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

• 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

• 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

• 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

Senior Director, Capture Management – Government Sales

• Win major pursuits as the consultative sales process leader, contributing strategy, business development best practices and sales leadership to create competition beating win strategies.
• Direct discovery, pre-positioning, differentiation, and delivery strategies for major transformative programs with current/prospective clients and internal partners.
• Analyze competitive landscapes, leveraging insights from recent wins and losses to refine strategies.
• Promote a collaborative approach, leveraging multidisciplinary teams from across the region and globe to deliver value-driven, client-focused outcomes.
• Ensure partnership between technical, marketing and bidding staff for proposal best practices.
• Champion the complete lifecycle of the sales process, ensuring quality assurance and adherence to Go/No-Go rigor.
• Coordinate with marketing to execute strategic campaigns aligned with key opportunities.
• Ensure compliance with commercial, financial, legal, and governance elements of contracts.
• Drive accountability for delivering sales metrics and achieving high capture rates.
• Align AECOM’s initiatives with client priorities, focusing on sustainability, resilience, and cutting-edge solutions.
• Help to build and maintain a diversified pipeline of qualified opportunities, ensuring alignment with business strategy and goals.

Capture Management Director

• 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.

• Identify and qualify new federal contracting opportunities through market research, agency engagement, GovWin IQ, SAM.gov, and industry events.
• Build and maintain a robust, qualified pipeline aligned to the company’s growth strategy and target agency priorities.
• Develop and execute account plans for priority agencies, including relationship maps, budget alignment, and incumbent analysis.
• Represent the company at industry days, conferences, and government-facing events to build brand presence and strategic relationships.
• Conduct competitive intelligence and market assessments to inform bid/no-bid decisions and positioning strategies.
• Lead capture efforts for strategic opportunities from identification through proposal kickoff, ensuring strong win themes and discriminators are established early.
• Develop and maintain capture plans, including competitive assessments, teaming strategies, solution development, and price-to-win analysis.
• Identify and negotiate teaming agreements with partners, subcontractors, and joint venture candidates.
• Present opportunity status, win strategy, and resource requirements at pipeline reviews and gate reviews with senior leadership.
• Collaborate with technical, pricing, and proposal teams to ensure seamless capture-to-proposal transitions.
• Cultivate and maintain relationships with contracting officers, program managers, and government stakeholders across target agencies.
• Engage with industry partners, small business offices, and prime contractors to identify teaming and subcontracting opportunities.
• Serve as a trusted advisor to agency clients, understanding their mission needs and positioning the company’s capabilities as solutions.
• Maintain accurate and up-to-date records in Salesforce including opportunity stage, probability, and pursuit activities.
• Contribute to BD metrics reporting, forecast accuracy, and go/no-go decision frameworks.
• Support lessons learned processes after award decisions to continuously improve capture effectiveness.

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