Responsibilities
OBXtek is seeking a Capture Manager to lead the business development and capture activities for our Acquisition Management and Mission Support Center of Excellence (COE). This position location is in McLean, VA.
The position is responsible for identifying, qualifying, and capturing opportunities within the Federal Government customer set, continuing to build the OBXtek reputation in Acquisition Management and Mission Support within the DoD market. Responsible for building and maintaining the COE business pipeline, executing the BD process, maintaining a high win probability, and growing business by winning.
- Oversee and direct the capture process for business development opportunities, working cross-functionally with proposal, technical, and executive teams to ensure cohesive and best-fit strategies.
- Drive solutions development activities for new pursuits, including applying black-hat and white-hat assessments to determine opportunities’ feasibility and identify risks, challenges, and/or mitigation strategies.
- Collaborate closely with internal teams, including growth and capture, technical, and executive leadership, to ensure a cohesive approach to opportunity pursuit. This also includes assessing potential teammates and negotiating terms for NDAs/TAs.
- Lead teaming discussions and negotiations for both prime and subcontractor bids with a focus on the balance between OBXtek priorities, technical solutioning, and pricing.
- Collaborate with proposal teams, including supporting color reviews, to develop compelling and competitive proposals that distinguish OBXtek and highlight win themes without compromising client needs and requirements.
- Cultivate and nurture relationships with key stakeholders, government agencies (primarily Civil, Military, and Health), partners, and industry influencers to enhance the company's visibility and credibility for potential new client spaces and technologies.
- Collaborate with cross-functional proposal teams to develop compelling and compliant narratives that effectively communicate solutions and differentiators.
- Support financial analyses, including cost estimation, pricing strategies, and ROI assessments, to support decision-making and proposal development.
- Monitor and report on capture progress, highlighting key milestones and potential areas of concern.
- Identify and mitigate risks associated with growth and capture activities, ensuring optimal prioritization of pursuits and effective resource management throughout the Capture and proposal lifecycle.
- Craft and deliver persuasive presentations to clients, partners, and internal teams, effectively conveying OBXtek’s value proposition and capabilities.
- Establish key performance indicators (KPIs) and metrics to measure the effectiveness of bid and pursuit strategies, adjusting tactics as needed to ensure continual improvement.
- Regularly report to executive leadership on pipeline velocity and capture outcomes.
Qualifications
Candidates must be able to provide proof of US Citizenship and an ability to obtain a security clearance.
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- Bachelor’s degree in business, Marketing, Engineering, or a related field.
- 7-10 years of experience (or 5+yrs w/ master’s degree) in successfully leading captures in the Civil and Military markets with a deep understanding of Government procurement processes.
- Prior Government Service experience with Federal, DoD and/or Civilian Agencies' markets and understanding of A&AS, SETA, and Staff Augmentation service contracts
- Experience with Military Acquisition Management, Program Management, Logistics Management, or Training preferred.
- Expertise in the application and tailoring of Shipley best practices toward capture management.
- Must thoroughly understand the Federal Business Development lifecycle and be able to identify opportunities and expertly manage them from initial qualification through proposal submission
- Leadership skills to develop, organize and execute significant capture activities, including building industry teams, assessing win probability, and executing Customer call plans to shape acquisitions, and developing tailored customer solutions to stated or implied customer requirements.
- Proven track record of successful capture management across multiple DoD and/or FedCiv organizations at a variety of acquisition sizes and types.
- Ability to lead capture efforts, including customer contact, opportunity identification and analysis, competitive intelligence, gap analysis, teaming strategy, teaming outreach, negotiating teaming agreements and being a key member of proposal response team.
- Strong proposal development and writing skills, successfully conveying information in technical responses and executive summaries.
- Experience in financial analysis, budgeting, and pricing strategies for complex projects across multiple contract types (FFP, T&M, etc.).
- Experience developing, managing, and incorporating Basis of Estimate (BOE) into the capture process.
- Ability to gain internal support, operate independently with limited supervision and feedback, and establish collaborative relationships with Solution architects, Line management, and peers within an organization.
- Must have experience with using Customer Requirements Management (CRM) systems and other Government Business Development platforms such as but not limited to GovWin and Sam.gov.
- Knowledge of the DoD Planning, Programming, Budgeting, and Execution (PPBE) process is highly desired.
Security Clearance
None
Company Information
Headquartered in McLean, Virginia and founded in 2009, OBXtek is a fast-growing leader in the government contracting field. Our mission is Our People…Our Reputation. Our people are trained professionals who enhance our customers’ knowledge and innovation using technology, collaboration, and education.
We offer a robust suite of benefits including comprehensive medical, dental and vision plans, Flexible Spending Accounts, matching 401K, paid time off, tuition reimbursement plans and much more.
As a prime contractor for 93% of our current work, OBXtek pairs lessons learned across disciplines with industry standard quality practices such as CMMI-Dev Level III, ITIL, 6Sigma, PMI, and ISO. Our rapid growth has been recognized by INC500, the Washington Business Journal, and Washington Technology magazine.
OBXtek is an Equal Opportunity Employer and does not discriminate based on race, color, religion, sex, age, national origin, gender identity, disability, veteran status, sexual orientation or any other classification protected by federal, state or local law.
