Capture Manager

Falconwood, Incorporated

. Lead Falconwood’s Business Development team in advancing qualified federal opportunities across the Department of War, Army, DHS, Coast Guard, and other civilian agencies from pursuit selection through proposal submission and award .

Posted 10/27/2026full-timeRemote • Virginia • United StatesSeniorLead💰 $150,000 - $160,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in federal capture and business development, with a strong focus on developing capture plans, win strategies, and managing competitive pursuits. Proficient in coordinating cross-functional teams and aligning technical solutions with customer needs while ensuring compliance with federal acquisition processes.

Highest-signal resume keywords

Federal Capture ManagementProposal DevelopmentWin Strategy DevelopmentCross-Functional Team CoordinationFederal Acquisition Processes

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Capture PlansWin StrategiesCompetitor AssessmentsBid/No-Bid RecommendationsPricing AnalysisProposal ManagementOpportunity TrackingTechnical Solutions AlignmentFederal Contract VehiclesIT Modernization

Soft Skills

LeadershipWritten CommunicationPresentation SkillsRelationship ManagementNegotiation Skills

Tools & Technologies

Microsoft OfficeSalesforceGovWin

Certifications & Qualifications

APMP CertificationShipley CertificationFormal Capture Management Training

Industry Keywords

Department of WarArmyDHSCoast GuardGWACsIDIQsGSA MASOASIS+NASA SEWPCommercial Solutions Opening

Tech Stack

Tools & technologies

CloudCyber Security

About the role

Key responsibilities & impact

Lead Falconwood’s Business Development team in advancing qualified federal opportunities across the Department of War, Army, DHS, Coast Guard, and other civilian agencies from pursuit selection through proposal submission and award
Lead assigned captures and maintain capture plans, milestones, action owners, and pursuit schedules
Assess customer needs, mission requirements, funding, acquisition approach, contract vehicles, timing, and ability to compete
Develop opportunity-specific win strategies, discriminators, value propositions, and win themes
Plan and conduct customer, industry, and partner engagements; document findings and translate insight into capture actions
Assess incumbents, competitors, likely bidders, and teaming alternatives; identify capability gaps and competitive risks
Develop teaming strategies and recommend partners; coordinate roles, workshare, and agreements
Lead capture reviews and prepare bid/no-bid recommendations for leadership decisions
Coordinate technical and management solutions with Operations and subject matter experts
Work with Pricing and Finance on price-to-win analysis, labor mix, cost assumptions, and competitive positioning
Coordinate responses to sources sought, requests for information, and draft solicitations
Provide documented handoff to Proposal Management, including capture plans, customer insights, solutions, teaming commitments, win themes, and pricing assumptions
Support proposal strategy, reviews, and responses to government questions
Maintain accurate opportunity records and conduct post-award lessons learned
Comply with procurement integrity, organizational conflict of interest, and ethics requirements
Act as deputy to the Executive Director of Business Development and Strategy
Mentor members of the BD Team

Requirements

What you’ll need

At least 7 - 10 years of experience in federal capture, business development, or proposal management, including demonstrated leadership of competitive pursuits
Experience developing capture plans, win strategies, competitor assessments, teaming approaches, and bid/no-bid recommendations
Working knowledge of federal acquisition processes, solicitation requirements, evaluation criteria, and proposal development
Ability to coordinate cross-functional teams and manage multiple pursuits, deadlines, and priorities without direct supervisory authority
Experience aligning technical solutions, staffing, past performance, and pricing with customer needs and evaluation criteria
Experience in the Shipley Proposal development and review process (color reviews, etc.) to create winning proposals
Strong written communication, presentation, relationship management, analytical, and negotiation skills
Proficiency with Microsoft Office and opportunity tracking tools (e.g., Salesforce, GovWin)
Bachelor’s degree in Business Administration, Management, Engineering, Information Technology, or a related discipline, or an equivalent combination of education and directly relevant federal capture experience
Ability to obtain and maintain a security clearance and meet customer access requirements for assigned pursuits
Active Secret or higher clearance preferred and may be required for specific assignments
Preferred: Experience capturing opportunities with DoW, Army, DHS, Coast Guard, or other civilian agencies
Preferred: Familiarity with federal contract vehicles, including GWACs, IDIQs, GSA MAS, OASIS+, Alliant 3, NASA SEWP, task-order competitions, and small business teaming arrangements
Preferred: Experience with Non-FAR based acquisition processes such as Commercial Solutions Opening and Other Transaction Agreements
Preferred: Experience with IT modernization, cybersecurity, cloud, engineering, logistics, or enterprise business systems
Preferred: Formal capture or proposal management training
Preferred: APMP, Shipley, or similar certification

Benefits

Comp & perks

401k
Tuition Reimbursement
Health/Dental/Vision Insurance
PTO
Federal Holidays
Performance Increases
Reserve Duty Compensation
Some travel required