Staff Capture Manager - Corporate Growth

Government Requirements Identification and Strategic Opportunity Shaping Activities: Identify emerging DoD mission requirements, capability gaps, modernization initiatives, sustainment challenges, and other strategic opportunities aligned with KIHOMAC capabilitiesResearch and understand how Government requirements originate, evolve, receive approval, and transition into funded acquisition programsEngage Government program offices, operational commands, requirements organizations, acquisition stakeholders, and technical authorities to understand mission needs, acquisition objectives, and anticipated requirementsDevelop and execute strategies to appropriately influence Government requirements, acquisition approaches, and technical solutions through authorized industry engagement before solicitation releaseIdentify opportunities to introduce KIHOMAC technical capabilities, alternative solutions, and innovative acquisition approaches that address Government mission requirementsParticipate in RFIs, sources-sought responses, industry days, technical exchanges, capability demonstrations, and other pre-solicitation activities to shape opportunities and improve KIHOMAC's competitive positionIdentify opportunities where early customer engagement and technical collaboration can establish meaningful competitive discriminatorsDevelop and maintain long-term opportunity-shaping strategies for major Government programs and anticipated procurements Government Acquisition Strategy and Budget Analysis Actiities: Analyze DoD acquisition processes, program structures, funding sources, procurement strategies, and anticipated acquisition schedules to identify future opportunitiesMonitor defense budgets, POM/FYDP planning, Congressional appropriations, and agency acquisition forecasts to identify emerging and funded requirementsUnderstand the relationships among Government operational requirements, program planning, funding availability, acquisition strategy, and contracting executionEvaluate acquisition pathways, contract vehicles, competition structures, and source-selection approaches to determine KIHOMAC's competitive positionIdentify acquisition risks, funding uncertainties, program dependencies, and potential changes affecting opportunity timing or viabilityDevelop recommendations for positioning KIHOMAC as a prime contractor, subcontractor, or strategic partner based on acquisition structure, organizational capabilities, and competitive conditionsTranslate Government acquisition intelligence into actionable corporate growth strategies and capture investment recommendations Strategic Capture Leadership Activities: Personally lead assigned high-value, complex Federal Government capture opportunities from early identification and qualification through proposal submission and contract awardDevelop and execute comprehensive capture plans addressing customer engagement, acquisition strategy, competitive positioning, technical solutions, teaming, pricing, and win strategyEstablish capture objectives, milestones, resource requirements, investment priorities, and measurable actions to improve competitive positioningLead multi-year capture campaigns for major defense programs and strategic contract opportunitiesAssess opportunity maturity, competitive position, acquisition readiness, and PWIN to support corporate investment decisionsIdentify and resolve strategic gaps in customer intimacy, technical capability, past performance, teaming, and competitive positioningMaintain accountability for capture strategy, execution, and readiness across assigned opportunitiesRecommend continued investment, corrective actions, teaming alternatives, or No-Go decisions based on objective assessmentsEnsure capture activities establish favorable competitive conditions well before formal solicitation release Customer and Competitive Strategy Activities: Develop and execute strategic customer engagement plans focused on Government decision-makers, requirements stakeholders, acquisition personnel, technical authorities, and program leadershipEstablish and maintain productive relationships with Government customers and industry partners to improve understanding of mission needs and future requirementsResearch and analyze incumbents, competitors, acquisition history, program priorities, Government budgets, and market conditionsLead competitive intelligence assessments, Black Hat reviews, and other structured analyses to identify competitor positioning, strengths, weaknesses, and likely strategiesIdentify customer priorities, evaluation drivers, mission needs, and potential technical or business discriminatorsDevelop differentiated win strategies, value propositions, and competitive approaches that align KIHOMAC capabilities with Government objectivesTranslate customer and competitive intelligence into specific capture actions that measurably improve PWIN Opportunity Qualification and Strategic Pipeline Management Activities: Identify and qualify high-value Federal Government opportunities using Government budget documents, acquisition forecasts, SAM.gov, GovWin, agency engagement, industry intelligence, and other sourcesDevelop a forward-looking pipeline of strategic opportunities aligned with KIHOMAC's long-term growth objectivesEmphasize early-stage opportunities where