Program Capture Business Development Manager

About This Role

Planning and managing large government contract pursuits from initial qualification through to proposal submission and award is the core of this role in the US Federal sector. The manager drives win strategies, shapes agency requirements, performs competitive intelligence, and leads cross-functional teams to maximize the probability of winning the contract. This position requires managing the full pipeline lifecycle, from early market research and agency relationship-building to capture strategy and proposal delivery.

Responsibilities

• Find new federal contract pursuits using tools like USASpending.gov or GovWin IQ
• Qualify major federal pursuits, manage Gate Reviews, and direct the development of comprehensive capture and call plans
• Build, qualify, and maintain a healthy pipeline of RFPs, RFQs, and sources-sought notices
• Meet regularly with federal program managers, contracting officers, and industry partners to shape upcoming requirements
• Lead the competitive positioning, win-theme development, and teaming/partner strategies for targeted bids
• Partner with pricing and proposal teams to ensure compliant, high-scoring submissions
• Engage federal stakeholders during market research and RFI phases to influence Performance Work Statements (PWS) in favor of company strengths
• Lead "Black Hat" reviews to analyze competitor positioning, pricing strategies, and vulnerabilities
• Perform capability gap assessments, identify prime/subcontractor partners, and negotiate strategic teaming agreements
• Partner with proposal managers and solution architects to ensure win themes, discriminators, and compliance carry seamlessly into the final bid

Requirements

• Preference for the DC area, but other locations within the United States may be considered for qualified candidates
• US citizen and ability to obtain a government issued security clearance
• Secret or Top Secret Clearance at the time of hire is preferred
• 10+ years of industry knowledge within Enterprise technology, knowledge of HPE products is a plus
• 10+ years of experience within federal business development, sales, or capture management
• Ability to communicate and present to senior leadership
• Experience creating RFP responses and other customer-facing documents
• Industry standard relevant technology certifications or equivalent experience expected
• Strong grasp of the Federal Acquisition Regulation (FAR), agency buying behaviors, and major contract vehicles
• Established relationships with key decision-makers within specific target agencies (e.g., DoD, HHS, DHS, GSA)
• Bachelor's degree in Business, Marketing, or a related technical/management field