Capture Manager
Job Locations:
US-MD-Frederick
ID: 2024-3450
Category: Business Development
Type: Full Time
Overview
Edgewater is seeking a passionate Capture Manager to join our fast-paced Growth team. Edgewater Federal Solutions is an award-winning government contractor and 5-time Washington Post Best Places to Work. The successful candidate will oversee and lead the pursuit of qualified business opportunities and develop winning strategies and solutions. The successful candidate will work with business development, proposal development, and consultants to develop and mature key business relationships in the government marketplace, with a primary responsibility for qualifying and capturing opportunities for business expansion. You will maintain extensive knowledge of the current developments in the government marketplace to assess and improve the company's position and develop strategies to promote the company's services and capabilities.
Responsibilities
- Oversee the qualification and acquisition of new business awards by leading, guiding, motivating, and developing a winning team.
- Exhibit exceptional critical thinking, win-strategy development, problem-solving abilities, business acumen, and interpersonal skills to formulate both short-term and long-term strategies for capture within Federal Civilian and Defense pipelines.
- Effectively communicate resource requirements and utilize assigned resources by collaborating with subject matter experts, technical leads, functional leads, and Program Managers.
- Analyze and validate customer requirements using expertise in FAR (Federal Acquisition Regulation) to develop a targeted, distinctive win strategy.
- Evaluate competitive landscape and gather pursuit/program intelligence to identify strengths and threats, enabling differentiation from competitors.
- Transform requirements into a winning strategy; validate solutions with customers, enhance value proposition, and incorporate compelling features and benefits.
- Collaborate with business development and partners in creating and implementing call plans.
- Lead and participate in capture activities including RFIs, sources sought, workshops, opportunity gate reviews, black hat sessions, collaboration sessions, and proposal reviews.
- In collaboration with Marketing and CTO organization to create whitepapers, presentations, proposals, and other internal assets to identify, qualify, and capture new business.
- Assess competitive environment to identify optimal teaming partners.
- Conduct internal gate reviews, pricing evaluations, teaming assessments, and capture reviews; document lessons learned.
- Work with CTO department to develop customer-responsive solutions and propose innovative approaches to meet customer needs.
- Collaborate with CFO and pricing analysts to develop profitable pricing models and resource plans for bids.
- Support business development in executing the contact plan and shaping deals.
- Utilize established network in Federal agencies to meet potential clients, identify opportunities, and serve as Capture Manager for strategic pursuits.
- Shape and develop opportunities from inception, tailoring solutions to customer needs.
- Nurture relationships with key companies and identify partnership opportunities.
- Effectively communicate with senior management and federal customers.
- Conduct after-action reviews for all opportunities, document lessons learned, and adjust capture techniques and strategies accordingly.
- Demonstrate proficiency in a fast-paced, multitasking environment with time-sensitive tasks.
- Effective management and leadership of multiple captures specific to each opportunity assigned.
Qualifications
- U.S. citizenship is required.
- Bachelor's degree, and 8-10 years of experience in supporting cybersecurity, IT, application development, telecommunications, and data solutions and services.
- Possess strong understanding of Federal government contracts requirements (Federal Acquisition Regulations, legal compliance).
- Proven ability to shape and win contracts.
- Ability to conduct research, develop and execute call plans, and develop an understanding of the market.
- Ability to assess and improve win probability for assigned opportunities.
- Experience in business development activities associated with identification, qualification, full capture and bid activities, and the knowledge to transition new business opportunities into operations.
- Understanding of customer intimacy with Federal Civilian, Health, or DoD markets.
- Proven skills in all areas of capture, including assessing win probability and value for opportunity targets, capture strategy and planning, building winning teams and solutions, pricing to win, and capture process schedule adherence.
- Proven track record capturing large opportunities in the Federal market, as well as use of GWACs/IDIQs vehicles to secure new contracts.
- Must be process driven & highly organized to ensure a team captures all details in a way that is understandable to all stakeholders.
- Strong ability to build and maintain relationships with clients and partners at all levels across a variety of job functions both internally & externally.
- Must have the ability to define business and delivery scenarios clearly and effectively.
- Must have strong communication and collaboration skills with the ability to convey technical terms and concepts.
- Ability to demonstrate excellent problem-solving skills to be able to analyze situations, identify existing or potential problems, and recommend solutions.
About Us: Edgewater Federal Solutions is a privately held government contracting firm located in Frederick, MD. The company was founded in 2002 with the vision of being highly recognized and admired for supporting customer missions through employee empowerment, exceptional services, and timely delivery. Edgewater Federal Solutions is ISO 9001, 20000-1, 270001 certified, appraised at CMMI Level 3 Maturity for Development and Services, and has been named in the Top Workplaces in the Greater Washington Area Small Companies for 2018 through 2023.
It has been and continues to be the policy of Edgewater Federal Solutions to provide equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, national origin, age, disability, marital status, veteran status, and/or other statuses protected by applicable law.
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