Senior Capture Manager, Federal Sales

About SANS

SANS Institute (SANS) launched in 1989 as a cooperative for information security thought leadership, it is SANS’ ongoing mission to empower cyber security professionals with the practical skills and knowledge they need to make our world a safer place. We fuel this effort with high quality training, certifications, scholarship academies, degree programs, cyber ranges, and resources to meet the needs of every cyber professional. Our data, research, and the top minds in cybersecurity collectively ensure that individuals and organizations have the actionable education and support they need.

Join the SANS Team

At SANS, our culture is defined by Mission, Brand, People. Our goal is to hire people who understand the importance of continuing to fight against the cyber security threats (Mission) while delivering the highest quality training (Brand) to our students.  We want employees whose personal values align well with our culture of fairness, honesty, customer focus, and pragmatic approach (People).

Summary of Position

The Senior Capture Manager will develop and execute strategies to win business. This position will maintain and grow existing US Federal opportunities within SANS as well as identify and develop ‘green field’ opportunities, establishing the strategies and resources required to capture new business. This position will actively support existing and future projects with leadership, best practices, process improvements, innovation recommendations, and technology development. This includes supporting follow-on and new opportunities through solution development and client presentations; capture planning and support; proposal development and writing; pricing support; and negotiation support.

Key Responsibilities

• Assist in formulating SANS’ U.S. Federal 3-5 year strategic plan to identify customer sets and program opportunities.
• Possess a deep understanding of the customers' mission in target market segments by building relationships to develop focused, relevant collective training solutions by leveraging the breadth of SANS resources.
• Develop a thorough understanding of the breadth and depth of SANS offerings and resources and be able to apply those to customer challenges.
• Identify and map key stakeholders, decision makers, influencers, and relationships across the cyber domain. 
• Hold knowledge of the customer’s terminology, policies, organizational structure, etc.
• Ability to analyze federal budgetary information to discern trends and priorities. 
• Devise strategies to identify and qualify promising new business opportunities, conducting internal bid / no bid calls, as necessary.
• Establish and coordinate winning strategies necessary to build customer programs that do not yet exist or are at their infancy. 
• Review and digest requirements, and provide items for action specific to market surveys, Request for Information, Request for Quote, and Request for Proposal.
• Schedule internal and external meetings to discuss opportunities, to include opportunities supported by partners.
• Collaborate with a team of subject matter experts to develop solutions.
• Communicate capture strategies to sales and program teams and monitor effective implementation. 
• Recommend partners and teaming arrangements to successfully capture business. 
• Provide proposal experience; dissecting requirements, developing winning themes, developing compliance matrixes, establishing schedules, writing proposals and participating in color review teams.
• Operate effectively in a geographically dispersed team. 
• Create and document capture plans for reporting, communicating, and managing resources (analysis, planning, strategy). 
• Develop and support capability statements, presentations, and briefings targeted for specific customer needs or industry events.
• Conduct comprehensive competitive analysis and pricing strategies. 
• Other job duties as assigned.

Basic Requirements

• Bachelor’s degree in business or a technical field of study.
• Minimum of 10 or more years’ experience within U.S military and/or government organizations
• Minimum of 5 or more years’ FAR based capture and proposal experience.
• Exceptional leadership and management skills.
• Ability to demonstrate sound judgement and have excellent written and verbal communication skills. 
• Superior organizational and time-management skills.
• TS/SCI security clearance preferred

Reporting Relationships

This position reports to the Director of NA Public Sector and has no direct reports.

Work Environment

Remote work environment with the requirement to travel as needed, approximately 6x/year. 

Equal Opportunity Employer

SANS is an Equal Opportunity Employer and does not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the application process, or to perform the essential functions of a position, please contact SANS Human Resources.

In addition, all qualified applicants with arrest or conviction records will be considered for employment. 

California residents click here for SANS privacy notice for California job applicants

The base salary range for this position is between $120,000 and $160,000. Base salary ranges may vary by geographic location and relevant experience, education, certifications, and years of experience. There is no guarantee an offer will be at the top of the posted range based on the salary analysis.

In addition, SANS provides the following benefits:

Medical

Dental

Vision

Short-Term Disability

401(k) with company match

Employee Assistance Program

Supplemental Life Insurance and AD&D

Paid Time Off

Company Paid Holidays

Volunteer Paid Time Off

Compensation120,000-160,000 plus commission