Capture Lead/Manager
Primary Work Location: Remote
Must be a U.S Citizen
Clearance: Secret, preferred
Job Description
Training Enterprise Services’ (TES) Capture Lead/Manager is a leader who develops and drives the overall capture and proposal strategy for the Training Enterprise business development team. The successful candidate will be the focal point of capture and proposal responsibility, authority, and accountability to lead, manage, and integrate all necessary activities to produce a discriminating offer in response to contract bids. Requires confident, knowledgeable, and hands on leadership -- willing to personally manage captures and proposals -- who works collaboratively with all stakeholders. The candidate must know how to collect competitive intelligence across federal markets to support the development of strategic growth and improve capture and proposal management. The candidate works collaboratively with the TES Strategic Client Executive, and other TES Account Executives as a synergistic team to facilitate the integrated business development life cycle model effectively.
Duties include but are not limited to pursue, build and win highly qualified opportunities; shape qualified opportunities; lead all proposal development functions, provide solution design (themes, discriminators, features, leading color team reviews, ensuring compliance); develop business intelligence and competitive intelligence to strengthen OSG’s pWin; develop win/capture strategies; and assemble, lead, and orchestrate integrated capture team(s) consisting of SMEs, functional staff, operations, BD, , and teammates to achieve capture rates/ratios IAW industry standards. Uses best practices (e.g., Shipley standards for winning strategic business) to establish relationships with customers and key decision makers, qualifying opportunities, maintaining customer intelligence, developing capture strategies, and creating capture plans.
Specific Responsibilities:
- Manage and lead opportunity from pursuit decision to submission.
- Produce capture artifacts capable of winning within the context of the customers’ needs and requirements by developing cogent capture strategies.
- Responsible for the development, production, review, compliance, and delivery of proposals in response to customer-issued Request for Proposals (RFPs).
- Ensure all aspects of the proposal process, including solution design (themes, discriminators, features, benefits, proofs), competitive intelligence, Color Teams, Price-to-Win, and other aspects of competitive bids are compliant and executed at the highest level.
- Develop processes, frameworks, and best practices for proposal design and development tactics.
- Provide writing support as needed on proposal efforts.
- Coordinate and lead color team reviews.
- Provide white-glove review of all proposals and ensure electronic or hard copy submissions are submitted on time.
- Use business acumen to develop innovative, creative approaches to winning strategic business.
- Facilitate strategy sessions.
- Possess program, operations, financial, and senior management skillsets/qualifications to contribute to and inform a holistic approach to winning new business and recompetes.
- Provide recommended business development (based on research) solutions to technical problems of significant scope/complexity.
- Oversee transitions from Capture Plan into Proposal Management phase and mentors’ proposal core team on win strategies and win solutions.
- Build and sustain customer relationships resulting in strategies based on customer pain points Participate in developing customer engagement strategies to best position OSG for winning.
- Lead and manage all stakeholders (individuals, key people, teammates, working groups, etc.) to produce a discriminating offer that is compliant and responsive to RFP requirements and customer issues—develops a winning environment.
- Present capture plans and gate reviews to the executive team and receive constructive input to help win vs. running the corporate approval gauntlet.
- Lead Kick Off Meetings and work with leadership to commit resources to win (Capture budget, B&P development, etc.).
- Formulate teaming strategy, structure, and select teammates based on an analytical assessment of Obsidians’ strengths/weaknesses against customer issues, PWS/SOW/RFP requirements, and competition.
- Actively engage at all levels in developing the Price-to-Win (PTW) based on an analysis of the incumbents’ winning price and contract performance history, the customers buying practices and recent awards of similar contracts, and the application of common-sense game theory per the competition.
- Lead solution sessions to determine technical and management solutions that address customer issues and RFP requirements resulting in viable and substantiated technical approaches that align with the PTW.
- Participate in color reviews and embrace color team debriefs by making necessary adjustments to the capture plan, offer design, and/or the proposal while also managing the associated personnel/teammate issues/dynamics.
- Lead and manage the capture effort to make the necessary adjustments through the discussion.
- Detailed knowledge of the Federal contracting process systems and demonstrated working knowledge of the Federal Acquisition Regulations (FAR) and Defense Federal Acquisition Regulation Supplement (DFARS).
Job Requirements:
Qualifications Required
- 10 years’ experience managing large capture efforts with a proven track record of leading and winning in capture efforts $50M and over.
- Proven experience developing, organizing, and executing significant capture activities.
- Strong experience with analyzing RFP requirements; assisting teams with identifying discriminators and developing themes; organizing resources; developing and managing schedules; and conducting proposal reviews.
- Ability and experience to conceptualize a total proposal solution and the information needed to support the solution, and then manage solution development at the detail level.
- Ability to review/edit proposal content ensuring compliancy, clarity, and applying win strategies.
- Proficiency in Microsoft Office Suite, including Word, Excel, and PowerPoint. Strong desktop publishing, formatting, and editing skills desired.
- Successful experience leading an integrated team of capture SMEs.
- Experience capturing efforts in USMC, US Army, US Navy, Air Force, SpaceCom, and Joint Force.
- B.S./BA in Management; Engineering, Systems Engineering, Business Management, Business Administration, Contracts Management, or related discipline.
- Successful capture and proposal development for multiple IDIQ contracts.
- An understanding of contractor financials and PTW strategies.
- Research new opportunities, customers, and competitors utilizing various open-source tools such as FedBizOps, GovWin IQ, Bloomberg BGOV, and others.
- Proficient in the use of SalesForce to oversee Opportunity status and 30-/60-/90-day RFP release.
- Disciplined strategic thinking, analytical presentation, and problem-solving skills.
- Ability to establish and maintain a solid working relationship with staff, and managers.
- Excellent written and oral communication skills are required.
- Ability to multi-task and manage time to meet deadlines.
Qualifications Desired
- MS/MA in Management, Business Management, Business Administration.
- Shipley capture management training (completion) or demonstrated use of the Shipley process.
- Project Management Professional (PMP) Certification.
- Understanding/familiarization with ITIL framework.
Physical Requirements and Work Environment
- Normal office environment
- Remote work environment
Travel
- Up to 25% in support of capture management.
Company Description
Obsidian Solutions Group LLC (OSG) is a fast-growing professional services firm based in Fredericksburg, VA. We create value for our customers by delivering technology-enabled & mission-oriented technical solutions that solve complex problems, protecting people, information, and assets. Our core capabilities are in providing Enterprise IT, Intelligence Analysis, Production & Development and Knowledge-Based Professional Services Solutions that enable the customer’s mission. Obsidian Solutions Group LLC is a service-disabled, veteran-owned small business.
A career at Obsidian Solutions Group means you can put your expertise, credentials, and talents to great use working with customers in the DOD and Intelligence Community, while enjoying the excitement of working in a fast-growing organization committed to making a difference for our customers and in our community. Contribute independently and collaboratively alongside our amazing team of doers and thinkers. Obsidian Solutions Group is small enough to offer a family atmosphere yet large enough to deliver a highly competitive compensation package. We hire and retain the best in the industry, offering exceptional benefits that protect the well-being of our employees, their spouses and domestic partners, and their families.
Our corporate philosophy is centered on hiring and retaining employees with the requisite skills, professional experience, personal commitment, and ethical standards necessary to foster a culture of operational excellence necessary to surpass our customer’s expectations.
Disclaimer
The above information on this description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.
Obsidian Solutions Group is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy and gender identity), national and ethnic origin, political affiliation, sexual orientation, marital status, disability, genetic information, age, membership in an employee organization, parental status, protected veteran status, and any other non-merit factor, or any other characteristic protected by law.
