Capture Manager

• Guidehouse is seeking a Pinnacle Capture Leader aligned to our Federal Health segment
• Responsible for shaping, leading, and winning large, complex capture efforts across the HHS and VA markets
• Serve as the single accountable capture leader for major and priority pursuits
• Integrate customer engagement, competitive intelligence, solution shaping, teaming, pricing strategy, and proposal execution
• Build and sustain trusted relationships with senior leaders and stakeholders across Federal Health organizations
• Lead customer shaping activities, including requirements influence, acquisition strategy insight, and early solution positioning
• Create new pipeline of projects with strategic partners and develop pursuit to close plans
• Develop and execute win strategies, including incumbent displacement strategies
• Conduct competitive intelligence and Black Hat analysis
• Define clear discriminators, value propositions, and win themes aligned to operational outcomes, compliance, and impact
• Lead teaming and partner strategies, including primes, niche technology providers, and small businesses
• Provide leadership over proposal development
• Own bid/no-bid decisions, capture budgets, and investment strategies for designated major Federal Health pursuits

Capture Leader – Federal Health

• 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

• Develop and lead new business captures within MSP
• Build the teams and develop win strategies
• Guide solutioning (technical and programmatic)
• Lead gate reviews and ensure delivery of competitive bids
• Engage with customers and industry partners
• Drive cross-functional collaboration with internal organizations and stakeholders
• Create and deliver presentations and white papers
• Manage applicable resources, including staffing and new business funds
• Support MSP Annual Operating Plan (AOP) and Long-Range Planning (LRP) activities
• Collaborate with RTX Global Government Relations at the Federal, State/Local on Public Policy

Associate Director, Capture Management – Missions Solutions & Payloads

• Manage and actively increase the probability of win for contracting opportunities; manage full lifecycle of opportunities across various contract vehicles
• Execute capture plans for pre-qualified pursuits, ensuring alignment with win strategy and customer priorities
• Conduct research, opportunity analysis, and competitor assessments to strengthen positioning
• Add to Mind Computing body of knowledge of identified key clients
• Coordinate internal gate reviews, status reporting and ensure capture artifacts are complete and actionable
• Collaborate with solution, pricing, contracts, and proposal teams to shape compliant and compelling responses
• Support teaming strategy, partner coordination, and subcontractor engagement
• Assist with pricing inputs, win themes, and value proposition development
• Maintain disciplined documentation and reporting across the capture lifecycle
• Actively manage opportunity pipeline; ensure accuracy and maintain data hygiene in Mind Computing CRM system
• Contribute to various projects and initiatives as assigned, demonstrating adaptability and a collaborative mindset

• Lead end-to-end capture management for assigned opportunities, maintaining full accountability for capture strategy and execution.
• Develop and execute capture strategies that align customer needs, acquisition approaches, and the capabilities of Citizant and its partners to maximize win probability.
• Conduct competitive assessments, including incumbent analysis, to inform capture strategy and positioning.
• Identify, map, and engage key stakeholders, decision-makers, and influencers through structured customer engagement and call plan execution.
• Develop and recommend teaming strategies that optimize capability, customer intimacy, and past performance.
• Shape opportunities through RFI responses, Sources Sought, and other pre-RFP market research to influence acquisition strategies, procurement approaches, and evaluation criteria to create competitive advantage.
• Develop and maintain detailed capture plans, gate review materials, and opportunity data in Salesforce to ensure visibility.
• Support solution development activities, including win themes, solution sessions, and Blue Team/Storyboard development, by providing insight into the customer, competition, and opportunity.
• Support competitive analysis and Black Hat reviews.
• Contribute to proposal development and color team reviews, ensuring alignment to win themes and customer evaluation criteria.

• 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

• Own capture strategy
• Define win themes, competitive positioning, and pursuit strategy
• Ensure alignment between customer needs, product capabilities, and proposal approach
• Own the capture lifecycle from qualification to submission with clear timelines, milestones, and accountability
• Help define which opportunities webAI should pursue and ensure focus on high-probability, high-impact efforts
• Build repeatable systems
• Develop and maintain reusable artifacts (past performance, quals, etc.)
• Build playbooks for different contract types and pathways
• Continuously refine approach based on outcomes and feedback

• Identify, qualify, and maintain a robust pipeline of opportunities aligned with corporate growth goals and strategic IT focus areas.
• Cultivate and leverage established relationships within the DoN to shape and capture emerging C5ISR and enterprise IT opportunities.
• Lead capture activities for high-priority pursuits, including developing win themes, value propositions, and Price-to-Win (PTW) strategies.
• Engage directly with customers, contracting officers, and industry partners to gather intelligence and influence procurement strategies.
• Identify and negotiate with strategic teaming partners and subcontractors to build competitive and compliant delivery teams.
• Maintain a deep understanding of Navy acquisition vehicles, including Navy-specific OTAs.
• Lead "Gate Reviews" and provide briefings to executive leadership to justify bid/no-bid decisions and capture resource allocations.
• Collaborate closely with the Proposal Manager to transition capture intelligence into compelling narratives and participate in Color Team reviews.
• Partner with internal SMEs to ensure our Cloud, Cyber, and DevSecOps solutions align with specific PAE and mission-level requirements.

