• Capture Manager

    Job Locations US-VA-Herndon
    Posted Date 1 week ago(7/9/2018 10:11 AM)
    Requisition ID
    Category (Portal Searching)
  • Overview

    This position will work with the Director of Sales to lead new business capture activities.




    • Lead strategic capture activities
      • Develop Completive Strategy, Teaming Strategy, Win Themes, Bid to Win, Value Proposition, Price to Win, Early Executive Summary and Solution Strategy Map
    • Expand role into additional captures with future IDIQs. Expand the team through growth when required
    • Manage Capture Management Team and assign resources as necessary
    • Act on the behalf of the AEs for selected opportunities and is responsible for winning those opportunities
    • Work to align our business process in preparation for upcoming solicitations under programs in coordination with Operations
    • Provide verification that our processes are followed and implemented as they run through our sales process with team members of our sales organization
    • Work directly with AEs on Strategic Capture
      • Work with Contracts to initiate teaming agreements, NDAs and Vendor Letters
      • Assist in writing RFIs and Proposals for AEs as needed
      • Perform Competitive Analysis
      • Perform Gap Analysis and Risk Analysis
      • Participate in Color Team reviews as necessary
      • Prepare Past Performance
      • Perform Compliance Reviews
      • Assist with Training Plans
    • Determine technical and management capabilities, team members and past performance required to compete on opportunities and assess feasibility to meet these requirements utilizing corporate, and external partner resources
    • Maintain knowledge of competitors in marketplace to strategically position Black Box solutions and services
    • Convey capture strategy reviews to management
    • Establish a professional, working relationship with internal groups within Business Development, Contracts, Engineering, Finance and other support functions to ensure winning bids
    • Creation and maintenance of a subcontractor/partner database to include and reflect market research on strategic vendors and partners, providing feature comparisons to support sales initiatives
    • Establish professional working relationships with subcontractors and partners and act as Black Box SME on subcontractor/partner capabilities


    Skills, Knowledge, Abilities

    • Team player with strong interpersonal skills and the ability to effectively interact both inside and outside the organization
    • Strong and confident presence and is comfortable meeting with customers and partners
    • Excellent written and oral communication skills
    • Strong computer skills including Microsoft Office Suite
    • Excellent organizational skills, able to prioritize work and meet deadlines
    • Ability to adapt to changing priorities and manage multiple tasks
    • Previous capture experience or related experience such as business development, account management, or proposal management. 
    • Federal capture, proposal and/or contracting experience is highly desirable 
    • Experience managing and writing proposal efforts in response to government RFPs


    Education/Experience Requirements


    • Bachelor’s Degree preferred
    • 2-7 years' experience in capture management or proposal writing within the federal, municipal or commercial marketplace
    • Experience working on large, complex Government proposal documents
    • Familiarity with DoD and/or federal contracting is a plus


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