Junior Business Development and Capture Manager

Responsibilities

• Track 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.
• Support capture activities: customer meetings, shaping activities, solution refinement, ghosting strategies, and risk mitigation.
• Manage all capture documentation including Gate Briefings, Capture Plans, and Bid/No Bid recommendations.
• Build and maintain strong relationships with existing and prospective Federal clients, program offices, and acquisition personnel.
• Conduct ongoing customer discovery to understand mission challenges, buying behavior, acquisition strategy, and procurement timelines.
• Represent Markon at industry events, customer meetings, and partner engagements.
• Collaborate with and support a competitive team by identifying, vetting, and negotiating with potential teaming partners to strengthen Markon’s competitive position.
• Coordinate and manage teaming agreements (NDAs, TAs, subcontracting considerations) in partnership with Contracts and leadership.
• Collaborate with solution integration with prime or subcontractor partners as needed.
• Participate in internal working sessions with SMEs, practice leaders, and delivery teams to define technical, management, and staffing solutions.
• Ensure solutions align with customer needs and Markon’s capabilities while remaining technically executable and cost competitive.
• Propose support & transition Partner with Proposal Management to ensure smooth handoff from Capture to Proposal.
• Contribute proposal content including win themes, customer voice, discriminators, past performance, technical inputs, and management volume components.
• Support color team reviews and ensure proposal messaging aligns with capture strategy.
• Internal Collaboration & Reporting Work across BD, Marketing, Finance, and Operations to ensure aligned, data-driven pursuit decisions.
• Maintain up-to-date opportunity data in the CRM system, including action plans, customer intel, and probability-of-win justification.
• Provide regular status updates, pipeline briefings, and capture health assessments to leadership.

Required Qualifications

• 3-5 years of experience in Federal business development, capture, or proposal management.
• Years of experience may be substituted with higher education such as a bachelor's degree in a related field.
• Minimum active secret security clearance.
• Demonstrated success leading full business development / capture lifecycle activities for Federal opportunities.
• Strong understanding of Federal acquisition processes (FAR-based procurement, GWACs, SIs, Schedules).
• Experience developing capture strategies, teaming approaches, and solution concepts.
• Excellent communication, writing, and briefing skills.
• Ability to travel to client sites and capture-related meetings as required.
• This is a 5 days a week in office position when not engaging directly with clients or on travel.
• Must be able to commute to the Markon office in Falls Church, VA.

Preferred Qualifications

• An active TS/SCI preferred but not required.
• Experience supporting Federal Civilian, DOD, or Intelligence Community customers.
• Experience with Salesforce.
• Ability to build new relationships with government clients or industry partners in Markon’s core markets.
• Working knowledge of Cybersecurity, project management, consulting, engineering, or facilities-related services.