Capture Manager

• Own the capture lifecycle for assigned pursuits, including pre-proposal shaping, proposal, and post-award transition to program execution
• Develop and execute capture plans, competitive assessments, teaming strategies, and price-to-win inputs
• Shape requirements early through white papers, RFI and market survey responses, and customer engagements
• Lead gate reviews, black hat sessions, win theme and discriminator workshops, and color team reviews
• Partner with proposal management to drive compliant, compelling proposals through the Shipley process across SBIR, OTA, and traditional FAR-based solicitations
• Coordinate engineering, product, contracts, finance, and security teams to build technical solutions, management approaches, past performance, BOE, and pricing
• Identify and shape R&D and prototyping opportunities and transition them into programs of record
• Build and maintain relationships with DoD program offices, acquisition stakeholders, primes, and industry partners
• Maintain pipeline and capture data in CRM; contribute to pipeline reviews, bid/no-bid decisions, and operating plan development
• Help mature capture and proposal processes, tools, and templates as the company scales
• Report directly to the CRO

• Build and maintain a rolling pursuit calendar using incumbent contract expirations across all 50 states and Canadian provinces
• Monitor portals and pre-solicitation notices, including GovSpend and BidNet feeds
• Score opportunities based on fit, competition, incumbency, and ability to shape the pursuit
• Make clear bid/no-bid recommendations through the shared gate
• Map requirement owners, influencers, incumbency, and reference advantages
• Provide AEs with a ranked, qualified shortlist of winnable, shaped pursuits
• Protect win rate by rejecting poor-fit opportunities
• Report to the Head of Growth and execute the capture brief
• Analyze win/loss history, market activity, products, agencies, and deal conditions
• Create a qualification matrix with senior executives
• Build a trusted pipeline engine and document bid/no-bid recommendations
• Direct offshore support for pipeline data maintenance while retaining qualification judgment onsite

Capture Manager – Government & Public Sector

• Lead complex, high-stakes capture strategies from opportunity identification through final proposal award
• Serve as the primary architect of win strategies
• Leverage industry relationships, customer intelligence, and cross-functional teams to expand market share and drive scalable top-line revenue
• Build and maintain strategic relationships with customer decision-makers, agency representatives, prime contractors, and industry influencers
• Gather customer intelligence through pre-RFP engagement to shape requirements and position the organization as the vendor of choice
• Own end-to-end capture lifecycles for high-priority opportunities
• Analyze competitive landscapes, market trends, and budget cycles to formulate value propositions and price-to-win strategies
• Lead opportunity gate reviews and present business cases to executive leadership
• Collaborate with Proposal Managers and Finance, Delivery, and Growth Leadership on technical offerings, pricing models, and client presentation strategies
• Maintain accountability for win rates, qualified pipeline health, and deal conversion timelines in Nextstage CRM
• Conduct debriefs and apply feedback and lessons learned
• Conduct discovery sessions and review capabilities, past performance assets, and unique selling propositions
• Evaluate CRM pipeline, target accounts, capture efforts, win probabilities, and solicitation schedules
• Identify warm entry points, procurement leads, and strategic teaming partners
• Audit stage-gate review processes, proposal methodologies, pricing models, and competitive intelligence
• Initiate pre-solicitation conversations with client decision-makers and agency leads
• Engage prospective prime contractors and subcontractors; draft, negotiate, and execute NDAs and Teaming Agreements
• Develop and present capture plans for 2–3 high-value opportunities, including win themes, competitive analysis, and preliminary Price-to-Win targets
• Lead formal bid/no-bid and stage-gate reviews
• Assume full responsibility for the role after 90 days
• Participate in compliant, strategy-aligned proposals
• Present a 12-month capture strategy and forecast with win-rate goals and revenue targets

