Senior Director, Channel Sales

Everfox•Herndon, VA

4d•$317,200 - $423,100•Hybrid

About The Position

The Senior Director, Capture Management oversees and advances the capture function within a defined division or market segment. This leader translates organizational strategy into functional capture objectives, directing cross-functional teams and senior managers to ensure effective pursuit, positioning, and solution development for key opportunities. The Senior Director ensures that capture activities are structured, consistent, and aligned to the division’s priorities, operating with a 1–3 year planning horizon as required for M6 roles. They provide strategic guidance within their function and partner closely with departmental leadership to strengthen win probability and support the organization’s strategic direction.

Requirements

Deep understanding of government procurement processes, competitive landscapes, and acquisition lifecycles.
Expertise in leading complex, multimillion-dollar capture efforts.
Strong analytical abilities to evaluate opportunities, risks, market intelligence, and competitive factors.
Skilled in adjusting strategies to accommodate evolving customer needs and competitor behaviours.
Financial acumen related to pricing, cost strategies, and capture budget management.
Exceptional communication, negotiation, and presentation skills suited to senior (non-executive) audiences.
Demonstrated ability to lead through directors/senior managers and drive functional alignment.
Bachelor’s degree in Business, Engineering, Political Science, Public Administration, or related field.
Typically 10–15 years of related experience in capture management, business development, or government contracting.
Prior leadership experience managing senior managers or directors within a functional area strongly preferred.

Nice To Haves

Advanced degree (MBA or similar) preferred.

Responsibilities

Translate company strategy into functional capture objectives and multi-year plans for the division.
Lead the planning, development, and execution of capture strategies for high-value pursuits within the defined market segment.
Provide strategic direction to directors, senior managers, and capture teams to ensure unified and consistent pursuit execution.
Oversee opportunity qualification, customer engagement planning, competitive assessments, and early pricing alignment.
Guide teams through internal reviews, Black Hat sessions, solution workshops, and competitive analysis to optimise strategy.
Ensure the continuity of strategy and solution integrity during the transition from capture to proposal development.
Partner with Business Development, Proposal Management, Product Teams, and other functional leaders to align capture activities with divisional priorities.
Drive coordination across multiple disciplines to deliver cohesive and competitive solutions.
Build and maintain productive relationships with customers, partners, and industry stakeholders relevant to the division’s focus area.
Deliver functional-level briefings, status updates, and capture plans to divisional leadership (not executive leadership).
Oversee directors, senior managers, and high-performing capture professionals, offering coaching, mentorship, and development opportunities.
Foster a culture of excellence, continuous improvement, and functional accountability across the capture organization.
Ensure capture activities comply with relevant regulatory, contractual, and corporate standards.
Provide oversight of capture budgets, schedules, and resources to ensure disciplined and efficient execution.