Capture Manager – Navy

• Drive new business revenue through managing team engagement
• Conduct monthly coaching sessions and quarterly business reviews
• Support key customer sales opportunities
• Develop and maintain solution account plans
• Establish strong relationships with critical client executives

Senior Director, Capture Management – Government Sales

• Drive new business revenue through managing SA and CM team engagement
• Conduct monthly coaching sessions with SA and CM reps
• Support key customer sales opportunities
• Develop close plans for critical deals
• Paint strategic roadmap to increase customer value

• Provide overall leadership to the team and manage day to day activities
• Drive new business revenue through managing SA and CM team engagement
• Conduct monthly coaching sessions with SA and CM reps
• Support key customer sales opportunities
• Take a leadership role in positioning new solutions with clients
• Develop and maintain solution account plans

• Build, qualify, and manage a strategic federal pipeline using tools such as SAM.gov, GovWin, agency forecasts, and customer engagement activities.
• Identify opportunities early in the acquisition lifecycle and shape customer requirements pre-RFP to improve competitive positioning and probability of win.
• Develop and execute comprehensive capture plans including win themes, competitive analysis, stakeholder mapping, gate reviews, teaming strategies, and price-to-win assessments.
• Construct pricing volumes and rough order magnitude (ROM) estimates across FFP, T&M, and CPFF contract structures, including labor category alignment, CLIN development, and option year escalation modeling.
• Apply working knowledge of FAR/DFARS regulations, federal acquisition processes, and contract vehicles including GSA MAS, SEWP, OASIS, and GWAC environments.
• Partner closely with Business Development, Sales, and Solutions Engineering teams to align customer mission requirements with Zignal Labs platform capabilities.
• Coordinate proof-of-concept activities and technical evaluations in partnership with Solutions Engineering and Product teams.
• Co-manage strategic teaming relationships with federal systems integrators, prime contractors, and strategic partners.
• Support negotiation and execution of teaming agreements, subcontractor coordination, and partner engagement activities.
• Lead RFI, Sources Sought, and RFP response efforts end-to-end, including coordinating internal contributors, managing reviews, and ensuring compliant and differentiated submissions.
• Coordinate cross-functional resources across product, engineering, marketing, legal, customer success, and executive leadership throughout active pursuits.
• Deliver executive-level briefings, customer presentations, and operational discussions to technical and non-technical audiences.
• Maintain awareness of procurement trends, competitor positioning, acquisition strategies, and evolving mission requirements across defense, intelligence, and regulated industry markets.
• Represent Zignal Labs at industry events, customer meetings, and partner engagements.

• Lead capture strategy and execution for priority opportunities aligned with Scout’s SDA payloads and mission software
• Analyze customer needs, mission requirements, and competitive landscape to shape and position opportunities early
• Collaborate with engineering, product, and leadership teams to define mission architectures and technical solutions
• Own development of compliant, compelling technical proposals and supporting materials
• Translate Scout’s capabilities into clear, mission-relevant value propositions and win themes
• Coordinate cross-functionally to align technical, pricing, and programmatic inputs
• Engage with customers, partners, and industry stakeholders to strengthen positioning and relationships
• Identify risks and develop mitigation strategies to improve proposal competitiveness
• Build and maintain reusable proposal content and capture best practices
• Continuously refine capture processes to improve win rates and execution efficiency

• 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

Capture Manager – SOCOM

• Support defense growth strategy through pipeline development, capture planning, and contracting pathway analysis.
• Help the company identify and pursue government opportunities, support proposals, and track potential contracts.
• Tackle ambiguous, high-priority problems across the company.
• Research new technologies, markets, and opportunities.
• Support engineering with testing, analysis, and prototype development.
• Build scrappy solutions, tools, or processes when something doesn’t exist yet.

