Staff Capture Manager

KIHOMAC•Reston, VA

2h•$140,000 - $175,000•Onsite

About The Position

KIHOMAC is seeking an experienced Staff Capture Manager to lead assigned Federal Government capture opportunities from qualification through proposal submission. This role involves developing and executing comprehensive capture plans, establishing capture objectives, and serving as the primary point of accountability for capture strategy, readiness, and execution. The Staff Capture Manager will coordinate capture activities across various internal organizations, including Business Development, Operations, Engineering, Contracts, Pricing, Finance, and Proposal teams. Key responsibilities include assessing opportunity maturity, developing customer and competitive strategies, managing the business development pipeline, identifying and establishing teaming partnerships, leading the development of differentiated solutions and pricing strategies, preparing and leading executive gate reviews, and ensuring a smooth transition from capture to proposal execution. The role also supports broader corporate growth objectives and requires strong collaboration, leadership, and communication skills.

Requirements

Bachelor’s Degree in management or other relevant discipline required.
12+ years of relevant professional experience within Federal Government contracting, including significant experience in capture management, business development, proposal management, program management, or related growth functions.
Demonstrated experience leading competitive Federal Government captures from qualification through proposal submission.
Demonstrated record of leading or materially contributing to successful Federal Government competitive captures of meaningful size and complexity.
Strong understanding of Department of Defense and Federal Government missions, organizations, acquisition environments, and procurement processes.
Working knowledge of FAR/DFARS requirements, Federal acquisition processes, contract types, IDIQ/GWAC vehicles, task-order competitions, teaming arrangements, and source-selection processes.
Experience developing and executing capture plans, win strategies, competitive assessments, customer engagement strategies, teaming strategies, and executive gate reviews.
Experience supporting development of technical, management, staffing, pricing, and past-performance strategies for competitive procurements.
Experience working collaboratively across Business Development, Operations, Engineering, Contracts, Pricing, Finance, and Proposal organizations.
Capture, proposal management, and proposal writing experience.
Excellent written and verbal communication skills.
Strong executive presentation and briefing skills.
Excellent relationship-building, collaboration, and leadership skills.
Ability to lead cross-functional teams through influence without direct supervisory authority.
Must be a US citizen.
Ability to obtain a security clearance may be required.

Nice To Haves

Master’s Degree preferred.
Formal capture management, proposal management, or Shipley-based training preferred.

Responsibilities

Lead assigned Federal Government capture opportunities from qualification through proposal submission.
Develop, maintain, and execute comprehensive capture plans for assigned opportunities.
Establish capture objectives, milestones, action plans, resource requirements, and schedules.
Serve as the primary point of accountability for capture strategy, readiness, and execution for assigned opportunities.
Coordinate capture activities across Business Development, Operations, Engineering, Contracts, Pricing, Finance, and Proposal organizations.
Maintain capture momentum and accountability by assigning actions, tracking milestones, identifying risks, and escalating issues.
Assess opportunity maturity and capture readiness and recommend continued investment, corrective actions, or No-Go decisions.
Develop and execute customer engagement strategies to understand customer missions, requirements, priorities, acquisition strategies, and evaluation drivers.
Research and analyze customers, incumbents, competitors, acquisition history, contract vehicles, budgets, and market conditions.
Develop competitive assessments identifying competitor strengths, weaknesses, likely strategies, and KIHOMAC positioning.
Identify customer hot buttons, key requirements, decision drivers, and potential discriminators.
Develop and maintain opportunity-specific win strategies, win themes, value propositions, and discriminators.
Translate customer and competitive intelligence into actionable capture strategies.
Research and qualify Federal Government opportunities using various market intelligence resources.
Manage an assigned portfolio of strategic capture opportunities within the corporate business-development pipeline.
Maintain accurate opportunity status, capture milestones, PWIN assessments, customer engagement activities, competitive positioning, teaming status, and resource requirements.
Participate in pipeline reviews and recommend prioritization of corporate capture resources and investment.
Support development and execution of corporate and business-area growth plans.
Identify capability gaps and determine appropriate Make/Buy/Team strategies for assigned opportunities.
Identify, evaluate, and recommend potential teammates based on capabilities, past performance, customer relationships, competitive positioning, and strategic value.
Establish and maintain relationships with prime contractors, subcontractors, technology providers, and other strategic partners.
Develop opportunity-specific teaming strategies that strengthen KIHOMAC's competitive position.
Coordinate with Contracts and corporate leadership in the development of NDAs, teaming agreements, and other capture-related agreements.
Lead cross-functional development of differentiated and executable solutions responsive to customer requirements.
Coordinate with technical and operational subject matter experts to develop technical, management, staffing, transition, and performance approaches.
Facilitate solution-development sessions and ensure proposed solutions align with identified customer needs and competitive strategy.
Coordinate with Pricing, Finance, Operations, and leadership to develop competitive pricing strategies.
Support development of price-to-win assessments and evaluate competitive pricing considerations.
Ensure capture strategies balance customer value, competitive positioning, execution risk, and KIHOMAC business objectives.
Prepare and lead executive gate reviews for assigned opportunities.
Present opportunity assessments, customer intelligence, competitive analysis, teaming strategies, solution concepts, pricing considerations, PWIN assessments, risks, resource requirements, and recommendations to corporate leadership.
Provide objective Go/No-Go recommendations based on opportunity maturity, competitive position, strategic alignment, resources, and expected return.
Identify capture deficiencies and establish corrective actions prior to subsequent gate reviews.
Provide leadership with timely visibility into significant changes affecting opportunity strategy or PWIN.
Establish proposal strategy prior to solicitation release to the greatest extent practical.
Coordinate with Proposal Management to ensure an effective transition from capture to proposal execution.
Provide the proposal team with documented customer intelligence, competitive assessments, win themes, discriminators, solution strategies, teaming arrangements, pricing strategies, and other capture artifacts.
Support development of proposal outlines, storyboards, executive summaries, technical and management approaches, and other strategic proposal content.
Participate in proposal writing, solution reviews, Black Hat reviews, Pink/Red/Gold Team reviews, and other proposal activities as appropriate.
Maintain continuity of capture strategy throughout proposal development and ensure the final submission reflects the approved win strategy.
Establish and maintain strong relationships with Government customers, industry partners, prime contractors, subcontractors, and other stakeholders.
Coordinate customer and industry meetings supporting assigned capture opportunities and broader corporate growth objectives.
Prepare and present KIHOMAC capability and opportunity-specific presentations to customers and potential teammates.
Support industry days, conferences, site visits, customer meetings, and other Business Development activities when strategically relevant.
Maintain current knowledge of KIHOMAC capabilities, past performance, technologies, customers, contracts, and strategic growth priorities.
Collaborate with corporate leadership, directors, managers, and subject matter experts to identify opportunities to expand KIHOMAC capabilities and market position.
Capture and communicate lessons learned following major proposal submissions and award decisions to continuously improve KIHOMAC capture processes.
Develop and execute disciplined capture strategies that increase KIHOMAC's probability of win.
Maintain an actionable and accurately assessed portfolio of qualified capture opportunities.
Position strategic opportunities before solicitation release.
Develop meaningful customer and competitive intelligence that influences KIHOMAC's win strategy.
Build effective cross-functional capture teams and maintain accountability for capture actions and milestones.
Develop effective teaming, solution, and competitive strategies.
Deliver high-quality, decision-ready gate reviews to corporate leadership.
Transition mature capture strategies effectively into proposal development.
Contribute to improved proposal quality, competitive positioning, win rate, and sustainable corporate growth.
Other duties as assigned.