Senior Director - Capture Management

Requirements

Essential Duties and Responsibilities:

• Responsible for capture, pursuit, and solutioning architecture for multiple lines of business.
• Provide strategic guidance to executives regarding solution shaping and response strategies.
• Develop strong business relationships with internal stakeholders.
• Brief and provide guidance to senior leadership for decision making.
• Work on maintaining a win/loss ratio.
• Craft sales themes and differentiating narratives.
• Own and execute capture activities for assigned strategic DHS/National Security opportunities from capture initiation through proposal submission and final bid decision.
• Develop, maintain, and continuously refine comprehensive Capture Plans covering customer intelligence, competitive analysis, solution development, pricing strategy, and action plans.
• Assemble, lead, and coordinate cross-functional Integrated Growth Teams (BD, Solutions, Pricing, Contracts, Proposal Operations, SMEs, and Operations stakeholders); assign tasks, set milestones, and ensure accountability.
• Execute customer engagement strategies and Customer Contact Plans; shape opportunities through RFIs, capability briefings, industry events, and market intelligence.
• Lead competitive assessments, Black Hat reviews, SWOT analyses, incumbent evaluations, and competitor profiling to develop actionable win strategies, discriminators, and ghosting strategies.
• Collaborate with Solutions Architects, Technology teams, and SMEs to design differentiated, compliant solutions; conduct gap analyses and facilitate Technical Readiness Reviews (TRRs).
• Develop and execute teaming strategies to address capability gaps, manage strategic teammates/subcontractors, and ensure small-business/socioeconomic participation goals are met.
• Partner with Pricing and Finance teams to develop Price-to-Win (PTW) strategies; coordinate ROM estimates, BOE development, staffing models, and pricing reviews.
• Build and manage opportunity-specific B&P budgets; maintain accurate Salesforce opportunity records, artifacts, and Win Rate Indicators (WRI) throughout the capture lifecycle.
• Coordinate transition from capture to proposal execution; support proposal reviews; lead structured win/loss reviews and lessons-learned sessions following award decisions.

  Qualifications

  Minimum Requirements:

  • Bachelor's degree in related field required.
  • 12 years of relevant professional experience required.
  • 8+ years of Federal Government business development, capture management, proposal management, operations, consulting, technology, or related experience.
  • 5+ years of capture management experience supporting National Security agencies.
  • Demonstrated success leading captures valued at $50M+ TCV, including strategic and complex procurements.
  • Experience developing capture strategies, win themes, teaming strategies, competitive assessments, and pricing approaches.
  • Experience managing cross-functional matrixed teams in a deadline-driven environment.
  • Ability to obtain and maintain a security clearance.

  Preferred Skills and Qualifications

  • Active security clearance.
  • Significant capture experience within DHS agencies including TSA, CISA, USCIS, FEMA, ICE, and CBP.
  • Experience supporting National Security, Homeland Security, law enforcement, immigration, emergency management, digital transformation, or citizen services programs.
  • Department of State market experience is a plus.
  • Advanced capture planning and execution skills, including Black Hat reviews and Technical Readiness Reviews (TRRs).
  • Expertise in competitive intelligence, opportunity shaping, and customer engagement strategies.
  • Strong analytical and strategic thinking capabilities with proven ability to influence decisions across matrixed organizations.
  • Exceptional written, verbal, and executive communication skills; ability to present to senior executives and large cross-functional teams.
  • Skilled negotiator with experience managing partner and stakeholder relationships.