Senior Capture Manager - CMS Programs

Senior Capture Manager - CMS Focused

The Senior Capture Manager - CMS Focused is responsible for leading and executing end-to-end capture strategies for large, complex federal opportunities supporting the Centers for Medicare & Medicaid Services. This role drives growth by identifying, qualifying, shaping, and winning competitive procurements aligned with CMS mission priorities. The ideal candidate has extensive experience winning federal healthcare IT business, established relationships within the CMS ecosystem, and a demonstrated ability to lead cross-functional teams through the full capture lifecycle.

Location: Tysons Corner, VA (Hybrid – 3 Days in office) Duration: Fulltime

Key Responsibilities

• Lead full lifecycle capture efforts from opportunity identification through contract award.
• Develop and execute comprehensive capture plans, win strategies, and competitive positioning.
• Shape opportunities pre-RFP through strategic client engagement and requirements influence.
• Conduct competitive assessments and price-to-win analyses.
• Develop compelling value propositions aligned to CMS priorities such as modernization, cloud transformation, interoperability, program integrity, data analytics, and digital services.

Client & Market Engagement

• Build and maintain trusted relationships with CMS program leadership, contracting officials, and industry partners.
• Maintain deep awareness of CMS organizational priorities, budgets, and acquisition strategies.
• Represent the organization at CMS industry events, briefings, and strategic meetings.

Teaming & Partnership Development

• Identify and negotiate strategic teaming agreements.
• Develop prime/subcontractor strategies aligned with procurement requirements.
• Lead partner solution alignment and integration into overall win strategy.

Proposal Integration & Execution

• Ensure seamless transition from capture to proposal while maintaining win strategy integrity.
• Support solution development, executive summaries, management approaches, and win themes.
• Lead or participate in gate reviews and color team reviews.

Pipeline & Growth Management

• Maintain accurate pipeline forecasting and probability of win (PWin) assessments.
• Provide executive leadership with regular capture status updates.
• Contribute to long-term CMS market strategy and account planning.

Required Qualifications

• 10+ years of progressive federal capture and business development experience.
• Proven track record winning large, complex federal healthcare IT contracts, including IDIQs and task orders.
• Demonstrated experience leading capture efforts for CMS opportunities.
• Deep understanding of Federal Acquisition Regulations (FAR) and federal procurement lifecycle.
• Strong relationships within CMS and/or federal health agencies.
• Experience developing price-to-win strategies and competitive intelligence assessments.
• Excellent executive communication and presentation skills.
• Bachelor's degree required (advanced degree preferred).

Preferred Qualifications

• Direct experience supporting CMS Centers such as Medicaid, Marketplace, Quality, or Program Integrity programs.
• Experience with CMS acquisition vehicles (e.g., SPARC, GSA MAS, CIO-SP3/4, etc.).
• Knowledge of Medicare and Medicaid systems, interoperability standards (FHIR), cloud modernization, AI/ML, DevSecOps, cybersecurity, or data analytics.
• PMP, APMP, or Shipley certification.

Core Competencies

• Strategic growth leadership
• Competitive positioning and differentiation
• Executive influence and stakeholder engagement
• Financial acumen and revenue forecasting
• Cross-functional team leadership

What Success Looks Like

• Strengthened CMS pipeline with qualified, strategically aligned pursuits.
• Increased capture discipline and measurable improvement in win rate.
• Securing one or more strategic CMS prime awards within 12–18 months.
• Elevated visibility and positioning of Sky Solutions within CMS modernization initiatives.

Sky Solutions Benefits & Culture at a Glance

• Healthcare & Wellness
  • Medical, dental, and vision coverage tailored to your needs.
  • Supplemental options like life insurance, disability, HSA/FSA available.
• Time Off & Work-Life Balance
  • Starting at 15 PTO days per year, increasing with tenure.
  • Plus 11 paid holidays to recharge and spend time with loved ones.
• Professional Growth & Development
  • Annual education stipend.
  • Access to thousands of online courses.
  • Formal mentorship programs for career advancement.
• Inclusive Culture
  • "One Team" mentality focused on collaboration and belonging.
  • Recognized as a Great Place to Work® for six years straight.
• Evolving Benefits Based on Your Feedback
  • Employee surveys shape enhancements - "at least two benefits improved or recommended each year."