Capture Manager

• Capture manager prepares information for decision gates and color team reviews
• Once management makes a decision, the capture manager oversees the execution of the plan to drive the outcomes management has approved
• Leading the assigned opportunity through (tailored) BAP activities, from an approved Gate 1 (pursue decision) through Gate 2 (bid decision)
• Capture manager supports the proposal team in a consulting role post approved Gate 2
• Managing the capture process, recommending process tailoring, defining, and prioritizing all pursuit team activities
• Forming the core capture team
• Establishing capture team (& consultant partners as necessary)
• Responsible for resource need requests, including staffing for the pursuit development and proposal phases
• Determining and prioritizing customer ‘hot buttons’ and issues, folding into the pursuit strategy
• Creating and validating Customer Value Propositions and completing executive summary (started by BD Manager)
• Assessing competitive position to inform the win strategy
• Initiating teaming agreements and small business plan, as needed
• Planning, holding, and participating in key decision Gates and progress reviews
• Ensuring completion of Technical Baseline Review (TBR), Color Teams (i.e. Black Hat, Blue Team, Green Team, Pink Team, and Red Team), Proposal Cost Reviews (PCR), Pricing reviews, and assists in presentation development
• Travel as necessary
• Conducting lessons learned/analysis

Principal, Capture Management

• Present and promote products and services to existing and prospective customers
• Perform cost-benefit and needs analysis to meet existing and prospective customer needs
• Establish, develop and maintain positive business and customer relationships
• Work with internal stakeholders to expedite the resolution of customer issues
• Coordinate sales efforts with team members and other departments
• Analyze the sales potential of customers and markets
• Track and document sales activities
• Assist in generating strategic capture plans and garner internal support to implement them
• Gather and report on customer needs, problems, interests, competitive activities
• Identify and make internal recommendations for new products and services
• Develop and maintain excellent relations with customers
• Ensure continuing customer relations and an effective flow of information to deliver business objectives.

Senior Capture Management Professional

• Lead full lifecycle capture activities for SOCOM and Special Operations opportunities from qualification through award
• Develop and maintain formal capture plans, win strategies, competitive assessments, and action trackers
• Identify and influence opportunities prior to RFP release
• Drive opportunity shaping activities with customers, partners, and internal stakeholders
• Conduct Black Hat, SWOT, Price-to-Win, and competitive positioning analyses
• Build discriminators and compelling value propositions tied to operational mission outcomes
• Develop and maintain relationships across SOCOM organizations, components, labs, and mission partners
• Represent the company at industry days, operational demonstrations, technical exchanges, conferences, and customer meetings
• Help translate customer pain points into capture and solution strategies
• Own strategic captures across SOCOM and adjacent defense/intelligence customers
• Maintain accurate opportunity status, risk assessments, and forecasting within CRM
• Support pipeline reviews, gate reviews, bid/no-bid decisions, and executive reporting
• Coordinate with leadership to prioritize pursuits based on strategic fit, P-win, and resourcing
• Partner closely with Solution Architects, Technical SMEs, and Proposal Managers to shape technically credible and operationally relevant solutions
• Ensure capture intelligence, customer insights, and win themes are translated into proposal artifacts
• Support storyboard development, proposal reviews, color teams, and oral presentations
• Drive continuity between pre-RFP shaping, proposal response, and post-award transition
• Contribute to long-term SOCOM growth strategy, market positioning, and account planning
• Help identify adjacent growth opportunities, transition pathways, and programs of record

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Principal, Capture Management

Senior Capture Management Professional

Capture Manager – SOCOM