Capture Strategist

Global Infrastructure•San Diego, CA

13d•Hybrid

About The Position

The Major Pursuits Capture Strategist is a critical position within TYLin’s Marketing and Communication Team, leading and managing the end-to-end opportunity capture process for identified must-win opportunities and ensuring disciplined pursuit execution. The role identifies, qualifies, and secures high-value strategic opportunities that advance the company’s pipeline, earnings, market position, and long-term growth objectives. In close collaboration with Client Account Management (CAM) teams, technical teams, and the Pursuits + Work Winning team, the role positions the firm to win large, competitive procurements and drive successful outcomes. The Capture Strategist leads pursuit strategy and opportunity assessments, supports iterative go/no-go decisions, facilitates alignment workshops, and engages throughout capture planning, proposal development, and interview preparation. The role coordinates cross-functional stakeholders, develops client and competitor intelligence, oversees proposal content and reviews, coaches interview teams, and tracks pursuit performance and lessons learned.

Requirements

Bachelor’s degree in marketing, communications, engineering, or a related field.
10+ years of experience in proposal management, capture strategy, or business development.
Demonstrated success leading and managing capture-planning processes for large, complex pursuits.
Experience working with public-sector procurement processes.
Strong strategic thinking and competitive-positioning skills.
Executive-level communication and facilitation skills.
Advanced project-management capabilities.
Ability to influence without direct authority.
Strong understanding of infrastructure delivery models, including Design-Build, Design Bid Build, Construction Manager/General Contractor, and Public-Private Partnership.
High attention to detail and strong deadline-management skills.

Nice To Haves

Experience in architecture, engineering, and construction, or professional services fields.

Responsibilities

Partner with CAM teams and Sector and growth leaders to identify potentially viable key opportunities and lead opportunity assessments.
Partner with the Pursuit Manager and technical team to make go/no-go determinations based on assessment outcomes.
Monitor and record opportunity assessment progress, and engage required pursuit and interview team resources after a go decision.
Facilitate pursuit strategy workshops and alignment sessions with technical leads, project partners, CAM teams, the Strategic Pursuit Committee, executive sponsors, and other stakeholders.
Represent TYLin in support of alternative delivery and/or joint venture pursuits led by partner firms.
Engage throughout the pursuit lifecycle, including capture planning, proposal development, interview coaching, and presentation preparation.
Set up capture plans for opportunity assessment, go/no-go evaluation, client intelligence, positioning analysis, win strategies, and progress measurement.
Evolve capture plans throughout the planning lifecycle, ensuring timely updates, inquiry, decision-making, and follow-up actions.
Implement iterative go/no-go decision-making and revisit decisions as new information becomes available.
Conduct project and client research, risk assessment, SWOT analysis, and competitor analysis.
After a go decision, activate pre-positioning, client and partner engagement, and win strategy development.
Lead client influencer mapping, identify relationship gaps, and target key decision makers for engagement.
Facilitate client engagement activities to gather insights about project issues and challenges and shape win themes, solutions, and team strategy.
Manage pursuit schedules, action logs, intelligence synthesis, and deliverables.
Transfer capture-planning intelligence to proposal resources, including the Proposal Manager, Proposal Coordinator, Graphic Designer, and production team.
Oversee proposal development and participate in formal proposal reviews.
Ensure the proposal clearly communicates project issues, win themes, innovative solutions, convincing proofs, and team strategy.
Coach interview teams on stage setting, executive presence, clarity, delivery, and team chemistry.
Adapt the winning story to the interview format and optimize the presentation in partnership with Graphic Design.
Lead question-and-answer preparation and strategy.
Schedule and conduct increasingly structured and focused rehearsals.
Coordinate cross-functional teams, including CAM, technical, commercial, and marketing teams.
Partner with CAM and Business Development leaders to align pursuit-specific client engagement tactics with Client Account plans and strategies.
Engage the Strategic Pursuits Committee and/or executive sponsors at key pursuit milestones.
Coordinate with legal, finance, and risk management on contract review and pricing strategies.
Track pursuit metrics, win rates, and lessons learned.
Lead post-pursuit debriefs, capture feedback and lessons learned, and implement continuous improvement strategies.
Maintain visibility into the major-opportunity pipeline and improve pipeline-forecasting quality.