Capture Manager (648590)

  • 02/19/2018

Job Description

The Defense Group of Leidos is seeking a Capture Manager to develop, lead and manage strategic capture efforts ($100M+) for U.S. Defense Enterprise IT and Cyber Security opportunities. This position is located at the Leidos facility in Reston, VA, but alternate locations can be entertained.


The Capture Manager will be responsible for the management and execution of the full business development life cycle process across multiple simultaneous opportunities while also working as a team. Performance evaluations will be based on individual and team success in:
• developing mature capture efforts that successfully progress through the capture lifecycle’s Milestone Gate Review process
• developing mature capture plans that provide measurable benefits to the subsequent proposal process
• performing capture efforts that result in increased revenue that contributes to the Operation’s bottom-line The Capture Manager will develop the overall capture strategy for an opportunity as well as internal and external partnerships, business plans and associated marketing assigned with the opportunity. The Capture Manager will refine win strategies through technical solutions development, effective teaming, staffing and pricing strategies. The Capture Manager advances opportunities through the capture lifecycle to increase the probability of win and to provide the information required to develop winning proposals.

The ideal candidate will have worked in the federal contracting industry and have previously served as capture manager for winning single award opportunities greater than $100M. Characteristics necessary for success include: the ability to gain internal support and the ability to establish and maintain a solid working relationship with technical staff, managers, and peers. The position requires proficiency in Federal contracting and demonstrated knowledge of Federal request for proposal language. The position requires excellent written and oral communication skills.

  • Lead capture efforts to secure new or re-compete contracts
  • Develop capture strategy, competitive assessments, teaming, and price-to-win efforts
  • Develop solutions-based capture plans that will result in winning new business that can be executed at a reasonable profit
  • Lead and participate in business development planning and review activities, to include periodic pipeline reviews, developing and managing capture budgets, planning resources and schedules for capture and proposal plans, opportunity gate reviews, black hat sessions, win theme and discriminator workshops, and proposal reviews
  • Lead and integrate assigned cross-functional team and authority to direct team activities for the duration of the pursuit
  • Conduct after action reviews for business opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions
  • Coordinate and participate in meetings with customers, competitors, clients, and teammates to develop win strategy for specific opportunities
  • Meet with customers, competitors, clients, and teammates to develop market insight on requirements, acquisition strategy, acquisition timing, and contract vehicle choices
  • Serve as the lead for call plan development and execution and provide detailed reports for follow-up activities
  • Create and deliver executive presentations intended for gate/capture approvals
  • Maintain ongoing interaction with business development and program area
  • Perform market research to include customer preferences, competitive analysis and incumbent strengths and weaknesses
  • Write RFI responses and white papers
  • Proposal writing and leadership of management and technical volumes to include project management plans, basis of effort development, technical volumes, past performance and staffing plans
  • Interacts routinely with multiple levels of management, infrastructure POCs, staff, and customers, and follow through on tasking
  • Collaborate with business development personnel, technical staff, and management to support cross enterprise objectives and customer engagement
  • Brief capture status to senior management at specified milestones in the capture process and when material changes occur
  • Embrace accountability for shaping and winning new business through a balanced focus on customer value, the competitive environment, and the corporation's best interests

  • This role requires that the successful candidate have a proven track record of successful capture and proposal development on opportunities with a value of over $100M for single-award contracts and over $500M for multiple award IDIQ contracts during the last three years
  • Detailed knowledge of the Federal contracting process and demonstrated working knowledge of the Federal Acquisition Regulations (FAR)
  • Bachelor's degree or equivalent in a related field and 10+ years of related experience
  • Ability to use automated tools such as Microsoft Office to present ideas, information, and reports
  • Characteristics necessary for success include:
    • business and technical vision
    • disciplined strategic thinking
    • analytical presentation and problem solving skills
    • the ability to gain internal support
    • the ability to establish and maintain a solid working relationship with technical staff, managers, and peers
    • Excellent written and oral communication skills are required
  • Secret or TS/SCI security clearance a plus
  • Experience with IT development and technical services programs involving systems engineering / systems integration, web development, managed services, technology insertion, and cyber security
  • A deep understanding of federal government buying habits, to include:
    • experience with US government budget, investments and acquisition processes
    • an understanding of different contract types to include: IDIQ, BPA, CRADA, OTA, as well as CLIN structures that include FPIF, CPIF, FPAF, CPAF, FFP, FPLOE, T amp;M, CPFF, CR and other types
    • contracts certification such as FAC-C, CPCM, etc.
    • defense Acquisition Level III Program Management Certification
  • An understanding of contractor financials in the government market, to include:
    • experience with calculating Independent Government Cost Estimates, Price to Win, and/or, parametric cost analyses
    • experience calculating and managing multiple types of corporate discretionary investment funds within the ability to calculate rates of return
    • experience developing and successfully managing capture and proposal budgets
  • A deep understanding of teaming approaches to include:
    • experience with subcontracting to include creating teaming agreements, vendor relationships, service level agreements, and contractor teaming arrangements
    • working knowledge of NAICS and PSCs for teammate selection and evaluation
    • Experience in program execution either on technical staff or as a program/project or line manager with emphasis on:
      o three or more years of successful program/project management experience
    • profit and loss management experience of an organization valued over $250M
    • Solutions Architect or Technical Fellow experience five or more years of on program or technical staff
  • Demonstrated leadership skills to include:
    • experience managing a large pipeline of business development opportunities
    • experience developing, organizing, and executing significant capture activities, including building industry teams, assessing win probability, and executing customer call plans to shape acquisitions, respond and win business with new and existing customers
    • experience gaining internal support, operating independently with limited supervision and feedback, and establishing a solid working relationship with line program staff, management, and business development peers across the company

Leidos Overview:
Leidos is a global science and technology solutions leader working to solve the world’s toughest challenges in the defense, intelligence, homeland security, civil, and health markets. The company’s 33,000 employees support vital missions for government and commercial customers. Headquartered in Reston, Virginia, Leidos reported pro forma annual revenues of approximately $10 billion for the fiscal year ended January 1, 2016 after giving effect to the recently completed combination of Leidos with Lockheed Martin's Information Systems Global Solutions business (IS GS). For more information, visit The company’s diverse employees support vital missions for government and commercial customers. Qualified women, minorities, individuals with disabilities and protected veterans are encouraged to apply. Leidos will consider qualified applicants with criminal histories for employment in accordance with relevant Laws. Leidos is an Equal Opportunity Employer. JBLeidos ICJBMeta