KIHOMAC has sufficient time to influence requirements, develop customer relationships, establish teaming strategies, and improve competitive positioningMaintain accurate opportunity assessments, including acquisition timing, anticipated funding, customer engagement, competitive intelligence, PWIN, capture milestones, and resource requirementsRecommend prioritization of capture investments based on strategic value, contract potential, competitive position, and likelihood of awardCollaborate with Business Development and corporate leadership to identify opportunities for expansion into larger and more complex Government programs Teaming and Strategic Partnerships Activities: Identify capability, capacity, past-performance, and customer-access gaps affecting KIHOMAC's ability to pursue major contract opportunitiesDevelop Make/Buy/Team strategies supporting prime contractor positioning and competitive differentiationIdentify and evaluate strategic teammates, defense primes, OEMs, technology providers, and specialized subcontractorsDevelop teaming strategies that improve technical credibility, customer access, past performance, contract eligibility, and competitive positionEvaluate potential teaming structures, workshare arrangements, exclusivity considerations, and long-term strategic valueCoordinate with Contracts and corporate leadership in developing NDAs, teaming agreements, and other capture-related agreements Solution and Pricing Strategy Activities: Lead cross-functional development of differentiated, technically credible, and executable solutions responsive to Government mission requirementsCollaborate with Engineering, Manufacturing, Operations, Contracts, Pricing, and Finance to develop technical, management, staffing, transition, production, and sustainment approachesEvaluate proposed solutions against Government requirements, competitive alternatives, acquisition constraints, execution risk, and customer valueIdentify opportunities to improve competitiveness through technical innovation, manufacturing efficiency, acquisition approaches, teaming, or alternative solutionsEnsure proposed solutions balance competitive pricing, technical performance, schedule, risk, and sustainable profitability Gate Reviews and Executive Engagement Activities: Prepare and lead executive gate reviews for assigned strategic capture opportunitiesPresent Government requirements analysis, acquisition strategies, budget and funding assessments, customer intelligence, competitive positioning, teaming strategies, technical solutions, PTW, PWIN, risks, and recommended actionsProvide objective recommendations regarding pursuit investment, prime/subcontractor positioning, strategic teaming, and Go/No-Go decisionsIdentify deficiencies in capture maturity and establish corrective actions before subsequent reviewsCommunicate significant changes in Government requirements, funding, acquisition strategies, competitive conditions, or PWIN to corporate leadershipProvide senior leadership with actionable strategic intelligence supporting corporate growth decisions Capture-to-Proposal Transition Activities: Establish competitive positioning, win strategy, technical solution direction, and proposal strategy prior to solicitation release to the greatest extent practicalCoordinate with Proposal Management to ensure an effective transition from strategic capture into formal proposal developmentProvide documented customer intelligence, requirements analysis, competitive assessments, acquisition strategy, win themes, discriminators, teaming arrangements, and pricing strategiesSupport development of proposal outlines, storyboards, executive summaries, technical and management approaches, and other strategic proposal contentParticipate in Black Hat, Pink/Red/Gold Team, solution, and executive reviews as appropriateMaintain accountability for capture strategy throughout proposal development and ensure the final submission reflects the approved competitive approach Business Development and Corporate Growth Support Activities: Support development and execution of corporate growth strategies focused on expanding KIHOMAC's participation in larger DoD programs and major contract opportunitiesEstablish and maintain relationships with Government acquisition organizations, program offices, defense primes, OEMs, and strategic industry partnersIdentify opportunities to leverage KIHOMAC's engineering, manufacturing, integration, and sustainment capabilities to address emerging Government requirementsParticipate in strategic customer meetings, industry engagements, acquisition events, technical exchanges, and capability presentationsCollaborate with executive leadership and business-area leaders to evaluate new markets, acquisition pathways, and long-term growth opportunitiesSupport continuous improvement of corporate capture methodologies, opportunity qualification, customer engagement, competitive analysis, and executive decision-makingCapture and communicate lessons learned following major pursuits and award decisions Key Performance Expectations Identify and develop a qualified pipeline of large, strategically significant DoD and Federal Government opportunitiesDemonstrate measurable progress in shaping opportunities and improving competitive positioning prior to solicitation releaseEstablish productive engagement