Director of Capture Management

Detroit Defense•Troy, MI

4d•Remote

About The Position

Detroit Defense has an immediate opening to join our team for a Director of Capture Management. This Director of Capture Management is responsible for leading and winning major strategic captures across the Department of War (DoW), all Military Services, and the Department of Homeland Security (DHS). This role orchestrates the full capture lifecycle from opportunity qualification through shaping, solution strategy, pricing, proposal, and award. The Director of Capture management drives competitive positioning, internal and external teaming, win strategy development, and disciplined execution of all capture activities in alignment with the company’s business acquisition process. The preferred location for this position is the Detroit Metro Area or remote home base near a major metropolitan area in the Eastern time zone. Travel Requirement: 40% to 50% travel to customer sites, partner sites, conferences, and corporate locations will be required. Veterans Encouraged to Apply: Detroit Defense proudly supports those who have served. We welcome applicants with military experience, including those transitioning to civilian careers. Your leadership, adaptability, and mission-focused mindset are valued here. Detroit Defense is a 4x recipient of the Hire Vets Gold Medallion Award.

Requirements

A minimum of a bachelor’s degree from an accredited college or university in Business, Engineering, National Security, or related field required.
Current Active Secret clearance (Top Secret Preferred) or the ability to obtain and maintain a Secret Clearance and Common Access Card (CAC).
A minimum of ten years of progressive capture management, business development, or program leadership experience in federal contracting.
Demonstrated success winning large, complex captures (= $50M–$50M+) involving DoW, the Military Services, or DHS.
Proven ability to lead multi-disciplinary teams through a formal Business Acquisition Process (BAP) (e.g. Shipley Process) with structured gate reviews.
Expertise in customer shaping, competitive analysis, pricing, solution strategy, teaming, and proposal leadership.
Strong communication skills, executive presence, and ability to brief senior leaders with clarity and confidence.

Responsibilities

Lead end-to-end capture activities for major pursuits targeting DoW enterprise organizations, Military Service components (Army, Navy, Air Force, Marine Corps, Space Force), Combatant Commands, Defense Agencies, and DHS operational components.
Develop and maintain comprehensive Capture Plans, including win themes, discriminators, customer hot buttons, competitive assessments, solution strategies, teaming approaches, and investment requirements.
Execute the company’s formal business acquisition process using our Customer Relationship Management and Pipeline Management tools, ensuring high-quality gate reviews and executive decision readiness.
Own Price-to-Win (PTW) strategy, value proposition alignment, and price sensitivity analysis to guide competitive, executable bid solutions.
Shape acquisition strategy and requirements by managing and/or performing customer engagement early and often in the Capture lifecycle, understanding mission needs, and influencing evaluation frameworks where appropriate and permitted.
Manage/execute the building and maintenance of trusted relationships across:
Office of the Secretary of War, Joint Staff, and Defense Agencies
All Military Services and their commands, PEOs, program offices, and acquisition organizations
DHS headquarters and operational components, including CBP, CISA, FEMA, ICE, TSA, Coast Guard
Critical national security, R&D, and test/evaluation communities
Understand the mission set and contracting cadence at ACC-DTA: ground combat/tactical vehicles, soldier support equipment, depot services, and FMS.
Track SAM.gov postings and Detroit Arsenal MATOCs; align capture pipelines to GVSC R&D, and CPE Maneuver-Ground, CPE Soldier Systems, and CPE Agile Sustainment production/sustainment portfolios.
Engage the NAMC DAI OTA for rapid prototyping opportunities in ground mobility; position teaming and non-traditional partners for competitive advantage.
Develop and maintain a comprehensive understanding of customer missions, budgets, procurement cycles, and acquisition pathways including FAR/DFARS, OTA vehicles, IDIQs/MATOCs, consortium-based acquisitions, and BAA/CSO mechanisms.
Expand the company’s presence and pipeline in priority DoW and DHS mission areas, identifying opportunities that align with strategic growth objectives.
Lead the Detroit Defense Capture and Proposal Management team (to include consultants) and coordinate cross-functional capture teams including operations, engineering, pricing, contracts, finance, supply chain and quality.
Direct teaming strategy, partner negotiations, and workshare agreements to strengthen capabilities and enhance probability of win (Pwin).
Ensure solution concepts and technical narratives authentically reflect win strategy and customer mission understanding.
Drive the development of compelling proposal outlines, storyboards, and key messaging for written proposals and oral presentations.
Manage capture budgets, schedules, and performance metrics with discipline and transparency.
Conduct regular progress reviews and deliver briefings to senior leadership.
Identify, assess, and mitigate capture risks (competitive, technical, cost, schedule, execution).
Ensure ethical conduct, compliance with acquisition regulations, and adherence to company policies throughout capture activities.