Senior Director - Capture Management

Maximus

1d • $200,000 - $220,000 • Hybrid

About The Position

Maximus is seeking an experienced Senior Director - Capture Management to support strategic growth across its National Security portfolio, with a primary focus on Department of Homeland Security agencies, including TSA, CISA, USCIS, FEMA, ICE, and CBP. The Capture Manager leads assigned opportunities from Capture Plan Review through Final Bid Decision, working closely with the National Security Business Development Account Lead and teams across Operations, Solutions, Pricing, and Proposal functions.

This is a hybrid position with periodic travel of approximately 10–25% to customer locations, industry events, and strategic planning sessions at Maximus headquarters as needed. The role is responsible for capture, pursuit, and solutioning architecture across multiple lines of business; providing strategic guidance to executives on solution shaping and response strategies; cultivating internal stakeholder relationships; briefing senior leadership; maintaining a win/loss ratio; and crafting sales themes and differentiating narratives.

The role owns capture activities for assigned strategic DHS and National Security opportunities from initiation through proposal submission and final bid decision. It develops and refines capture plans; leads cross-functional Integrated Growth Teams; shapes opportunities through customer engagement and market intelligence; directs competitive and solution analyses; develops teaming and pricing strategies; manages opportunity budgets and Salesforce records; and coordinates transition to proposal execution. It also supports proposal reviews and leads win/loss reviews and lessons-learned sessions after award decisions.

Requirements

• Bachelor's degree in a related field.
• 12 years of relevant professional experience.
• At least 8 years of Federal Government business development, capture management, proposal management, operations, consulting, technology, or related experience.
• At least 5 years of capture management experience supporting National Security agencies.
• Demonstrated success leading captures valued at $50 million or more in total contract value, including strategic and complex procurements.
• Experience developing capture strategies, win themes, teaming strategies, competitive assessments, and pricing approaches.
• Experience managing cross-functional, matrixed teams in a deadline-driven environment.
• Ability to obtain and maintain a security clearance.

Nice To Haves

• Active security clearance.
• Significant capture experience within DHS agencies, including TSA, CISA, USCIS, FEMA, ICE, and CBP.
• Experience supporting National Security, Homeland Security, law enforcement, immigration, emergency management, digital transformation, or citizen services programs.
• Department of State market experience.
• Advanced capture planning and execution skills, including Black Hat reviews and Technical Readiness Reviews.
• Expertise in competitive intelligence, opportunity shaping, and customer engagement strategies.
• Strong analytical and strategic thinking capabilities, with a proven ability to influence decisions across matrixed organizations.
• Exceptional written, verbal, and executive communication skills, including the ability to present to senior executives and large cross-functional teams.
• Negotiation skills and experience managing partner and stakeholder relationships.

Responsibilities

• Own and execute capture activities for assigned strategic DHS and National Security opportunities from capture initiation through proposal submission and final bid decision.
• Develop, maintain, and refine comprehensive Capture Plans covering customer intelligence, competitive analysis, solution development, pricing strategy, and action plans.
• Assemble, lead, and coordinate cross-functional Integrated Growth Teams, assign tasks, set milestones, and ensure accountability.
• Execute customer engagement strategies and Customer Contact Plans; shape opportunities through RFIs, capability briefings, industry events, and market intelligence.
• Lead competitive assessments, Black Hat reviews, SWOT analyses, incumbent evaluations, and competitor profiling to develop win strategies, discriminators, and ghosting strategies.
• Collaborate with Solutions Architects, Technology teams, and subject matter experts to design differentiated, compliant solutions; conduct gap analyses and facilitate Technical Readiness Reviews.
• Develop and execute teaming strategies to address capability gaps, manage strategic teammates and subcontractors, and ensure small-business and socioeconomic participation goals are met.
• Partner with Pricing and Finance teams to develop Price-to-Win strategies; coordinate ROM estimates, basis-of-estimate development, staffing models, and pricing reviews.
• Build and manage opportunity-specific B&P budgets; maintain accurate Salesforce opportunity records, artifacts, and Win Rate Indicators throughout the capture lifecycle.
• Coordinate transition from capture to proposal execution, support proposal reviews, and lead structured win/loss reviews and lessons-learned sessions following award decisions.
• Provide strategic guidance to executives regarding solution shaping and response strategies; brief and advise senior leadership for decision-making.
• Develop strong business relationships with internal stakeholders, maintain a win/loss ratio, and craft sales themes and differentiating narratives.
• Provide capture, pursuit, and solutioning architecture for multiple lines of business.

Benefits

• Health insurance coverage
• Life insurance
• Disability insurance
• Retirement savings plan
• Paid holidays
• Paid time off
• Short- and long-term incentives and program-specific awards may also be offered as part of total compensation.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior