Staff Capture Manager - Corporate Growth

Government Requirements Identification and Strategic Opportunity Shaping Activities:

• Identify emerging DoD mission requirements, capability gaps, modernization initiatives, sustainment challenges, and other strategic opportunities aligned with KIHOMAC capabilities
• Research and understand how Government requirements originate, evolve, receive approval, and transition into funded acquisition programs
• Engage Government program offices, operational commands, requirements organizations, acquisition stakeholders, and technical authorities to understand mission needs, acquisition objectives, and anticipated requirements
• Develop and execute strategies to appropriately influence Government requirements, acquisition approaches, and technical solutions through authorized industry engagement before solicitation release
• Identify opportunities to introduce KIHOMAC technical capabilities, alternative solutions, and innovative acquisition approaches that address Government mission requirements
• Participate in RFIs, sources-sought responses, industry days, technical exchanges, capability demonstrations, and other pre-solicitation activities to shape opportunities and improve KIHOMAC's competitive position
• Identify opportunities where early customer engagement and technical collaboration can establish meaningful competitive discriminators
• Develop and maintain long-term opportunity-shaping strategies for major Government programs and anticipated procurements

Government Acquisition Strategy and Budget Analysis Actiities:

• Analyze DoD acquisition processes, program structures, funding sources, procurement strategies, and anticipated acquisition schedules to identify future opportunities
• Monitor defense budgets, POM/FYDP planning, Congressional appropriations, and agency acquisition forecasts to identify emerging and funded requirements
• Understand the relationships among Government operational requirements, program planning, funding availability, acquisition strategy, and contracting execution
• Evaluate acquisition pathways, contract vehicles, competition structures, and source-selection approaches to determine KIHOMAC's competitive position
• Identify acquisition risks, funding uncertainties, program dependencies, and potential changes affecting opportunity timing or viability
• Develop recommendations for positioning KIHOMAC as a prime contractor, subcontractor, or strategic partner based on acquisition structure, organizational capabilities, and competitive conditions
• Translate Government acquisition intelligence into actionable corporate growth strategies and capture investment recommendations

Strategic Capture Leadership Activities:

• Personally lead assigned high-value, complex Federal Government capture opportunities from early identification and qualification through proposal submission and contract award
• Develop and execute comprehensive capture plans addressing customer engagement, acquisition strategy, competitive positioning, technical solutions, teaming, pricing, and win strategy
• Establish capture objectives, milestones, resource requirements, investment priorities, and measurable actions to improve competitive positioning
• Lead multi-year capture campaigns for major defense programs and strategic contract opportunities.
• Assess opportunity maturity, competitive position, acquisition readiness, and PWIN to support corporate investment decisions
• Identify and resolve strategic gaps in customer intimacy, technical capability, past performance, teaming, and competitive positioning
• Maintain accountability for capture strategy, execution, and readiness across assigned opportunities.
• Recommend continued investment, corrective actions, teaming alternatives, or No-Go decisions based on objective assessments
• Ensure capture activities establish favorable competitive conditions well before formal solicitation release

Customer and Competitive Strategy Activities:

• Develop and execute strategic customer engagement plans focused on Government decision-makers, requirements stakeholders, acquisition personnel, technical authorities, and program leadership
• Establish and maintain productive relationships with Government customers and industry partners to improve understanding of mission needs and future requirements
• Research and analyze incumbents, competitors, acquisition history, program priorities, Government budgets, and market conditions
• Lead competitive intelligence assessments, Black Hat reviews, and other structured analyses to identify competitor positioning, strengths, weaknesses, and likely strategies
• Identify customer priorities, evaluation drivers, mission needs, and potential technical or business discriminators
• Develop differentiated win strategies, value propositions, and competitive approaches that align KIHOMAC capabilities with Government objectives
• Translate customer and competitive intelligence into specific capture actions that measurably improve PWIN

Opportunity Qualification and Strategic Pipeline Management Activities:

