Capture Strategist

Capture Strategist

The Capture Strategist is responsible for leading and executing capture strategy for strategic pursuits from opportunity identification through contract award. This role drives pre-RFP positioning, competitive analysis, teaming strategy, and solution alignment to increase probability of win.

The Capture Strategist partners closely with Business Development, Solution Architects, Pricing, and Proposal teams to shape deals, influence requirements, and develop winning strategies. This position requires strong customer engagement skills, analytical thinking, and disciplined opportunity management.

This is not a pure sales or proposal coordination role it is a strategic growth role focused on shaping and winning business.

Hybrid opportunity based at the ViaPath office located in Falls Church, VA.

Responsibilities

• Lead capture efforts for assigned opportunities, typically mid-sized to large pursuits.
• Qualify opportunities using established gate and win strategy processes.
• Develop and maintain capture plans outlining win themes, discriminators, competitive positioning, and action plans.
• Assess customer needs, budget environment, acquisition strategy, and decision drivers.
• Build and maintain relationships with customer stakeholders, partners, and industry influencers.
• Identify and influence key requirements prior to RFP release.
• Conduct stakeholder mapping and competitive intelligence analysis.
• Support solution alignment with customer mission and operational priorities.
• Analyze competitor strengths, weaknesses, likely approaches, and pricing posture.
• Develop clear win themes and value propositions.
• Define teaming strategies and support partner negotiations.
• Drive reviews and competitive assessments.
• Collaborate with technical and solution teams to shape compliant, differentiated solutions.
• Ensure pricing strategy aligns with customer expectations and competitive landscape.
• Validate that solution approach supports win strategy and evaluation criteria.
• Lead capture-to-proposal transition meetings.
• Provide annotated outlines, win themes, and strategy briefings to proposal teams.
• Support color reviews and executive briefings.
• Remain engaged through submission and award decision.

Qualifications

• Bachelor's degree in Business Administration, or related field preferred. Will consider equivalent years of related experience in lieu of a degree.
• 58 years of experience in capture management, business development, or strategic growth roles.
• Experience establishing and executing structured capture processes and strategies to support opportunity qualification, positioning, and pursuit planning that strengthen the business development lifecycle and improve win probability.
• Demonstrated experience supporting or leading captures resulting in competitive awards.
• Experience in government, public sector, or enterprise B2B solution environments.
• Strong understanding of procurement processes (RFI, RFP, RFQ).
• Proven ability to develop and execute capture plans.
• Strategic thinker with opportunity shaping experience.
• Experience driving competitive intelligence and analysis activities.
• Executive communication and briefing skills.
• Cross-functional leadership and influence abilities.
• A strong understanding of the financial and pricing modeling aligned with bid process.
• Strong organizational and opportunity management skills.
• Comfortable operating in ambiguity and shaping undefined opportunities.
• Strong relationship builder with customers and partners.
• Able to balance long-term strategy with tactical execution.
• Strong influencer with the ability to connect at all levels.
• Proactive client focused mindset.
• Driven by measurable win outcomes.

Preferred Qualifications

• Experience with federal acquisition processes (FAR-based procurements).
• Capture experience within the corrections market.
• Experience in technology, SaaS, or systems integration environments.
• Shipley, APMP, or similar capture/proposal methodology training.

Additional Information

ViaPath is committed to providing equal employment opportunities to all qualified individuals and to maintaining a workplace free from discrimination and harassment. Employment decisions are based on individual merit, qualifications, performance, and business needs. In accordance with applicable federal, state, and local laws, ViaPath does not discriminate or permit harassment against any employee or applicant based on any characteristic protected by law. ViaPath's commitment applies to the fullest extent required by federal, state, and local laws applicable to its contracts and operations.

Benefits Overview

ViaPath is committed to supporting the health, well-being, and security of our employees. Eligible full-time employees have access to a comprehensive benefits package that includes:

• Medical, Dental & Vision Insurance Multiple plan options designed to support a variety of coverage needs.
• Health Saving Accounts (HSA) and Flexible Spending Accounts (FSA) Employer provided contribution to the HSA for eligible medical plans. Healthcare and dependent care spending accounts available.
• Flexible Time Off (FTO) Including vacation and sick time
• Company Holidays
• Retirement Plan (401(k)) Traditional and Roth 401(k) options available including employer matching contributions.
• Life & Disability Insurance Company-paid basic life insurance and short-term disability; additional voluntary coverage available.
• Employee Assistance Program (EAP) Free, confidential support for personal, financial, and family matters.
• Additional Well-Being Resources Includes access to Care.com, Calm, Active&Fit, Telavet, LegalShield, and other lifestyle resources and discounted services.

Eligibility for certain benefits may depend on employee status, work location, and applicable plan documents. Benefits and terms are subject to change. The information above provides a brief summary of our benefit programs. Actual coverage details are governed by the official plan documents, which control in the event of conflict. ViaPath reserves the right to modify or terminate any benefit program at any time.