Sr. Business Development Capture Manager

Job Summary:

The Senior Business Development/Capture Manager for Federal Civilian (FedCiv) serves as the tactical and strategic lead for competitive pursuits ranging from $5M to $50M. The role owns assigned opportunities end-to-end to drive customer insight, competitive analysis, capture strategy, solution alignment, and pre-proposal execution. This position is accountable for traceable planning, disciplined documentation, and converting early-stage opportunity awareness into a defined win strategy.

Job Duties and Responsibilities:

Strategy and Execution

· Lead the full capture lifecycle for priority FedCiv opportunities, including opportunity assessment, capture plan development, customer engagement, and solution shaping.

· Build capture plans that clearly trace customer insight, competitive positioning, and solution decisions through final win themes and proposal guidance.

· Serve as solution owner, ensuring the approach reflects validated customer needs, competitive differentiators, and proven past performance.

· Partner with Pricing to structure a defensible, competitive Price-to-Win (PTW) strategy aligned with the technical and management solution.

· Conduct RFP readiness assessments, confirm compliance requirements, and ensure accurate and complete handoff to Proposal Management.

· Execute pipeline management and reporting, including preparation for Gate Reviews and participation in Go/No-Go decisions.

· Manage disciplined opportunity documentation in SharePoint, CRM, and business systems to support traceability, data integrity, and actionable forecasting.

Capture Strategy & Competitive Analysis

· Define, validate, and refine the capture strategy throughout the pre-RFP and RFP phases, grounded in customer insight and competitive posture.

· Conduct targeted intelligence gathering on customer mission drivers, buying behavior, acquisition structures, budget environment, incumbent performance, and evaluator priorities.

· Analyze competitor capabilities, positioning, strengths, and vulnerabilities; translate findings into adjustments to pricing, teaming, solutioning, and messaging.

· Lead Black Hat reviews to simulate competitor strategies and stress-test the company’s approach.

· Lead Blue Team reviews to confirm win themes, validate discriminators, and strengthen alignment between the solution and the capture strategy.

· Identify, assess, and secure teaming partners to address capability gaps, add past performance strength, or provide strategic value to the bid.

· Shape the opportunity through targeted engagement and messaging designed to influence requirements, strengthen customer familiarity, and position the company for evaluation.

Collaboration and Leadership

· Work closely with the Director of Strategic Growth and RevOps teams—including proposal management, editing, graphics, pricing, and market research—to synchronize capture and proposal execution.

· Translate capture insights into clear, actionable guidance for proposal contributors, ensuring the solution and win strategy are reflected throughout the proposal lifecycle.

· Facilitate internal discussions, communicate pursuit recommendations, and present business cases using data to justify investment decisions.

· Build and maintain internal consensus on pursuit direction while holding accountability for capture outcomes.

· Represent the company professionally in customer meetings, teaming discussions, and internal strategy forums.

Job Requirements (Education/Skills/Experience):

Experience:

· 7+ years leading core phases of the Shipley Business Development Lifecycle, including 3 years of hands-on, high- and detail-level engagement in capture activities such as strategy development, competitive analysis, customer insight generation, Black Hat assessments, and Blue Team solution leadership within the Federal Civilian market.

Education:

· Bachelor’s degree

 

Certifications:

APMP-CF or higher strongly preferred

 

Core Competencies and Requirements:

· Leadership & Mindset: Naturally curious, analytical thinker with a bias toward action. Skilled at facilitating discussions, leading teams, and presenting strategic recommendations with data-backed clarity.

· Strategic Acumen: Strong ability to assess customer needs, competitive dynamics, and acquisition structures, translating insights into actionable capture strategy.

· Execution Discipline: Proven record of maintaining documentation rigor, traceability, deadlines, and cross-functional coordination under tight pursuit schedules.

 

Required Business Tool Proficiency:

Candidates must possess good practical knowledge and hands-on experience with the following systems and tools:

· Productivity: Microsoft 365 (