• Identify and qualify high-value Federal Government opportunities using Government budget documents, acquisition forecasts, SAM.gov, GovWin, agency engagement, industry intelligence, and other sources
• Develop a forward-looking pipeline of strategic opportunities aligned with KIHOMAC's long-term growth objectives
• Emphasize early-stage opportunities where KIHOMAC has sufficient time to influence requirements, develop customer relationships, establish teaming strategies, and improve competitive positioning
• Maintain accurate opportunity assessments, including acquisition timing, anticipated funding, customer engagement, competitive intelligence, PWIN, capture milestones, and resource requirements
• Recommend prioritization of capture investments based on strategic value, contract potential, competitive position, and likelihood of award
• Collaborate with Business Development and corporate leadership to identify opportunities for expansion into larger and more complex Government programs

Teaming and Strategic Partnerships Activities:

• Identify capability, capacity, past-performance, and customer-access gaps affecting KIHOMAC's ability to pursue major contract opportunities
• Develop Make/Buy/Team strategies supporting prime contractor positioning and competitive differentiation.
• Identify and evaluate strategic teammates, defense primes, OEMs, technology providers, and specialized subcontractors
• Develop teaming strategies that improve technical credibility, customer access, past performance, contract eligibility, and competitive position
• Evaluate potential teaming structures, workshare arrangements, exclusivity considerations, and long-term strategic value
• Coordinate with Contracts and corporate leadership in developing NDAs, teaming agreements, and other capture-related agreements

Solution and Pricing Strategy Activities:

• Lead cross-functional development of differentiated, technically credible, and executable solutions responsive to Government mission requirements
• Collaborate with Engineering, Manufacturing, Operations, Contracts, Pricing, and Finance to develop technical, management, staffing, transition, production, and sustainment approaches
• Evaluate proposed solutions against Government requirements, competitive alternatives, acquisition constraints, execution risk, and customer value
• Identify opportunities to improve competitiveness through technical innovation, manufacturing efficiency, acquisition approaches, teaming, or alternative solutions
• Ensure proposed solutions balance competitive pricing, technical performance, schedule, risk, and sustainable profitability

Gate Reviews and Executive Engagement Activities:

• Prepare and lead executive gate reviews for assigned strategic capture opportunities
• Present Government requirements analysis, acquisition strategies, budget and funding assessments, customer intelligence, competitive positioning, teaming strategies, technical solutions, PTW, PWIN, risks, and recommended actions
• Provide objective recommendations regarding pursuit investment, prime/subcontractor positioning, strategic teaming, and Go/No-Go decisions
• Identify deficiencies in capture maturity and establish corrective actions before subsequent reviews.
• Communicate significant changes in Government requirements, funding, acquisition strategies, competitive conditions, or PWIN to corporate leadership
• Provide senior leadership with actionable strategic intelligence supporting corporate growth decisions

Capture-to-Proposal Transition Activities:

• Establish competitive positioning, win strategy, technical solution direction, and proposal strategy prior to solicitation release to the greatest extent practical
• Coordinate with Proposal Management to ensure an effective transition from strategic capture into formal proposal development
• Provide documented customer intelligence, requirements analysis, competitive assessments, acquisition strategy, win themes, discriminators, teaming arrangements, and pricing strategies
• Support development of proposal outlines, storyboards, executive summaries, technical and management approaches, and other strategic proposal content
• Participate in Black Hat, Pink/Red/Gold Team, solution, and executive reviews as appropriate
• Maintain accountability for capture strategy throughout proposal development and ensure the final submission reflects the approved competitive approach

Business Development and Corporate Growth Support Activities:

• Support development and execution of corporate growth strategies focused on expanding KIHOMAC's participation in larger DoD programs and major contract opportunities
• Establish and maintain relationships with Government acquisition organizations, program offices, defense primes, OEMs, and strategic industry partners
• Identify opportunities to leverage KIHOMAC's engineering, manufacturing, integration, and sustainment capabilities to address emerging Government requirements
• Participate in strategic customer meetings, industry engagements, acquisition events, technical exchanges, and capability presentations
• Collaborate with executive leadership and business-area leaders to evaluate new markets, acquisition pathways, and long-term growth opportunities
• Support continuous improvement of corporate capture methodologies, opportunity qualification, customer engagement, competitive analysis, and executive decision-making
• Capture and communicate lessons learned following major pursuits and award decisions

