Senior Director, Capture Proposal Excellence

TTM Technologies

1d•Remote

About The Position

The Senior Director of Capture & Proposal Excellence will report directly to the A&D Sector Vice President of Customer Experience & Growth. This role is responsible for building, leading, and continuously improving the processes, methodologies, and talent that drive competitive capture strategy and proposal execution across the A&D sector. This is a critical growth leadership role that bridges strategy and execution — ensuring TTM pursues the right opportunities with disciplined rigor, compelling win strategies, and high-quality proposals that convert pipeline into awards. The Senior Director will serve as the center of excellence for capture and proposal best practices, driving consistency, accountability, and winning performance across the BD and Strategic account organizations. This is a remote role in which the candidate will be required to travel periodically, primarily across North America.

Requirements

Deep expertise in end-to-end capture and proposal processes in the defense and aerospace industry
Mastery of structured capture methodologies (Shipley, Phase Gate, OST, or equivalent)
Demonstrated success leading winning proposals on competitive DoD programs ($25M–$500M+)
Strong understanding of federal acquisition regulations (FAR/DFARS) and government proposal evaluation processes
Experience developing price-to-win analysis, competitive assessments, and win themes
Proven ability to lead and inspire a team of proposal and capture professionals
Ability to influence and lead cross-functional teams without direct authority in a matrix organization
Strong executive communication skills — able to present win strategies and proposal status to C-suite and VP leadership
Track record of building high-performing, accountable teams with measurable results
Strong understanding of DoD acquisition environment including PAE structure, Warfighting Acquisition System reforms, and program office dynamics
Technical credibility in A&D electronics, PCB/microelectronics, or adjacent defense systems to enable meaningful customer and proposal engagement
Ability to rapidly understand TTM's capabilities and translate them into compelling customer value propositions
Data-driven approach to pipeline management, win rate analysis, and resource allocation
Strong project management skills — ability to manage multiple simultaneous proposals under deadline pressure
Experience implementing and optimizing CRM and proposal management tools
Bachelor of Science or related discipline
Minimum of 10+ years of A&D industry experience with progressive responsibility
5+ years directly leading capture and/or proposal teams in a defense contractor environment
Demonstrated track record of winning competitive DoD programs across multiple contract types (IDIQ, FFP, CPFF, OTA)
Experience at or supporting Tier 1 prime contractors (Lockheed Martin, Northrop Grumman, RTX, Boeing, BAE Systems, L3Harris) or major subcontractors
Proven ability to scale a capture and proposal function in a growing organization
Experience with both large strategic captures ($100M+) and high-volume tactical proposals

Nice To Haves

MS in engineering and/or MBA preferred
Prior military service or civilian service in DoW
Active DoD security clearance (Secret or higher)
APMP Foundation or Practitioner certification
Shipley-certified proposal professional
Experience with AI-assisted proposal tools (Govly, Deltek GovWin, or similar)
Prior military service or civilian DoD experience
Experience with OTA (Other Transaction Authority) proposal processes

Responsibilities

Lead and oversee capture management activities for the sector's highest-priority pursuits, ensuring disciplined execution from opportunity identification through contract award
Develop, implement, and continuously improve a structured capture methodology (Phase Gate/Shipley or equivalent) that drives consistent, repeatable winning performance
Facilitate bid/no-bid decisions with BD leadership, applying rigorous qualification criteria to focus resources on highest-probability opportunities
Lead win strategy development for major pursuits — competitive analysis, ghost/counter strategies, price-to-win, teaming, and solution differentiation
Ensure capture plans are current, actionable, and aligned to customer priorities and TTM capabilities
Drive Pwin accuracy across the portfolio through disciplined opportunity assessment and forecast calibration
Own end-to-end proposal development process from RFP receipt through submission — ensuring compliant, compelling, and on-time delivery
Build and manage a high-performing proposal team including proposal managers, writers, coordinators, and graphic designers
Establish and enforce proposal standards, templates, and best practices that elevate quality and consistency across all submissions
Lead or oversee color team reviews (Pink, Red, Gold) ensuring proposals are reviewed early and often against win themes and evaluation criteria
Develop executive summaries and key sections that clearly communicate TTM's value proposition and competitive differentiation
Ensure proposals reflect voice of customer and are written to evaluators, not to internal audiences
Partner with BD leaders to ensure pipeline quality, accuracy, and completeness across CRM
Drive pipeline-to-award conversion metrics — win rate, Pwin accuracy, proposal quality scores, cost of capture
Establish and report on BD KPIs to senior leadership on a regular cadence
Identify trends in win/loss performance and develop corrective action plans
Conduct post-award and post-loss debriefs to continuously improve capture and proposal performance
Build, mentor, and lead a high-performing capture and proposal team
Develop talent across the broader BD organization on capture and proposal skills — training, coaching, process adherence
Foster a culture of accountability, continuous improvement, and winning
Collaborate cross-functionally with BD, Customer Account Managers, Engineering, Operations, Finance, and Contracts to deliver integrated winning solutions
Own and manage the proposal library, past performance database, and boilerplate content
Ensure CRM reflects accurate opportunity and pipeline data to support executive reporting
Implement and optimize proposal automation tools and AI-assisted writing capabilities where applicable
Develop and maintain a lessons-learned repository that feeds continuous improvement