Capture Manager
Position Summary
The Capture Manager is responsible for leading the capture lifecycle for strategic Federal opportunities from qualification through contract award. This role develops and executes winning capture strategies, builds strong customer and partner relationships, coordinates cross-functional pursuit teams, and ensures opportunities are positioned for maximum probability of win (PWin).
The Capture Manager serves as the central integrator between Business Development, Operations, Solutions, Pricing, Contracts, and Proposal Management, ensuring disciplined execution of LSI's Business Development Lifecycle throughout the capture process.
Primary Responsibilities
Opportunity Qualification & Capture Planning
- Lead capture activities for assigned strategic opportunities from identification through award.
- Develop and maintain Capture Plans, Win Strategies, Black Hats, SWOT analyses, and Competitive Assessments.
- Conduct Bid/No-Bid recommendations supported by data, customer insight, and competitive analysis.
- Maintain an active portfolio of priority pursuits aligned with corporate growth objectives.
Customer Engagement
- Develop and maintain trusted relationships with Government customers, Contracting Officers, Program Managers, and industry partners.
- Identify customer challenges and shape opportunities before formal solicitation.
- Coordinate executive customer engagements and account strategies.
Competitive Positioning
- Analyze competitors, incumbents, contract vehicles, and acquisition strategies.
- Identify discriminators and develop strategies that improve LSI's competitive position.
- Recommend teaming strategies and identify strategic partners.
Cross-Functional Leadership
- Lead integrated capture teams consisting of:
- Business Development
- Operations
- Technical SMEs
- Pricing
- Contracts
- Proposal Management
- Facilitate regular capture reviews and executive gate reviews.
Proposal Readiness
- Ensure complete capture artifacts are available prior to proposal kickoff.
- Support solution development, staffing strategy, pricing, and proposal reviews.
- Participate in color team reviews and proposal evaluations.
Performance Expectations
Each Capture Manager is expected to:
- Maintain an active portfolio of strategic pursuits.
- Manage 5–10 active captures simultaneously.
- Maintain current Capture Plans and Win Strategies.
- Achieve measurable advancement of capture milestones each month.
- Participate in monthly executive pipeline reviews.
- Support continuous improvement through capture and proposal lessons learned.
Qualifications
Required
- 8–15+ years of Federal Business Development and Capture Management experience.
- Demonstrated success leading captures valued at $10M–$100M+.
- Strong understanding of Federal acquisition regulations and procurement lifecycle.
- Experience with GWACs, IDIQs, BPAs, and Government contract vehicles.
- Excellent executive communication and presentation skills.
Preferred
- Experience supporting DoD and Federal Civilian agencies.
- Existing Government customer relationships.
- Experience with CRM and capture management platforms
- Bachelor's degree (Master's preferred).
Core Competencies
- Capture Strategy
- Customer Engagement
- Competitive Intelligence
- Opportunity Qualification
- Solution Development
- Executive Communication
- Team Leadership
- Strategic Thinking
- Proposal Readiness
- Business Acumen
Success Measures (KPIs)
The Capture Manager will be evaluated on:
- Capture Win Rate
- Proposal Win Rate
- Pipeline Advancement
- Capture Milestone Completion
- Customer Engagement Activity
- Opportunity Qualification Quality
- Executive Gate Readiness
- Forecast Accuracy
- Revenue Bookings
Characteristics of a Successful Capture Manager
The ideal candidate is:
- Strategically focused
- Customer-centric
- Competitive and analytical
- Highly organized
- Collaborative across functions
- Results-oriented
- Comfortable leading without direct authority
- Data-driven and disciplined in execution