Key Performance Expectations

• Identify and develop a qualified pipeline of large, strategically significant DoD and Federal Government opportunities
• Demonstrate measurable progress in shaping opportunities and improving competitive positioning prior to solicitation release
• Establish productive engagement with Government requirements, program management, acquisition, and technical stakeholders
• Identify emerging requirements and anticipated funding early enough to support effective capture strategies.
• Develop comprehensive, actionable capture plans for major Government pursuits
• Improve PWIN through customer engagement, competitive intelligence, technical differentiation, acquisition positioning, and strategic teaming
• Provide objective, decision-ready assessments supporting capture investment and Go/No-Go decisions
• Expand KIHOMAC's ability to compete as a prime contractor or significant strategic teammate on larger Government programs
• Ensure effective coordination across Business Development, Engineering, Operations, Contracts, Pricing, Finance, and Proposal Management
• Successfully transition mature strategic captures into competitive proposals
• Contribute to improved contract win rates, larger contract awards, and sustainable long-term corporate growth
• Other duties as assigned

Qualifications:

Education/Training:

• Bachelors Degree in Business, Engineering, Management, Government Acquisition, or another relevant discipline required
• Formal capture management, proposal management, or Shipley-based training preferred
• Defense Acquisition University (DAU) training or comparable Government acquisition experience preferred

Experience:

• 15+ years of relevant professional experience in Federal Government contracting, defense acquisition, strategic capture management, or business development, including substantial experience supporting Department of Defense programs
• Demonstrated success personally leading large, complex, competitive Federal Government captures, preferably involving contract opportunities valued at $100 million or more
• Extensive understanding of how DoD requirements are identified, developed, validated, funded, and translated into Government acquisition programs and solicitations
• Demonstrated experience engaging Government customers and appropriately influencing requirements, acquisition strategies, technical approaches, or procurement planning prior to formal solicitation release
• Strong understanding of DoD acquisition organizations, including Program Executive Offices (PEOs), System Program Offices (SPOs), Program Managers, requirements organizations, contracting offices, and operational commands
• Experience identifying emerging requirements, capability gaps, modernization priorities, and sustainment needs and translating them into actionable business opportunities
• Working knowledge of DoD budgeting and resource allocation processes, including the Planning, Programming, Budgeting, and Execution (PPBE) process, Program Objective Memorandum (POM), Future Years Defense Program (FYDP), and Congressional appropriations
• Demonstrated ability to analyze Government budgets, acquisition forecasts, program documentation, and industry intelligence to identify and position for future opportunities
• Strong understanding of FAR/DFARS, Federal acquisition processes, contract types, IDIQ/GWAC vehicles, task-order competitions, Other Transaction Authorities (OTAs), teaming arrangements, and source-selection processes
• Experience developing and executing multi-year capture strategies for major defense programs, engineering services, aircraft modernization, sustainment, manufacturing, or other technically complex opportunities
• Demonstrated experience developing customer engagement strategies, competitive assessments, win strategies, Price-to-Win (PTW), Probability of Win (PWIN), strategic teaming arrangements, and executive gate reviews
• Experience evaluating and influencing acquisition positioning, including prime/subcontractor strategies, contract vehicles, competition structures, and technical differentiators
• Experience working directly with Government program management, acquisition, contracting, and technical organizations
• Demonstrated ability to lead cross-functional teams involving Business Development, Engineering, Operations, Contracts, Pricing, Finance, and Proposal Management
• Excellent written and verbal communication skills, including the ability to communicate complex acquisition and capture strategies to executive leadership
• Strong analytical, strategic planning, relationship-building, negotiation, and executive presentation skills
• Ability to independently lead complex strategic pursuits and influence organizational resources without direct supervisory authority

Security:

• Must be a US citizen
• Ability to obtain a security clearance may be required

Physical Requirements:

• Able to occasionally reach with hands and arms
• Prolonged periods of computer screen use, while sitting or standing at a desk
• Adhere to safety protocols when in work areas requiring use of PPE (e.g. eyewear, gloves, masks, hearing protection, steel toed shoes, etc.)
• Able to safely lift and carry up to 20 pounds at a time

• Health Care Plan (Medical, Dental & Vision)

• Retirement Plan (401k, IRA)
• Life Insurance (Basic, Voluntary & AD&D)
• Paid Time Off (Vacation, Sick & Public Holidays)
• Short Term & Long Term Disability
• Training & Development
• Wellness Resources

Salary:

The projected salary range for this position is $165,000 - $185,000. This is not a guarantee of compensation, rather actual salary will be based on experience, qualifications, and applicable certifications or degrees held. Offered salary may fall outside of this range.