Capture Manager

OBXtek is seeking a Capture Manager to lead the business development and capture activities for our IT and Cyber Solutions Center of Excellence. This position location is in McLean, VA.

The position is focused on identifying, qualifying, and capturing opportunities within the Federal Government customer set, continuing to build the OBXtek reputation in information technology and cyber solutions within the DoD market. Responsible for building and maintaining the COE business pipeline, executing the BD process, maintaining a high win probability, and growing business by winning.

• Oversee and direct the capture process for business development opportunities, working cross-functionally with proposal, technical, and executive teams to ensure cohesive and best-fit strategies.
• Drive solutions development activities for new pursuits, including applying black-hat and white-hat assessments to determine opportunities’ feasibility and identify risks, challenges, and/or mitigation strategies.
• Collaborate closely with internal teams, including growth and capture, technical, and executive leadership, to ensure a cohesive approach to opportunity pursuit. This also includes assessing potential teammates and negotiating terms for NDAs/TAs.
• Lead teaming discussions and negotiations for both prime and subcontractor bids with a focus on the balance between OBXTEK priorities, technical solutioning, and pricing.
• Collaborate with proposal teams, including supporting color reviews, to develop compelling and competitive proposals that distinguish OBXtek and highlight win themes without compromising client needs and requirements.
• Cultivate and nurture relationships with key stakeholders, government agencies (primarily Civil, Military, and Health), partners, and industry influencers to enhance the company's visibility and credibility for potential new client spaces and technologies.
• Collaborate with cross-functional proposal teams to develop compelling and compliant narratives that effectively communicate solutions and differentiators.
• Support financial analyses, including cost estimation, pricing strategies, and ROI assessments, to support decision-making and proposal development.
• Monitor and report on capture progress, highlighting key milestones and potential areas of concern.
• Identify and mitigate risks associated with growth and capture activities, ensuring optimal prioritization of pursuits and effective resource management throughout the Capture and proposal lifecycle.
• Craft and deliver persuasive presentations to clients, partners, and internal teams, effectively conveying OBXTEK’s value proposition and capabilities.
• Establish key performance indicators (KPIs) and metrics to measure the effectiveness of bid and pursuit strategies, adjusting tactics as needed to ensure continual improvement.
• Regularly report to executive leadership on pipeline velocity and capture outcomes.

Qualifications:

• Candidates must be able to provide proof of US Citizenship.
• Bachelor’s degree in business, Marketing, Computer Science, Engineering, or a related field.
• 10+ years of experience (or 5+yrs w/ master’s degree) in successfully leading captures in Civil, Military, and Health IT and Cyber markets with a deep understanding of Government procurement processes.
• Prior Government Service experience with Federal, DoD and/or Civilian Agencies' markets.
• Experience with Military Health is highly preferred.
• Expertise in the application and tailoring of Shipley best practices toward capture management.
• Leadership skills to develop, organize and execute significant capture activities, including building industry teams, assessing win probability, and executing Customer call plans to shape acquisitions.
• Proven track record of successful capture management across multiple DoD and/or FedCiv organizations at a variety of acquisition sizes and types.
• Ability to lead capture efforts, including customer contact, opportunity identification and analysis, competitive intelligence, gap analysis, teaming strategy, teaming outreach, negotiating teaming agreements and being a key member of proposal response team.
• Strong proposal development and writing skills, successfully conveying information in executive summaries.
• Experience in financial analysis, budgeting, and pricing strategies for complex projects across multiple contract types (FFP, T&M, etc.).
• Experience managing and incorporating BOE into the capture process.
• Ability to gain internal support, operate independently with limited supervision and feedback, and establish collaborative relationships with Solution architects, Line management, and peers within an organization.