Capture Engineer

Territory Strategy & Capture Planning

• Own a portfolio of 3–5 states; develop and maintain a territory capture plan for each state defining ICPs, political context, trigger conditions, relationship maps, assets in market, and 90-day activity plans
• Develop state-specific win strategies that include identification of target opportunities, understanding of political and procurement context, and prioritized next actions
• Translate market intelligence from the RevOps/BD Analyst layer into qualified leads and recommended actions tied to specific opportunities
• Lead discovery sessions, technical workshops, and working sessions with state agency stakeholders; pull in Solutions Architects only where technical depth genuinely requires it
• Conduct pre-RFP requirement shaping conversations with agency stakeholders to define procurement requirements that favor Nava’s approach

Stakeholder Relationship Management

• Build and maintain warm, trust-based relationships with 8–12 state agency contacts per territory, including economic buyers, technical evaluators, political blockers, and internal champions
• Deliver value-additive touchpoints to stakeholders — peer state intelligence, federal guidance, relevant case studies — without explicit asks
• Hold credible conversations with state CIOs and agency program directors on agency strategic priorities, federal compliance environment, technical architecture, and operational challenges without needing a lifeline
• Represent Nava at relevant conferences, state-level events, and industry gatherings within assigned territories

AI-Native Content & Asset Generation

• Self-generate outbound materials including one-pagers, briefing packets, state-specific capability summaries, and demo assets using AI-native tools and Nava’s institutional knowledge base
• Develop product-based wedge materials — prototypes, demonstration assets, and click-engagement content — that support the state product-led go-to-market motion
• Operate with an AI-first orientation across intelligence gathering, asset creation, synthesis, and outbound strategy; use AI tools to reduce time on tasks that do not require human judgment

Pursuit & Pipeline Contribution

• Own win theme development and pursuit strategy on below-threshold opportunities; co-lead with the Capture Manager on above-threshold pursuits
• Surface opportunity signals into the pipeline — budget shifts, personnel changes, federal compliance pressure, peer state movements — each tied to a recommended next action
• Cook with RevOps so intelligence flows bidirectionally, oriented to the territory capture plan
• Identify when a POC or product demonstration is the right next move; design and lead those engagements with Solutions Architect depth pulled in as needed