Business Development – Capture Manager

• Drive the strategic capture efforts for the Launch and Exploration Division (LED)
• Support the LED Business Development team’s near- and long-term growth objectives
• Manage large capture opportunities, from customer engagement and strategy formulation to international capture, resource planning, and acquisition processes
• Exhibit exceptional leadership, collaboration, and team-building skills while managing diverse, cross-functional teams
• Develop and execute capture strategies and tactics that result in competitive assessments, effective teaming strategies, and robust prices-to-win analyses
• Formulate clear Win Themes and Value Propositions for each capture initiative
• Analyze the customer marketplace and stakeholder organizations to identify market drivers and trends
• Cultivate and maintain strong internal and external relationships with key stakeholders
• Coordinate and collaborate with line-of-business management, finance, contracts, global supply chain, technology, and engineering teams, ensuring consistent communication and effective execution
• Leverage Customer Relationship Management (CRM) tools to drive capture performance and win probability
• Implement sector-specific processes that enhance overall capture win rate and secure large-scale opportunities

Senior Capture Management, Launch and Exploration

• Assist Capture Leads and program teams with coordination of active pursuits and growth initiatives.
• Support development of capture materials, including briefings, summaries, and background documents.
• Conduct research on customers, programs, and competitors to inform pursuit strategies.
• Assist in organizing and maintaining capture artifacts, documentation, and shared repositories.
• Support internal reviews, gate processes, and milestone tracking for capture activities.
• Help track action items, risks, and dependencies associated with ongoing pursuits.
• Assist with proposal preparation tasks, including formatting, editing, and compliance checks.
• Support coordination of inputs across technical, program, and functional teams.
• Help ensure consistency and organization of proposal content and supporting materials.
• Conduct targeted research on agency priorities, budgets, and mission areas.
• Analyze competitor activity and contract landscapes to support opportunity shaping.
• Synthesize research findings into clear summaries, briefing slides, or supporting materials.
• Maintain trackers, timelines, and status updates for capture-related activities.
• Coordinate meetings, prepare agendas, and document notes and action items.
• Organize and manage files across collaboration tools such as SharePoint, Teams, etc.

Capture Management Intern

• Lead engineering teams in developing concepts and solutions that address customer‑identified technology needs and warfighter capability gaps.
• Lead cross‑functional teams in creating compelling white papers and developing winning proposals.
• Lead program teams in the successful execution of technology‑focused contracts.
• Build strong, trusted relationships with customers, competitors, industry partners, and government organizations to gather business intelligence and shape winning teams.
• Develop and lead internal investment projects, including Internal Research and Development (IRAD) and capital initiatives, to strengthen new business opportunities and program execution.
• Support the AMTT Director in developing and executing strategy, meeting financial commitments, and managing budgets.
• Support the AMTT Director with internal and external communications, reviews, and business reporting.
• Mentor, coach, and train employees across multiple functions to foster an innovative, flexible, and high‑performing team environment.
• Maintain a Raytheon presence at key technical conferences and meetings.
• Travel as required to support customers, partners, and program objectives.

Associate Director, Advanced Materials – Program and Capture Management

• Manages assigned opportunities through the HII growth process
• Gathers and updates intelligence on competitive positioning
• Develops and owns capture plan and capture strategy, coordinating with Portfolio Leads to establish technical solutions, identify key personnel/SMEs, and assess strongest past performance references
• Builds and sustains customer relationships – Operational/Technical and Customer/Contract
• Identifies, conducts due diligence, and sustains B2B relationships initiating NDAs and Teaming Agreements following proper approval protocols and Portfolio Lead coordination
• Plans and manages coordinated customer interface via targeted Customer Call Plans
• Defines and manages B&P budget
• Leads competitive analysis, price-to-win analysis, and establishes team cost targets
• Oversees transition of capture plan into the proposal management plan. Works with proposal core team on win strategy and solution. Initiates and schedules decision gate reviews, providing slides NLT 24 hours prior.
• Drives or contributes to gate reviews/milestone updates.
• Supports color team reviews
• Reviews assigned IDIQ pipeline and markets/capabilities via business intelligence methods/engagements to identify opportunities that align with ADO service offerings
• Enters identified opportunities into Sales Force in coordination with VP, ADO Growth to properly align to appropriate capture lead
• Supports all growth initiatives with business intelligence or personal expertise/experience
• Leads the development of RFIs and Sources Sought Responses, as directed
• Leverages MT Division assets (business intelligence, account managers, market assessment, AI/ML solutions, etc.) to support capture and growth initiatives

Capture Management Specialist – Level 4

• Be a key member of the BD team who works on top pursuits and contributes to company growth
• Self starter who is able to successfully build teams and implement Win Strategy
• Meet with customers to learn their key requirements and show how AMERICAN SYSTEMS can meet their needs
• Work across the company to develop and implement win strategies to increase competitive advantages on bids and best position AMERICAN SYSTEMS
• Leads and negotiates teaming agreements and strategic alliances
• Work with the Solutions team to develop competitive solutions that meet customer requirements and hit the Price to Win
• Advise and support other capture efforts by supporting color team reviews
• Understanding of legislative process
• Existing relationships with outside stakeholders to include key customers and community stakeholders

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