Duty Location: Remote (DC-Maryland-Virginia area)
Travel: Some travel requiredProgram/Team: Business Development and StrategyJob Title: Capture ManagerReports To: Executive Director of Business Development and Strategy
Works With: BD, Operations, Proposals, Pricing, Finance, and Contracts
Type of Position: Full-time
Hours: 40 per week
Responsibilities
General Description of Position
The Capture Manager leads Falconwood’s Business Development team to advance qualified federal opportunities across the Department of War (DoW), Army, DHS, Coast Guard, and other civilian agencies, from pursuit selection through proposal submission and award. The role leads capture planning and coordinates customer insight, teaming, and solution development to position Falconwood for competitive wins
Pursuit Strategy• Lead assigned captures; maintain capture plans, milestones, action owners, and pursuit schedules aligned with Business Development priorities• Assess customer needs, mission requirements, funding, acquisition approach, contract vehicles, timing, and ability to compete• Develop opportunity-specific win strategies, discriminators, value propositions, and win themes supported by customer insight and evidence of Falconwood’s capabilitiesCustomer, Competitor, and Partner Engagement• Plan and conduct customer, industry, and partner engagements with Business Development; document findings, validate requirements, and translate insight into capture actions• Assess incumbents, competitors, likely bidders, and teaming alternatives; identify capability gaps, competitive risks, and actions to strengthen the pursuit• Develop teaming strategies and recommend partners; coordinate roles, workshare, and agreements with Business Development, Operations, and ContractsCapture Reviews, Solution, and Pricing• Lead capture reviews and prepare bid/no-bid recommendations that include a path to compete, such as teaming or solution options to close capability gaps; present opportunity readiness, risks, investment needs, and next steps for leadership decisions• Coordinate technical and management solutions with Operations and subject matter experts; validate staffing, delivery approach, past performance, and execution feasibility• Work with Pricing and Finance on price-to-win analysis, labor mix, cost assumptions, and competitive positioning; align recommendations with profitability and delivery goalsSolicitation Response and Proposal Handoff• Coordinate responses to sources sought, requests for information, and draft solicitations; assess solicitation changes and update pursuit strategy and compliance priorities• Provide a documented handoff to Proposal Management, including the capture plan, customer insights, solution, teaming commitments, win themes, and pricing assumptions• Support proposal strategy, reviews, and responses to government questions; maintain accurate opportunity records and conduct post-award lessons learned with the team• Comply with procurement integrity, organizational conflict of interest, and ethics requirements in all customers, incumbent, and partner engagements
Leadership
• Act as deputy to Executive Director of Business Development and Strategy Mentor members of the BD Team
QualificationsExperience Requirements• At least 7 - 10 years of experience in federal capture, business development, or proposal management, including demonstrated leadership of competitive pursuits• Experience developing capture plans, win strategies, competitor assessments, teaming approaches, and bid/no-bid recommendations• Working knowledge of federal acquisition processes, solicitation requirements, evaluation criteria, and proposal development• Ability to coordinate cross-functional teams and manage multiple pursuits, deadlines, and priorities without direct supervisory authority• Experience aligning technical solutions, staffing, past performance, and pricing with customer needs and evaluation criteria• Experience in the Shipley Proposal development and review process (color reviews, etc.) to create winning proposals• Strong written communication, presentation, relationship management, analytical, and negotiation skills; proficiency with Microsoft Office and opportunity tracking tools (e.g., Salesforce, GovWin)
Education RequirementsBachelor’s degree in Business Administration, Management, Engineering, Information Technology, or a related discipline, or an equivalent combination of education and directly relevant federal capture experience.
Clearance RequirementAbility to obtain and maintain a security clearance and meet customer access requirements for assigned pursuits. An active clearance (Secret or higher) is preferred and may be required for specific assignments.
Preferred Qualifications
• Experience capturing opportunities with DoW, Army, DHS, Coast Guard, or other civilian agencies, and translating technical capabilities into customer-focused solutions• Familiarity with federal contract vehicles, including GWACs, IDIQs, and other multiple-award contracts (e.g., GSA MAS, OASIS+, Alliant 3, NASA SEWP), task-order competitions, and small business teaming arrangements• Experience with Non-FAR based acquisition processes such as Commercial Solutions Opening and Other Transaction Agreements• Experience with IT modernization, cybersecurity, cloud, engineering, logistics, or enterprise business systems; formal capture or proposal management training• Federal Capture and proposal development certifications: APMP, Shipley, or similar
Pay Range150k - 160k
Skills Required
- At least 7–10 years of experience in federal capture, business development, or proposal management
- Demonstrated leadership of competitive pursuits
- Experience developing capture plans, win strategies, competitor assessments, teaming approaches, and bid/no-bid recommendations
- Working knowledge of federal acquisition processes, solicitation requirements, evaluation criteria, and proposal development
- Ability to coordinate cross-functional teams and manage multiple pursuits, deadlines, and priorities without direct supervisory authority
- Experience aligning technical solutions, staffing, past performance, and pricing with customer needs and evaluation criteria
- Experience with the Shipley proposal development and review process
- Strong written communication, presentation, relationship management, analytical, and negotiation skills
- Proficiency with Microsoft Office and opportunity tracking tools such as Salesforce or GovWin
- Bachelor’s degree in Business Administration, Management, Engineering, Information Technology, or a related discipline, or equivalent education and directly relevant federal capture experience
- Ability to obtain and maintain a security clearance and meet customer access requirements
- Experience capturing opportunities with the Department of War, Army, DHS, Coast Guard, or other civilian agencies
- Familiarity with federal contract vehicles including GWACs, IDIQs, GSA MAS, OASIS+, Alliant 3, NASA SEWP, task-order competitions, and small business teaming arrangements
- Experience with non-FAR acquisition processes such as Commercial Solutions Openings and Other Transaction Agreements
- Experience with IT modernization, cybersecurity, cloud, engineering, logistics, or enterprise business systems
- Formal capture or proposal management training
- APMP, Shipley, or similar federal capture or proposal development certification
- Active Secret or higher security clearance
What We Do
Falconwood, Inc. is a veteran-owned, woman-owned business management and technology consulting firm headquartered in Arlington, Virginia. Founded in 2002, it supports Department of Defense agencies with impartial advice and secure, cost-effective information-technology services and applications. Its capabilities span IT planning, analysis, design, development, testing, integration, implementation, cybersecurity, cloud solutions, logistics, program management, systems engineering, acquisitions, data science, and business intelligence.