with Government requirements, program management, acquisition, and technical stakeholdersIdentify emerging requirements and anticipated funding early enough to support effective capture strategiesDevelop comprehensive, actionable capture plans for major Government pursuitsImprove PWIN through customer engagement, competitive intelligence, technical differentiation, acquisition positioning, and strategic teamingProvide objective, decision-ready assessments supporting capture investment and Go/No-Go decisionsExpand KIHOMAC's ability to compete as a prime contractor or significant strategic teammate on larger Government programsEnsure effective coordination across Business Development, Engineering, Operations, Contracts, Pricing, Finance, and Proposal ManagementSuccessfully transition mature strategic captures into competitive proposalsContribute to improved contract win rates, larger contract awards, and sustainable long-term corporate growthOther duties as assigned Requirements Qualifications: Education/Training: Bachelors Degree in Business, Engineering, Management, Government Acquisition, or another relevant discipline requiredFormal capture management, proposal management, or Shipley-based training preferredDefense Acquisition University (DAU) training or comparable Government acquisition experience preferred Experience: 15+ years of relevant professional experience in Federal Government contracting, defense acquisition, strategic capture management, or business development, including substantial experience supporting Department of Defense programsDemonstrated success personally leading large, complex, competitive Federal Government captures, preferably involving contract opportunities valued at $100 million or moreExtensive understanding of how DoD requirements are identified, developed, validated, funded, and translated into Government acquisition programs and solicitationsDemonstrated experience engaging Government customers and appropriately influencing requirements, acquisition strategies, technical approaches, or procurement planning prior to formal solicitation releaseStrong understanding of DoD acquisition organizations, including Program Executive Offices (PEOs), System Program Offices (SPOs), Program Managers, requirements organizations, contracting offices, and operational commandsExperience identifying emerging requirements, capability gaps, modernization priorities, and sustainment needs and translating them into actionable business opportunitiesWorking knowledge of DoD budgeting and resource allocation processes, including the Planning, Programming, Budgeting, and Execution (PPBE) process, Program Objective Memorandum (POM), Future Years Defense Program (FYDP), and Congressional appropriationsDemonstrated ability to analyze Government budgets, acquisition forecasts, program documentation, and industry intelligence to identify and position for future opportunitiesStrong understanding of FAR/DFARS, Federal acquisition processes, contract types, IDIQ/GWAC vehicles, task-order competitions, Other Transaction Authorities (OTAs), teaming arrangements, and source-selection processesExperience developing and executing multi-year capture strategies for major defense programs, engineering services, aircraft modernization, sustainment, manufacturing, or other technically complex opportunitiesDemonstrated experience developing customer engagement strategies, competitive assessments, win strategies, Price-to-Win (PTW), Probability of Win (PWIN), strategic teaming arrangements, and executive gate reviewsExperience evaluating and influencing acquisition positioning, including prime/subcontractor strategies, contract vehicles, competition structures, and technical differentiatorsExperience working directly with Government program management, acquisition, contracting, and technical organizationsDemonstrated ability to lead cross-functional teams involving Business Development, Engineering, Operations, Contracts, Pricing, Finance, and Proposal ManagementExcellent written and verbal communication skills, including the ability to communicate complex acquisition and capture strategies to executive leadershipStrong analytical, strategic planning, relationship-building, negotiation, and executive presentation skillsAbility to independently lead complex strategic pursuits and influence organizational resources without direct supervisory authority Security: Must be a US citizenAbility to obtain a security clearance may be required Physical Requirements: Able to occasionally reach with hands and armsProlonged periods of computer screen use, while sitting or standing at a deskAdhere to safety protocols when in work areas requiring use of PPE (e.g. eyewear, gloves, masks, hearing protection, steel toed shoes, etc.)Able to safely lift and carry up to 20 pounds at a time Benefits Health Care Plan (Medical, Dental & Vision)Retirement Plan (401k, IRA)Life Insurance (Basic, Voluntary & AD&D)Paid Time Off (Vacation, Sick & Public Holidays)Short Term & Long Term DisabilityTraining & DevelopmentWellness Resources Salary: The projected salary range for this position is $165,000 - $185,000. This is not a guarantee of compensation, rather actual salary will be based on experience, qualifications, and applicable certifications or degrees held. Offered salary may fall outside of this range.