XLA is currently seeking a Capture Manager.
Role Summary
The Capture Manager is responsible for leading the pre-RFP business development lifecycle across multiple clients and opportunities. This includes opportunity identification, client positioning, competitive analysis, partner engagement, and capture planning—all aligned to federal procurement timelines. At GCB, Capture Managers are expected to run multiple parallel captures and coordinate seamlessly with Proposal Managers, Pricers, and client SMEs to maximize win probability.
Responsibilities
- Pipeline Management & Qualification
- Monitor government procurement sites to identify opportunities.
- Apply GCB’s Go/No-Go framework with client input; document rationales in capture system tools.
- Develop and maintain capture plans, including call plans, SWOT, competitor analysis, and price-to-win strategies.
- Map agency stakeholders, buying trends, and contract vehicles.
- Coordinate client participation in agency industry days, pre-solicitation events, and one-on-one meetings.
- Guide clients on shaping RFI/Sources Sought responses to influence acquisition strategies.
- Teaming & Partnerships
- Build partner pipelines aligned with client socio-economic categories and technical niches.
- Support creation of draft workshare models and teaming structures for proposal readiness.
- Solution Development
- Translate client capabilities into value propositions and discriminators.
- Refine win themes, ghosting strategies, and compliance matrices.
- Ensure capture artifacts (customer profiles, competitor matrices, call notes) are documented and accessible to the proposal team.
- Collaboration with Proposal Teams
- Transition opportunities smoothly into proposal phase, providing inputs for technical, management, and pricing volumes.
- Participate in color team reviews, ensuring capture strategy is reflected in proposal narratives.
- Conduct post-mortem reviews to strengthen capture processes and apply lessons learned.
Qualifications
- 7+ years of federal capture management experience with proven wins across DoD, Civilian, or Health agencies.
- Knowledge of federal procurement lifecycle (FAR/DFARS, IDIQ/GWAC task order processes).
- Demonstrated ability to work across multiple clients and manage competing deadlines.
- Strong partner and customer relationship skills; existing networks in at least one major federal agency preferred.
- Familiarity with tools such as GovWin, HigherGov,and MS Office Suite.
- Excellent written and verbal communication skills; APMP Capture Practitioner or similar certification a plus.
EEO Statement
XLA is committed to the full inclusion of all qualified individuals and is an equal opportunity employer committed to supporting equality and integrity in the workplace, professional development and education, and an entrepreneurial atmosphere.
We encourage qualified individuals with disabilities to apply. If a reasonable accommodation is needed to participate in the job application or interview process or to perform essential job functions, please contact our HR team by phone at 703-584-8317 or via email at [email protected]. For persons who are deaf, hard of hearing, deafblind, or deaf-disabled, XLA will provide an American Sign Language (ASL) interpreter where needed as a reasonable accommodation for the hiring processes.
We are proud to be an EEO/VETERAN EMPLOYER.
All qualified applicants will receive consideration for employment without regard to their protected veteran or disabled status and will not be discriminated against for self-identifying with either category
Top Skills
What We Do
XLA is an award-winning government services provider with 250 employees both domestically and internationally. Our core competencies are Program Lifecycle Management, Engineering & Technical Solutions and International Program Support services. These core competencies define XLA. As agencies face declining budgets and a rising demand for services, XLA provides the continuous support needed to overcome those challenges.
XLA has the project management expertise needed to successfully meet contract requirements and provide excellent performance. We consider the needs of the customer, project resource requirements, the quality of deliverables, project costs, task scope control, management reporting requirements and data accuracy/timeliness.
