Capture Manager (22983)

Buchanan & Edwards | Dare to BE Different.

At BE, we’re not just another company, we’re a movement. We push boundaries, break barriers, and redefine what’s possible in the tech world. We cut through the noise and focus on what truly matters: making an impact with cutting-edge solutions and solving challenges through innovation. BE bold, BE innovative, BE extraordinary.

Find out more: www.teambe.us

Buchanan & Edwards is an Equal Opportunity Employer. The information collected by this application is solely to determine suitability for employment, verify identity, and maintain employment statistics on applicants.

Buchanan & Edwards, Inc. (BE) is seeking a senior Capture Manager to own the Department of State Evolve IDIQ pipeline, build a qualified portfolio of large-scale pursuits, and convert priority opportunities into sustainable bookings and contract growth. This role leads the full capture lifecycle for new and recompete opportunities across the Department of State market.

The Capture Manager will translate Department of State mission priorities into differentiated win strategies spanning cybersecurity, digital transformation, cloud solutions, software development, emerging technologies, AI/ML, data analytics, and enterprise IT services. Reporting to business development leadership, this individual will direct cross-functional capture activity with executive sponsors, proposal teams, solution architects, pricing, contracts, and delivery leaders.

Success requires demonstrated federal capture wins, executive-level customer access, disciplined opportunity qualification, and the authority to drive pursuit decisions from initial shaping through award.

Location: Tysons Corner, VA (Hybrid)
Clearance: Active security clearance preferred; ability to obtain and maintain a U.S. Government security clearance required.

Essential Responsibilities:

Opportunity Identification & Qualification

• Develop and execute the Department of State Evolve IDIQ pipeline strategy, aligned with BE’s annual growth objectives and priority bureaus.
• Identify, qualify, and prioritize opportunities using agency budgets, procurement forecasts, acquisition timing, competitive position, customer access, and probability of win.
• Maintain a decision-ready pipeline with documented customer needs, acquisition strategy, competitive intelligence, estimated value, next actions, and executive ownership.
• Build engagement plans for program, acquisition, technology, cybersecurity, and mission stakeholders across domestic and overseas operating environments.

Capture Leadership

• Lead each pursuit from qualification through award, with accountability for capture plans, win strategy, customer engagement, competitive assessment, price-to-win, and gate readiness.
• Set pursuit milestones, assign cross-functional actions, resolve risks, and present investment recommendations to executive leadership.
• Develop partner and subcontractor strategies, negotiate teaming arrangements, and ensure each team strengthens customer access, solution credibility, and competitive position.

Customer & Industry Engagement

• Cultivate relationships with government stakeholders, contracting personnel, industry partners, and system integrators.
• Represent BE at industry events, conferences, customer meetings, and networking engagements.
• Gather and assess customer intelligence to improve competitive positioning.

Proposal Collaboration

• Partner with proposal managers, solution architects, and subject matter experts throughout the proposal lifecycle.
• Ensure capture strategies translate into compelling proposal content and win themes.
• Support color team reviews, proposal strategy sessions, and executive reviews.

Strategic Growth

• Collaborate with Business Development leadership to support annual growth and revenue objectives.
• Provide regular pipeline and capture status reporting to executive leadership.
• Contribute to long-term account planning and strategic initiatives.

• Bachelor’s degree in Business, Management, Information Technology, Engineering, or a related field.
• At least 7 years of federal business development or capture experience, including 5 years supporting Department of State capture, delivery, account growth, or business development.
• Demonstrated success winning Department of State prime or subcontract opportunities.
• Experience capturing programs across at least three of the following domains: cloud modernization, cybersecurity, software engineering, DevSecOps, data platforms, AI/ML, enterprise IT, or zero-trust architecture.
• Proven ability to convert agency mission needs into executable solution strategies, win themes, customer value propositions, staffing approaches, transition plans, and proposal direction.
• Working knowledge of Department of State organizations, procurement practices, contract vehicles, overseas operating requirements, and federal acquisition rules, including FAR, GWACs, IDIQs, BPAs, and task-order competitions.
• Working knowledge of relevant technology and security frameworks, including NIST, FedRAMP, FISMA, RMF, Zero Trust, Agile, and DevSecOps.
• Executive-level communication, presentation, negotiation, relationship-management, and cross-functional leadership skills, with the ability to travel periodically.

Preferred Qualifications

• Demonstrated success winning competitive federal pursuits valued at $50M or more
• Established relationships with Department of State program, acquisition, technology, security, and mission stakeholders, particularly within Diplomatic Technology, Diplomatic Security, Consular Affairs, regional bureaus, or overseas posts.
• Experience with Department of State contract vehicles, incumbent and partner ecosystems, and globally deployed, high-availability, secure, or cleared technology programs.
• Experience shaping cloud migration, application modernization, cyber operations, data analytics, AI/ML, or digital-transformation programs in classified or regulated environments.
• Experience producing technical solution artifacts, including architecture narratives, roadmaps, staffing models, transition plans, and technology demonstrations.
• Active Secret or higher clearance; APMP certification; or experience with mentor-protégé, small-business, and strategic teaming arrangements.

Key Performance Indicators

• Within the first 90 days, deliver an executive-approved Department of State account plan, prioritized Evolve pursuit roadmap, stakeholder map, and documented capture cadence.
• Build and maintain qualified pipeline coverage of at least 3x the annual Department of State bookings target, with current values, milestones, risks, next actions, and probability-of-win assessments.
• Achieve annual targets established with leadership for capture win rate, bookings, priority-bureau relationship coverage, and recompete retention.

Target salary range: $175K - $215K.
*The estimate displayed is the typical salary range for this position based on experience and other factors. The final offer will be determined based on experience, clearance level, demonstrated capture success, agency relationships, and overall qualifications.

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BE, and its wholly owned subsidiary RenXTech, are trusted partners to the national security community, delivering future-forward solutions and cutting-edge support across cyber, technical, analytical, intelligence, and mission operations. Headquartered in McLean, Virginia, we combine deep mission understanding with innovative technologies to help clients meet their most vital challenges. We are committed to providing equal employment opportunities in accordance with all applicable federal anti-discrimination laws. We do not discriminate on the basis of race, color, religion, sex, national origin, age, disability, veteran status, or any other status protected by law.

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