Senior Capture Manager, Federal Sales

SANS Institute-posted 1 day ago
$120,000 - $170,000/Yr
Full-time • Mid Level
Remote
101-250 employees
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We are seeking a Senior Capture Manager, Federal Sales, to join our Business Development - Federal Sales team. This role plays a key part in developing and executing strategies to win business. This position will maintain and grow existing US Federal opportunities within SANS as well as identify and develop ‘green field’ opportunities, establishing the strategies and resources required to capture new business. This position will actively support existing and future projects with leadership, best practices, process improvements, innovation recommendations, and technology development. This includes supporting follow-on and new opportunities through solution development and client presentations; capture planning and support; proposal development and writing; pricing support; and negotiation support.

  • Assist in formulating SANS’ U.S. Federal 3–5-year strategic plan to identify customer sets and program opportunities.
  • Possess a deep understanding of the customers' mission in target market segments by building relationships to develop focused, relevant collective training solutions by leveraging the breadth of SANS resources.
  • Develop a thorough understanding of the breadth and depth of SANS offerings and resources and be able to apply those to customer challenges.
  • Identify and map key stakeholders, decision makers, influencers, and relationships across the cyber domain.
  • Hold knowledge of the customer’s terminology, policies, organizational structure, etc.
  • Ability to analyze federal budgetary information to discern trends and priorities.
  • Devise strategies to identify and qualify promising new business opportunities, conducting internal bid / no bid calls, as necessary.
  • Establish and coordinate winning strategies necessary to build customer programs that do not yet exist or are at their infancy.
  • Review and digest requirements, and provide items for action specific to market surveys, Request for Information, Request for Quote, and Request for Proposal.
  • Schedule internal and external meetings to discuss opportunities, to include opportunities supported by partners.
  • Collaborate with a team of subject matter experts to develop solutions.
  • Communicate capture strategies to sales and program teams and monitor effective implementation.
  • Recommend partners and teaming arrangements to successfully capture business.
  • Provide proposal experience; dissecting requirements, developing winning themes, developing compliance matrixes, establishing schedules, writing proposals and participating in color review teams.
  • Operate effectively in a geographically dispersed team.
  • Create and document capture plans for reporting, communicating, and managing resources (analysis, planning, strategy).
  • Develop and support capability statements, presentations, and briefings targeted for specific customer needs or industry events.
  • Conduct comprehensive competitive analysis and pricing strategies.
  • Perform other related duties as assigned.
  • Bachelor’s degree in business or a technical field of study.
  • Minimum of 10 or more years’ experience within U.S military and/or government organizations
  • Minimum of 5 or more years’ FAR based capture and proposal experience.
  • Exceptional leadership and management skills.
  • Ability to demonstrate sound judgement and have excellent written and verbal communication skills.
  • Superior organizational and time-management skills.
  • Unrestricted authorization to work in the USA; visa sponsorship is not available.
  • TS/SCI security clearance preferred
  • Competitive base salary, bonus opportunities, and a 401(k) plan with company match.
  • Robust medical, dental, and vision plans; company-provided short term disability; optional long-term disability, supplemental life and AD&D insurance for employees and dependents; voluntary benefits including accident insurance and identity theft protection; fitness and wellness programs; and a company paid employee assistance program (EAP).
  • Generous paid time off, including volunteer time.
  • Access to professional development and SANS training opportunities.
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