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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in business development and capture management, with a strong focus on government procurement processes, strategic opportunity qualification, and cross-functional collaboration. Proven ability to lead complex proposals and drive successful outcomes through analytical support and stakeholder engagement.
Highest-signal resume keywords
Business DevelopmentCapture ManagementGovernment ProcurementProposal ManagementAnalytical Skills
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Capture PlanningOpportunity QualificationPricing EvaluationContracting RequirementsData AnalysisSolution Strategy DevelopmentRisk ManagementCompetitive AnalysisProposal DevelopmentGovernance Frameworks
Soft Skills
Communication SkillsFacilitation SkillsLeadership SkillsAccountabilityCredibility Establishment
Certifications & Qualifications
Capture Management CertificationProposal Management CertificationProject Management Certification
Industry Keywords
Government SalesPublic-Sector SolutionsHealthcareHealth and Human ServicesFOIA Research
About the role
Key responsibilities & impact- Lead capture planning, win strategies, and governance reviews for strategic government opportunities.
- Drive opportunity qualification, prioritization, and bid/no-bid investment decisions.
- Partner with Sales to identify and qualify new opportunities, prioritizing pipeline quality over volume.
- Implement workflows to transition early market interest into formal, validated pursuits.
- Evaluate pricing assumptions, contracting requirements, resource needs, and financial risks.
- Collaborate with Finance, Legal, Sales, and Delivery to build business cases for pursuit investments.
- Own the strategy and technological infrastructure for gathering, organizing, and legally/ethically analyzing customer, competitor, and procurement data.
- Define data requirements and provide sellers with tracking frameworks and analytical support.
- Translate discovery insights and public-source data into customer engagement plans and actionable solution requirements.
- Facilitate solution strategy and pursuit planning sessions across Sales, Pre-Sales, Product, Services, Delivery, and partners.
- Ensure proposed solutions align with customer needs while tracking pursuit risks, decisions, and dependencies.
- Partner with Proposal Management to incorporate customer intelligence, win themes, and competitive analysis into proposals.
- Review draft proposals and assist with final presentations, demonstrations, and negotiation preparation.
- Lead post-award transitions to Delivery, ensuring continuity of capture assumptions, pricing, risks, and execution plans.
- Document and communicate customer context, obligations, and success metrics to execution stakeholders.
- Capture post-transition lessons learned to refine qualification, capture, and delivery practices.
- Create repeatable capture playbooks, templates, and stage gates.
- Establish analytics and reporting to measure and improve capture and proposal success rates.
Requirements
What you’ll need- Bachelor's degree or equivalent experience.
- 5+ years of progressive experience in business development, capture management, government sales, consulting, proposal management, or a related field, including direct responsibility for complex, strategic pursuits.
- Experience leading or materially contributing to complex government procurements involving multiple stakeholders, cross-functional solution development, formal competitive processes, and extended sales cycles.
- Demonstrated success leading senior, cross-functional teams in a matrix organization, resolving competing priorities, driving timely decisions, and maintaining accountability across stakeholders who do not report directly to the role.
- Demonstrated track record of improving win probability, advancing qualified opportunities, or securing complex government business through disciplined capture leadership.
- Strong understanding of government procurement lifecycles, acquisition strategies, contracting approaches, evaluation criteria, compliance requirements, and proposal development processes.
- Excellent analytical, communication, facilitation, and executive presentation skills.
- Ability to manage multiple high-priority opportunities simultaneously.
- Ability to establish credibility with procurement stakeholders, partners, and internal senior leaders and to communicate complex business and solution strategies in clear, decision-oriented terms.
- Availability for pursuit workshops, industry events, and other business travel as needed.
- Candidates must be able to satisfy any customer, contracting, background-screening, or work-authorization requirements applicable to assigned opportunities.
- Preferred: Experience in government technology, healthcare, health and human services, or public-sector solutions.
- Preferred: Experience with FOIA research and customer intelligence gathering.
- Preferred: Capture management, proposal management, or project management certifications.
- Preferred: Experience developing and implementing go-to-market processes and governance frameworks.
Benefits
Comp & perks- Remote first / work from home culture
- Flexible vacation to help you rest, recharge, and connect with loved ones
- Paid leave benefits
- Health, dental, and vision insurance
- 401k retirement savings plan
- Infertility benefits
- Tuition reimbursement
- Life insurance
- EAP