Director, USG Capture Management

About the role

Astranis builds advanced satellites for high orbits, expanding humanity’s reach into the solar system. Today Astranis satellites provide dedicated, secure networks to highly-sophisticated customers across the globe – large enterprises, sovereign governments, and the US military. With five satellites on orbit and many more set to launch soon, the company is servicing a backlog of more than $1 billion of commercial contracts. Astranis is the preferred satellite communications partner for buyers with stringent requirements for uptime, data security, network visibility, and customization. Astranis has raised over $1.2 billion from some of the world’s best investors, including Andreessen Horowitz, Baillie Gifford, Blackrock, Fidelity, Franklin Templeton, and Snowpoint, and employs a team of 500 engineers and entrepreneurs. Astranis designs, builds, and operates its satellites out of its 153,000 sq. ft. headquarters in Northern California, USA. Director, USG Capture Management: This position is responsible for helping secure US Government contracts, partnering with the Business Development (BD) team to transition opportunities into winning captures. The Director, USG Capture Management, will be responsible for leading the end-to-end capture lifecycle, from early-stage opportunity identification and strategy development through proposal submission and post-award transition. The ideal candidate possesses a deep understanding of the federal procurement process, a technical background with experience with satellite systems and their missions, and a proven track record of winning complex space programs. The capture manager will serve as an orchestrator, bringing together engineers, pricing, and proposal managers to develop compelling, compliant, and highly competitive offerings. The position involves regular exchanges with Astranis senior management, program management, engineering, operations, and legal teams. This position will report to the Senior Director of USG Sales and Solutions Engineering: Gilbert Tseng.

Responsibilities

• Lead the development and execution of comprehensive capture plans for targeted US Government opportunities. Define win strategies, key discriminators, win themes, and value propositions.
• Work closely with BD partners to evaluate opportunities and ensure alignment with the Astranis’s growth and product objectives. Develop and provide actionable intelligence on customer pain points, budgets, and acquisition strategies.
• Conduct competitive assessments, including Black Hat reviews and Price-to-Win (PTW) analysis. Anticipate competitor strategies and develop counter-strategies to position the company favorably.
• Identify, negotiate, and establish strategic partnerships to build effective coalitions and solutions.
• Guide opportunities through the internal executive review processes. Present compelling business cases, risk assessments, and resource requirements to senior leadership to secure Bid/No-Bid decisions.
• Lead the transition from the capture phase to the proposal phase. Work with the Proposal Manager in translating capture strategies into proposal themes with compliant, persuasive proposal narratives. Participate in color team reviews in addition to authorship of proposal sections.

Requirements

• B.S. or B.A. in engineering or hard science
• At least 8+ years of experience in