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

• 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.

• 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

• 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

• 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

Senior Capture Manager

• Lead assigned opportunities from initial identification through pursuit, capture, proposal, and post submission phases.
• Ensure each opportunity progresses through Markon’s BD lifecycle gates (Identified → Qualified → Pursuit → Capture → Proposal → Award).
• Work closely with the Growth team to maintain a healthy, well-qualified pipeline aligned with Markon’s growth strategy.
• Conduct early opportunity assessment to determine alignment with Markon’s capabilities, past performance, and strategic goals.
• Develop preliminary win themes, customer hot buttons, competitive landscape insights, and teaming considerations.
• Engage internal SMEs to validate solution feasibility and qualification criteria.
• Develop and execute comprehensive capture plans, including win strategy, solution approach, client engagement plan, and competitive positioning.
• Build and maintain strong relationships with existing and prospective Federal clients, program offices, and acquisition personnel.
• Manage all capture documentation including Gate Briefings, Capture Plans, and Bid/No Bid recommendations.
• Partner with Proposal Management to ensure smooth handoff from Capture to Proposal.

Business Development – Capture Manager

• Collaborate with the Division Capture Managers to ensure adherence to Business Acquisition Process, capture approach, team staffing, and roles and responsibilities
• Develop efficient and effective capture execution plans in response to complex solicitations from U.S. Government and other customers
• Lead collaborative, engaged teams to develop, review, and submit proposals that effectively represent our strategy and baseline while eliminating non-compliances and limiting weaknesses
• Responsible for mentoring, coaching, and training a capture teams across the sector

Manager, Capture Management

• The Senior Director of Capture Management serves as a strategic leader within Agile Defense's Growth organization, reporting directly to the Chief Revenue Officer (CRO).
• This role is responsible for establishing, standardizing, and enforcing capture management processes, methodologies, and best practices across all six divisional Pods (Air Force, Army, Navy, CCMD/4th Estate, Federal Civilian, and DHS).
• The Senior Director will drive process rigor, pipeline hygiene, and capture excellence by providing oversight, mentorship, and governance to the Capture Leads embedded within each Pod.
• This individual will ensure consistent execution of the capture lifecycle, from opportunity identification through proposal submission, while maintaining the integrity of the pipeline, enforcing gate reviews, and delivering actionable intelligence to executive leadership on win probability, pipeline health, and revenue forecasting.
• The Senior Director will be instrumental in building a scalable, repeatable capture framework that accelerates Agile Defense's growth trajectory across the federal marketplace.

Senior Director of Capture Management

• Exhibit exceptional collaboration, and team-building skills while managing diverse, cross-functional teams.
• Formulate clear Win Themes and Value Propositions for each capture initiative.
• Analyze the customer marketplace and stakeholder organizations to identify market drivers and trends, informing strategic decision making.
• Cultivate and maintain strong internal and external relationships with key stakeholders, including team partners, industry associations, and customer decision-makers.
• 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 (e.g., Salesforce) in adherence with the Northrop Grumman Business Acquisition Process (BAP) to drive capture performance and win probability.
• Implement sector-specific processes that enhance overall capture win rate and secure large-scale opportunities.

Capture Manager – Launch and Exploration, TS/SCI Clearance

• Drive the strategic capture efforts for the Multi-Domain Operations (MDO) Division within the Space Systems sector.
• Play a direct role in achieving both near- and long-term growth objectives.
• Work closely with leadership across levels and business functions to 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 price-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, informing strategic decision making.
• Cultivate and maintain strong internal and external relationships with key stakeholders, including team partners, industry associations, and customer decision-makers.
• 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 (e.g., Salesforce) in adherence with the Northrop Grumman Business Acquisition Process (BAP) to drive capture performance and win probability.
• Implement sector-specific processes that enhance overall capture win rate and secure large-scale opportunities.

Senior Manager, Capture Management – TS/SCI

• Supporting Capture Process Leadership by driving utilization of capture tools and resources to validate assumptions and market discriminators
• Co-leading capture activities throughout the BAP, integrating functional boundaries as facilitator, coach, and trainer
• Developing and executing acceleration strategies, P-Win/P-Go Improvement Plans, win & shaping strategies, critical assumptions/uncertainties, and customer engagement strategies
• Guiding Strategic Development by supporting creation portfolio-management frameworks, capture strategies including acceleration, win & shaping strategies, Pwin/Pgo improvement and customer-value propositions that differentiate technical, management, and business offerings
• Supporting the identification target customers, synthesize competitive assessments, and support make/buy and Price-to-Win decision cycles
• Supporting Team Enablement & Training by providing just-in-time training for capture and proposal teams to navigate the BAP successfully
• Collaborating with Capture, Business Development, CA/CI, Proposal, and support teams throughout the capture lifecycle
• Supporting the development of win themes, call plans, and capture themes; advise Capture Managers on proposal generation
• Driving Leadership & Communication by advising senior leadership on strategy, associated risks, and mitigation actions to maximize win probability
• Supporting the preparation of schedules, risk/opportunity registers, and coordination with functional organizations
• Co-developing and facilitate technical, management, and business value propositions for customer contact plans and proposal documentation
• Supporting/Leading diverse, cross-functional teams (5+ members), fostering an inclusive environment of respect, accountability, and high performance
• Helping to connect team efforts to the broader strategic business picture; inspire and motivate team members

Manager Capture Management – Capture Strategist

• Support and lead capture efforts within the defense market
• Develop winning strategies and customer engagement efforts
• Coordinate and lead gate reviews and documentation during the capture life cycle
• Facilitate transition from capture to proposal

Defense Capture Manager – Lead

• Lead opportunity research, qualification, and pursuit of federal contracting opportunities.
• Develop overall capture plan that includes technical, management, staffing, past performance, teaming, and pricing strategies.
• Develop account plans and gather customer intelligence in collaboration with program personnel and executive management.
• Lead cross-functional teams that will include program leadership, senior leaders, subject-matter experts and corporate teams (e.g., finance, recruiting) to successfully win new workShape the RFP prior to release through strategic customer engagement.
• Foster and maintain strong relationships with Government Agencies, industry partners, and potential customers.
• Drive improvements in business development, capture, and account planning processesPerform competitive intelligence and gap analysis.
• Develop strategic relationships for teaming and subcontracting.

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