligence on priority pursuits, coordinating capture activities, and ensuring opportunities are strategically positioned well in advance of solicitation release. The Capture Manager will work closely with company leadership, project leaders, technical subject matter experts, and the Proposal Manager to move opportunities from identification through capture and into proposal development. This role is not expected to serve as the primary technical expert or customer relationship owner. Instead, the Capture Manager will ensure the right internal leaders are engaged with customers, partners, and industry at the right time and that information gathered through those engagements is incorporated into the capture strategy. The ideal candidate has hands-on experience executing federal capture activities and can independently bring structure, discipline, intelligence, and accountability to a growing federal contractor's business development pipeline.

Requirements

Bachelor's degree in Business, Marketing, Communications, Public Administration, or a related field, or equivalent combination of education and relevant professional experience.
5+ years of experience supporting business development, capture, or growth activities within the federal government contracting market.
Demonstrated experience independently supporting or managing federal opportunity capture activities prior to solicitation release.
Experience building, managing, and qualifying federal opportunity pipelines.
Experience researching federal customers, acquisition strategies, incumbents, competitors, contract vehicles, and procurement histories.
Experience developing or contributing to capture plans, competitive assessments, capability/gap analyses, teaming strategies, win themes, and/or opportunity qualification activities.
Working knowledge of the federal acquisition lifecycle and government contracting environment.
Experience using federal market intelligence and procurement resources such as SAM.gov, USAspending, agency procurement forecasts, GovWin or similar platforms.
Demonstrated ability to coordinate activities across executives, project leaders, technical personnel, partners, and proposal teams without direct supervisory authority.
Strong research, analytical, organizational, written communication, and presentation skills.
Ability to independently manage multiple pursuits, deadlines, and competing priorities.
Capture Discipline: Ability to establish structure, milestones, accountability, and measurable progress across federal pursuits.
Strategic Research: Ability to turn procurement and market information into actionable intelligence rather than simply collecting data.
Competitive Thinking: Ability to assess competitors, incumbents, partners, customer priorities, and company positioning to identify realistic paths to win.
Organizational Assertiveness: Willingness to drive action and follow up with project leaders, technical personnel, and executives to keep capture activities moving.
Facilitation: Ability to bring together the appropriate technical, operational, leadership, and partner resources to make effective pursuit decisions.
Technical Fluency: Ability to understand technology capabilities sufficiently to coordinate with subject matter experts, recognize capability gaps, and evaluate potential partners without being expected to serve as the technical solution architect.
Judgment: Ability to distinguish strategically relevant opportunities from opportunities that are technically eligible but poorly aligned with company capabilities or customer strategy.
Adaptability: Ability to adjust capture plans as federal acquisition timelines, vehicles, requirements, and procurement strategies change.

Nice To Haves

Experience performing capture or business development for a small or midsize federal government contractor.
Experience supporting IT, cybersecurity, cloud, digital transformation, identity and access management, data/analytics, or related federal technology services.
Experience developing and maintaining structured teaming-partner or competitive-intelligence repositories.
Experience facilitating formal capture reviews, qualification reviews, or bid/no-bid processes.
Experience supporting opportunities across multiple federal civilian or law enforcement agencies.
Familiarity with GSA MAS, BPAs, IDIQs, GWACs, and other commonly used federal acquisition vehicles.
Experience working directly with proposal management teams to transition opportunities from capture into proposal development.

Responsibilities

Build, maintain, and continuously mature the company's federal opportunity pipeline across multiple agencies and capability areas.
Identify potential opportunities through agency forecasts, contract vehicles, procurement databases, industry engagement, existing customer relationships, and other federal market intelligence sources.
Focus opportunity identification on strategic adjacencies, including: Existing capabilities within new federal agencies; or New or adjacent capability areas within agencies where the company already has experience or relationships.
Research and document opportunity value, acquisition timelines, contract vehicles, incumbents, procurement history, customer organizations, and other relevant information.
Establish and maintain qualification criteria to distinguish actionable pursuits from lower-probability opportunities.
Facilitate opportunity qualification and bid/no-bid discussions with leadership.
Monitor acquisition timelines and develop contingency plans for potential changes in solicitation timing, acquisition strategy, contract vehicle, or procurement approach.
Provide leadership with regular visibility into pipeline health, maturity, gaps, risks, and required actions.
Develop and maintain capture plans for priority federal opportunities.
Establish capture milestones, action items, owners, and deadlines and drive activities to completion.
Coordinate capability and gap analyses with technical and project leadership to assess company positioning against opportunity requirements.
Develop competitive intelligence regarding incumbents, likely competitors, customer preferences, acquisition history, and potential competitive advantages.
Facilitate development of differentiators, preliminary win themes, positioning strategies, and other pre-RFP capture materials.
Identify information gaps and develop actionable plans for obtaining the intelligence needed to improve capture decisions.
Develop capture strategies for multiple potential acquisition or solicitation scenarios when procurement plans remain uncertain.
Maintain capture documentation and ensure intelligence gathered throughout the pursuit is incorporated into the evolving capture strategy.
Develop customer engagement plans for priority pursuits and identify the internal leaders and subject matter experts best positioned to support each engagement.
Coordinate participation by project and technical leaders in customer meetings, industry days, conferences, partner discussions, and other relevant engagements.
Prepare internal participants with appropriate opportunity, customer, competitive, and acquisition context before engagements.
Capture relevant intelligence and follow-up actions resulting from customer and industry engagements.
Work with project leaders to identify growth opportunities within existing customer environments and translate customer knowledge into actionable pipeline and capture activities.
Maintain accountability for capture-related actions assigned to leadership, project personnel, and other internal stakeholders.
Build and maintain a structured repository of potential federal teaming partners.
Develop an understanding of potential partners' capabilities, past performance, contract vehicles, agency presence, customer relationships, socioeconomic status, and other relevant attributes.
Conduct partner and capability-gap analyses for priority pursuits.
Identify and evaluate potential teaming partners based on specific opportunity requirements and strategic needs.
Facilitate initial teaming and capability discussions with prospective partners.
Develop recommended prime/subcontractor and teaming strategies in coordination with company leadership.
Coordinate with legal/contracts personnel when NDAs, teaming agreements, subcontracts, or other formal agreements are required.
Coordinate with the Proposal Manager to ensure priority pursuits are sufficiently mature before formal proposal development begins.
Conduct capture-to-proposal handoffs that provide the proposal team with available customer intelligence, competitive analysis, capability assessments, partner strategy, differentiators, preliminary win themes, and other relevant capture materials.
Continue supporting the Proposal Manager and leadership with capture intelligence and strategic context during proposal development as needed.
Participate in post-submission and lessons-learned activities to improve future capture efforts.