The Senior Business Development/Capture Manager for Federal Civilian (FedCiv) serves as the tactical and strategic lead for competitive pursuits ranging from $5M to $50M. The role owns assigned opportunities end-to-end to drive customer insight, competitive analysis, capture strategy, solution alignment, and pre-proposal execution. This position is accountable for traceable planning, disciplined documentation, and converting early-stage opportunity awareness into a defined win strategy.

Strategy and Execution

· Lead the full capture lifecycle for priority FedCiv opportunities, including opportunity assessment, capture plan development, customer engagement, and solution shaping.

· Build capture plans that clearly trace customer insight, competitive positioning, and solution decisions through final win themes and proposal guidance.

· Serve as solution owner, ensuring the approach reflects validated customer needs, competitive differentiators, and proven past performance.

· Partner with Pricing to structure a defensible, competitive Price-to-Win (PTW) strategy aligned with the technical and management solution.

· Conduct RFP readiness assessments, confirm compliance requirements, and ensure accurate and complete handoff to Proposal Management.

· Execute pipeline management and reporting, including preparation for Gate Reviews and participation in Go/No-Go decisions.

· Manage disciplined opportunity documentation in SharePoint, CRM, and business systems to support traceability, data integrity, and actionable forecasting.

Capture Strategy & Competitive Analysis

· Define, validate, and refine the capture strategy throughout the pre-RFP and RFP phases, grounded in customer insight and competitive posture.

· Conduct targeted intelligence gathering on customer mission drivers, buying behavior, acquisition structures, budget environment, incumbent performance, and evaluator priorities.

· Analyze competitor capabilities, positioning, strengths, and vulnerabilities; translate findings into adjustments to pricing, teaming, solutioning, and messaging.

· Lead Black Hat reviews to simulate competitor strategies and stress-test the company’s approach.

· Lead Blue Team reviews to confirm win themes, validate discriminators, and strengthen alignment between the solution and the capture strategy.

· Identify, assess, and secure teaming partners to address capability gaps, add past performance strength, or provide strategic value to the bid.

· Shape the opportunity through targeted engagement and messaging designed to influence requirements, strengthen customer familiarity, and position the company for evaluation.

Collaboration and Leadership

· Work closely with the Director of Strategic Growth and RevOps teams—including proposal management, editing, graphics, pricing, and market research—to synchronize capture and proposal execution.

· Translate capture insights into clear, actionable guidance for proposal contributors, ensuring the solution and win strategy are reflected throughout the proposal lifecycle.

· Facilitate internal discussions, communicate pursuit recommendations, and present business cases using data to justify investment decisions.

· Build and maintain internal consensus on pursuit direction while holding accountability for capture outcomes.

· Represent the company professionally in customer meetings, teaming discussions, and internal strategy forums.

Experience:

· 7+ years leading core phases of the Shipley Business Development Lifecycle, including 3 years of hands-on, high- and detail-level engagement in capture activities such as strategy development, competitive analysis, customer insight generation, Black Hat assessments, and Blue Team solution leadership within the Federal Civilian market.

Education:

· Bachelor’s degree

Certifications:

APMP-CF or higher strongly preferred

Core Competencies and Requirements:

· Leadership & Mindset: Naturally curious, analytical thinker with a bias toward action. Skilled at facilitating discussions, leading teams, and presenting strategic recommendations with data-backed clarity.

· Strategic Acumen: Strong ability to assess customer needs, competitive dynamics, and acquisition structures, translating insights into actionable capture strategy.

· Execution Discipline: Proven record of maintaining documentation rigor, traceability, deadlines, and cross-functional coordination under tight pursuit schedules.

Required Business Tool Proficiency:

Candidates must possess good practical knowledge and hands-on experience with the following systems and tools:

· Productivity: Microsoft 365 (Word, Excel, PowerPoint, Outlook).

· Documentation: Adobe Acrobat DC.

· Market Intelligence: GovWin IQ (or equivalent) and generative/LLM-based analytical tools.

· Collaboration: SharePoint, Microsoft Teams, and CRM environments used for pipeline management.

Preferred Qualifications:

· Direct experience capturing opportunities in FedCiv markets.

· Experience with TechnoMile

Travel:

Up to 30%

This contractor and subcontractor shall abide by the requirements of 41 CFR 60-1.4(a), 60-300.5(a) and 60-741.5(a). These regulations prohibit discrimination against qualified individuals based on their status as protected veterans or individuals with disabilities, and prohibit discrimination against all individuals based on their race, color, religion, sex, sexual orientation, gender identity, national origin, or for inquiring about, discussing, or disclosing information about compensation, or any other basis prohibited by law. We participate in E-Verify.