• Own CRM and pipeline systems, including Salesforce, GovWin IQ, Unanet and other relevant tools, including data models, stage definitions, required fields, workflows and reporting standards.
• Set and enforce data quality and pipeline hygiene standards.
• Maintain dashboards and management reporting covering pipeline health, conversion, pWIN, bookings and forecast movement.
• Improve sales tooling, processes and data governance.
• Prepare consolidated sales demand for the Chief Operating Officer to inform supply, manufacturing, fulfilment and operational capacity planning.
• Build and maintain bookings and revenue forecasts with Finance.
• Run weekly pipeline reviews, monthly forecasts and monthly or quarterly business reviews.
• Establish agendas, data packs, actions and follow-up for business development governance forums.
• Maintain and improve opportunity qualification and gate review processes using Shipley-style methodology or the company equivalent.
• Define and enforce pWIN scoring standards, bid/no-bid criteria and evidence requirements.
• Facilitate gate reviews and document decisions, actions, risks and conditions.
• Coordinate market intelligence from GovWin, SAM.gov, FPDS, DAWSIS and other sources.
• Lead assigned strategic pursuits from Gate 1 qualification through proposal submission and post-submittal support.
• Develop and execute capture plans covering customer engagement, win strategy, competitive assessment, price-to-win inputs, teaming strategy, solution approach and risk mitigation.
• Coordinate cross-functional inputs from Sales, Programmes, Engineering, Finance, Contracts and other contributors.
• Assemble and manage teaming partners, subcontractors, consultants and other external contributors.
• Coordinate NDAs, teaming agreements and related contractual requirements.
• Prepare and brief executives at opportunity gate reviews.
• Present customer need, strategic fit, pWIN, competitive position, solution, price-to-win assumptions, teaming approach, risks and investment required.
• Provide bid/no-bid or proceed-with-conditions recommendations.
• Act as the interface between Sales and Business Development and Finance, Operations, Programmes, Engineering and Contracts.
• Operate with significant autonomy and influence decisions affecting bookings, revenue, resource planning and strategic pursuits.

Sales Operations / Capture Manager

• Lead strategic business development initiatives driving growth in existing and emerging markets
• Develop and execute market strategies
• Identify new business opportunities
• Shape technology investments
• Lead pursuit activities from opportunity identification through proposal submission
• Collaborate across engineering, product management, marketing, and executive leadership
• Assess market opportunities, customer needs, industry trends, and competitive landscapes
• Build and maintain customer relationships
• Lead capture planning and pursuit efforts, including opportunity qualification, customer assessments, win strategies, competitive analysis, pricing strategies, and proposal development
• Develop system-level solutions and proposals for new programs
• Craft value propositions, messaging, and positioning strategies
• Coordinate cross-functional teams for strategic pursuits, product launches, technology initiatives, and business growth programs
• Communicate market intelligence, customer insights, competitive assessments, and strategic recommendations to leadership and pursuit teams
• Establish industry partnerships, strategic alliances, and stakeholder relationships
• Collaborate with engineering and Chief Technology leadership on research and development investments
• Oversee proposal development for compliance, quality, and timely delivery
• Lead technical presentations, customer engagements, and executive reviews
• Guide exploratory studies and strategic initiatives
• Use data analytics and customer feedback to refine strategies and optimize business development effectiveness

Senior Strategic Product Technology – Capture Manager

• Lead capture efforts to secure new opportunities, re-compete contracts, or task order business
• Work closely with Northrop Grumman functional organization leadership, internal marketing or government relations teams, and industry and government partners
• Grow and lead teams developing and executing capture plans
• Architect technical and business strategies
• Lead competitive assessments and price-to-win analyses
• Conduct gap assessments and define supplier or teaming approaches
• Lead bid and proposal activities
• Identify and shape opportunities
• Qualify opportunities and perform business case analysis
• Manage customer relationships and analyze customer acquisition approaches
• Develop and maintain professional relationships with key decision makers
• Collaborate with Government Relations on customer engagement strategies and execution
• Analyze and plan for future customer requirements
• Develop and execute capture strategies
• Assess customers and competitors
• Select and manage teammate/supplier relationships
• Identify and mitigate threats

Senior Capture Manager 3 – TS/SCI

• Manage assigned opportunities through the HII growth process
• Gather and update intelligence on competitive positioning
• Develop and own capture plans and capture strategies
• Coordinate with Portfolio Leads to establish technical solutions, identify key personnel/SMEs, and assess past performance references
• Build and sustain operational/technical and customer/contract relationships
• Conduct due diligence and sustain B2B relationships, including initiating NDAs and Teaming Agreements
• Plan and manage coordinated customer interfaces via targeted Customer Call Plans
• Define and manage the B&P budget
• Lead competitive analysis and price-to-win analysis, and establish team cost targets
• Oversee transition of capture plans into proposal management plans
• Work with proposal core teams on win strategy and solutions
• Initiate and schedule decision gate reviews and provide review materials
• Drive or contribute to gate reviews and milestone updates
• Support color team reviews
• Review IDIQ pipelines and markets/capabilities to identify aligned opportunities
• Enter identified opportunities into Salesforce in coordination with VP, ADO Growth
• Support growth initiatives using business intelligence and personal expertise
• Lead development of RFIs and Sources Sought Responses
• Leverage Mission Technologies assets, including business intelligence, account managers, market assessments, and AI/ML solutions

