Capture Manager- Remote or Hybrid DC

Key Responsibilities

• Lead Full-Lifecycle Capture Efforts: Provide strategic leadership and full ownership of major capture initiatives, guiding pursuits from early capture and shaping through proposal submission and contract award. Drive capture strategies for large ($50M+) and complex opportunities, with full accountability for win strategy (themes and differentiators, teaming and partner relationships, and resource management (including capture budgets) to meet DSA’s growth objectives.
• Mission Solution Integration & Capability Translation: Develop a deep understanding of DSA's enterprise capabilities, technical solutions, and past performance across the Department of Defense and other markets, and translate those capabilities into differentiated solutions for DHS, DOJ, and Federal Civilian customers. Identify opportunities to leverage existing DSA intellectual property, platforms, mission systems expertise, AI/ML capabilities, cloud modernization experience, logistics and operational technology solutions, and engineering capabilities to solve emerging customer challenges and create new market opportunities.
• Strategic Opportunity Planning: Develop robust capture plans and win strategies for each qualified pursuit, leveraging thorough market research and stakeholder insights to maximize Pwin (probability of win).
• Executive Client & Partner Engagement: In conjunction with BD support, cultivate and manage senior-level relationships with government customers, teaming partners, subcontractors, and industry peers. Engage directly with key decision-makers, stakeholders, and end users (including at the executive level) to gather intelligence, influence acquisition approaches, shape requirements, and secure strategic partnerships that enhance DSA’s competitive position, including attendance at strategically important government and industry conference events and industry groups.
• Account & Pipeline Leadership: In support of the Senior Vice President for FedCiv, manage and mature the pipeline of opportunities across the Federal Civilian market. Lead selected customer intimacy/business development efforts (approximately 35%) and present account strategies and pipeline health to corporate leadership. Proactively identifying adjacent markets and mission areas where DSA's existing capabilities, platforms, and past performance can be leveraged to expand the company's addressable market.
• Cross-Functional Team Leadership & Mentorship: Assemble and lead high-performing cross-functional capture teams, including business unit technical subject matter experts, solutions architects, pricing analysts, proposal managers, contracts, recruiting and other stakeholders. Provide clear guidance, direction, and accountability throughout the capture process, ensuring each team member is aligned with the win strategy. Mentor and develop junior capture/business development staff, fostering best practices and building the next generation of capture leaders within DSA.
• Solution Strategy & Win Theme Development: Partner with technical and operations teams to shape innovative, customer-focused solutions that address client needs and capitalize on DSA’s capabilities and discriminators. Define compelling win themes, technical and management approaches, and differentiators that give DSA a competitive edge.
• Proposal Strategy & Oversight: Drive proposal development activities in partnership with proposal management teams, ensuring proposals are fully responsive, compelling, and compliant. Integrate capture strategy into proposal volumes, including overseeing pricing strategies (priced-to-win), teaming, solutions, win themes, key differentiators, and compliance reviews to present a winning, customer-aligned bid.
• Market & Competitive Intelligence: Conduct thorough market research and competitive analysis (e.g., competitor positioning, customer hot buttons, industry trends) to inform capture strategies. Continuously monitor DHS/FedCiv market developments and leverage insights to refine DSA’s positioning and increase win probability for each pursuit.
• Continuous Improvement & Knowledge Sharing: Champion best practices in capture management across the organization. Lead capture debriefs and after-action reviews to document lessons learned and refine DSA’s capture processes. Drive improvements in capture methodologies, approaches, and tools, contributing to the overall maturity and success of the Strategic Growth team.

Basic Qualifications

• 10+ years of experience in federal business development, capture management, or related roles, with progressively increasing responsibility.
• Proven track record of leading and winning significant federal captures, including single-award pursuits valued at $50M+ where you were accountable for capture strategy, customer engagement, and proposal through award.
• In-depth knowledge of DHS and Federal Civilian (FedCiv) markets, including a strong understanding of customer missions, procurement processes, and competitive landscape within these agencies.
• Expert familiarity with federal procurement practices and tools, including opportunities identification platforms (e.g., SAM.gov, GovWin, DACIS) and various contract types/vehicles (IDIQs, GWACs, etc.).
• Excellent communication, presentation, and interpersonal skills, with the ability to engage and influence executive-level stakeholders, articulate complex strategies, and foster strong relationships internally and externally. Lead the progression of the capture process within a disciplined timeline.
• Bachelor’s degree in Business, Government, Engineering, or a related field (or equivalent experience).
• Demonstrated ability to understand, position, and repurpose complex technical capabilities and mission solutions across multiple federal markets, translating existing capabilities and past performance into compelling customer-focused solutions.

Preferred Qualifications

• Master’s degree (MBA or relevant field) is a plus, or formal capture management/proposal management certifications (e.g., Shipley training, APMP certification) are strong pluses.
• Extensive experience in the DHS or FedCiv markets, including existing relationships with key government customers and industry partners in these communities.
• Experience supporting both Department of Defense and Federal Civilian customers, with demonstrated success translating capabilities, solutions, and past performance across agencies and mission domains.
• Familiarity with AI-enabled solutions, cloud modernization, mission systems, data analytics, cyber, engineering, logistics, or operational technology solutions supporting federal missions
• Demonstrated financial acumen related to capture management – experience shaping competitive pricing strategies, managing capture budgets, and guiding B&P (Bid & Proposal) resource allocation.
• Ability to operate with a high level of autonomy while effectively collaborating across diverse teams (technical, operational, executive) and influencing without direct authority.
• Strategic mindset with exceptional analytical and problem-solving skills, capable of navigating complex capture challenges and adapting strategies to maximize win probability.
• Active Secret security clearance (or ability to obtain one) preferred.
• Robust network of recent government and industry connections