Capture Manager

Falconwood Headquarters•Arlington, VA

2d•Remote

About The Position

The Capture Manager leads Falconwood’s Business Development team in advancing qualified federal opportunities across the Department of War (DoW), Army, DHS, Coast Guard, and other civilian agencies, from pursuit selection through proposal submission and award. The role leads capture planning and coordinates customer insight, teaming, and solution development to position Falconwood for competitive wins. The Capture Manager leads assigned pursuits, assesses customer and acquisition needs, develops opportunity-specific win strategies, and coordinates customer, competitor, and partner engagement. The role leads capture reviews and bid/no-bid recommendations, works with Operations and subject matter experts on solutions, and partners with Pricing and Finance on competitive pricing. It also coordinates responses to early-stage solicitation materials, provides documented handoffs to Proposal Management, supports proposal activities, and mentors Business Development team members. The position is remote in the DC-Maryland-Virginia area, requires some travel, and is full-time at 40 hours per week. It reports to the Executive Director of Business Development and Strategy and works with Business Development, Operations, Proposals, Pricing, Finance, and Contracts.

Requirements

At least 7–10 years of experience in federal capture, business development, or proposal management, including demonstrated leadership of competitive pursuits.
Experience developing capture plans, win strategies, competitor assessments, teaming approaches, and bid/no-bid recommendations.
Working knowledge of federal acquisition processes, solicitation requirements, evaluation criteria, and proposal development.
Ability to coordinate cross-functional teams and manage multiple pursuits, deadlines, and priorities without direct supervisory authority.
Experience aligning technical solutions, staffing, past performance, and pricing with customer needs and evaluation criteria.
Experience in the Shipley proposal development and review process, including color reviews, to create winning proposals.
Strong written communication, presentation, relationship management, analytical, and negotiation skills.
Proficiency with Microsoft Office and opportunity tracking tools such as Salesforce or GovWin.
Bachelor’s degree in Business Administration, Management, Engineering, Information Technology, or a related discipline, or an equivalent combination of education and directly relevant federal capture experience.
Ability to obtain and maintain a security clearance and meet customer access requirements for assigned pursuits.

Nice To Haves

An active security clearance (Secret or higher), which may be required for specific assignments.
Experience capturing opportunities with DoW, Army, DHS, Coast Guard, or other civilian agencies and translating technical capabilities into customer-focused solutions.
Familiarity with federal contract vehicles, including GWACs, IDIQs, and other multiple-award contracts such as GSA MAS, OASIS+, Alliant 3, and NASA SEWP; task-order competitions; and small business teaming arrangements.
Experience with non-FAR-based acquisition processes such as Commercial Solutions Opening and Other Transaction Agreements.
Experience with IT modernization, cybersecurity, cloud, engineering, logistics, or enterprise business systems.
Formal capture or proposal management training.
Federal capture and proposal development certifications such as APMP, Shipley, or similar.

Responsibilities

Lead assigned captures and maintain capture plans, milestones, action owners, and pursuit schedules aligned with Business Development priorities.
Assess customer needs, mission requirements, funding, acquisition approach, contract vehicles, timing, and ability to compete.
Develop opportunity-specific win strategies, discriminators, value propositions, and win themes supported by customer insight and evidence of Falconwood’s capabilities.
Plan and conduct customer, industry, and partner engagements with Business Development; document findings, validate requirements, and translate insight into capture actions.
Assess incumbents, competitors, likely bidders, and teaming alternatives; identify capability gaps, competitive risks, and actions to strengthen pursuits.
Develop teaming strategies and recommend partners; coordinate roles, workshare, and agreements with Business Development, Operations, and Contracts.
Lead capture reviews and prepare bid/no-bid recommendations that include a path to compete, such as teaming or solution options to close capability gaps; present opportunity readiness, risks, investment needs, and next steps for leadership decisions.
Coordinate technical and management solutions with Operations and subject matter experts; validate staffing, delivery approach, past performance, and execution feasibility.
Work with Pricing and Finance on price-to-win analysis, labor mix, cost assumptions, and competitive positioning; align recommendations with profitability and delivery goals.
Coordinate responses to sources sought, requests for information, and draft solicitations; assess solicitation changes and update pursuit strategy and compliance priorities.
Provide a documented handoff to Proposal Management, including the capture plan, customer insights, solution, teaming commitments, win themes, and pricing assumptions.
Support proposal strategy, reviews, and responses to government questions; maintain accurate opportunity records and conduct post-award lessons learned with the team.
Comply with procurement integrity, organizational conflict of interest, and ethics requirements in customer, incumbent, and partner engagements.
Act as deputy to the Executive Director of Business Development and Strategy.
Mentor members of the Business Development team.