Capture Management Specialist – Capture Management 4

• Drive strategies to secure new and recompete contracts delivering capabilities to warfighters and advancing national security
• Manage assigned opportunities through the HII MTC growth process from Gate 2 through all capture phase activities
• Develop, manage, and own capture plans and strategies
• Coordinate with portfolio leads, executive leadership, business development, program managers, technical subject matter experts, and government customers
• Develop and manage customer call plans and build customer relationships
• Lead capability gap analysis and identify innovative technologies meeting customer requirements
• Lead competitive analysis and facilitate Black Hat activities
• Define and execute win strategies, win themes, discriminators, and technical/management solutions
• Identify teammates and vendors, conduct due diligence, and sustain business-to-business relationships
• Develop capability matrices and initiate NDAs and teaming agreements
• Facilitate teaming negotiations and allocate workshare
• Develop, track, and manage bid-and-proposal budgets and expenditures
• Coordinate price-to-win analysis and establish cost targets
• Identify, interview, and select key personnel candidates
• Assess past-performance references
• Identify internal and external resources for solution and proposal development
• Initiate, schedule, and deliver decision Gate Reviews with executive leadership
• Guide capture teams on technical, pricing, and contractual issues
• Support proposal development and color team reviews
• Generate proposal pricing using relevant historical cost data
• Ensure bids comply with customer requirements
• Participate in pipeline review and business capture planning meetings
• Support RFI/Sources Sought responses
• Ensure successful transition to operations project teams after contract award

Capture Manager – Mgr Capture Management 2

• Lead and manage end-to-end bid activities from early opportunity shaping through proposal submission and program hand-over
• Support ongoing U.S. pursuits requiring immediate bid leadership and coordination
• Lead and coordinate cross-functional teams including business development, engineering, pricing, contracts, operations, and review teams
• Drive alignment across stakeholders to ensure clear bid strategy, compliance, and execution
• Partner with corporate proposal resources to integrate proposal development activities
• Support the consistent application and refinement of bid and proposal processes, templates, and reporting practices
• Partner with counterparts in Sweden to maintain alignment with Saab T&S global practices
• Track and communicate bid status, risks, and performance indicators to leadership
• Drive continuous improvement in bid quality, efficiency, and win probability

Lead Bid Manager – Capture

• Lead assigned capture efforts from early opportunity identification and qualification through proposal submission, award, and transition
• Develop and execute capture plans covering customer engagement, competitive assessment, win strategy, teaming, solution development, pricing strategy, and positioning
• Translate customer mission requirements, acquisition priorities, and competitive intelligence into differentiated win strategies and value propositions
• Lead opportunity qualification and gate reviews and make bid/no-bid recommendations to growth and executive leadership
• Maintain capture schedules, action plans, call plans, competitive assessments, and other capture artifacts
• Coordinate with proposal leadership through proposal development and submission
• Maintain the CRM/pipeline tool for information sharing and capture updates
• Develop and maintain relationships with government customers, industry partners, incumbent contractors, and stakeholders
• Provide insight into agency missions, budgets, acquisition strategies, procurement trends, incumbents, competitors, and emerging requirements
• Identify and shape opportunities before formal solicitation and develop customer engagement strategies
• Identify adjacent opportunities for transferring Lynker capabilities and past performance into new customers and mission environments
• Represent Lynker at industry events, customer engagements, conferences, and market-development activities
• Identify, assess, and qualify opportunities aligned with strategic growth priorities
• Develop a qualified pipeline with probability-of-win assessments, acquisition timelines, competitive intelligence, and next actions
• Support annual and multi-year market planning by identifying acquisition trends, recompetes, new programs, and white-space opportunities
• Identify and develop strategic teaming partners and appropriate teaming strategies
• Conduct competitive assessments of incumbents and likely bidders
• Support positioning on GWACs, BPAs, IDIQs, OTAs, and other contract vehicles
• Partner with the CGO, Business Unit Leaders, Proposal Team, technical SMEs, and executive leadership
• Engage technical and operational personnel to develop credible, differentiated solutions
• Participate in structured capture reviews and improve business development and capture processes
• Report on capture status, customer intelligence, competitive positioning, risks, next actions, and probability of win
• Success measured through qualified pipeline development, customer access, pre-solicitation shaping, capture milestones, improved competitive positioning, teaming relationships, contract wins, and expansion into new agencies and mission areas