Director Capture Management - DoW

Responsibilities & Qualifications

RESPONSIBILITIES

Capture Strategy & Execution

• Own end-to-end capture on TekSynap's largest and most strategic Department of War pursuits - from pipeline entry through proposal hand-off - maintaining accountability for Pwin assessments and go/no-go recommendations at every opportunity review.

• Develop and maintain rigorous capture plans for each assigned pursuit: customer analysis, competitive landscape, win themes, discriminators, teaming strategy, pricing posture, and risk mitigation.

• Lead and facilitate structured opportunity reviews - bid/no-bid, Black Hat, solution reviews - and present findings and recommendations to the CGO and executive leadership.

• Drive competitive intelligence across assigned pursuits: ghost strategies, incumbent vulnerability assessments, partner and competitor move anticipation, and Black Hat preparation.

• Shape procurements through sustained Department of War and defense agency engagement - RFI responses, draft RFP comments, industry day participation, and direct relationships with program offices, contracting officers, and end users.

• Maintain current, actionable opportunity intelligence in TekSynap's pipeline management system, ensuring forecast accuracy and data integrity across assigned pursuits.

Customer & Partner Engagement

• Build and sustain executive-level relationships with Department of War and defense agency customers - developing intelligence on mission priorities, budget cycles, and acquisition timelines well ahead of public solicitation.

• Identify, evaluate, and negotiate high-stakes teaming arrangements, assessing partners for capability fit, past performance relevance, agency intimacy, and socioeconomic attributes that strengthen competitive position.

• Represent TekSynap at senior levels in Department of War engagements, industry days, and GovCon forums - advancing customer relationships and reinforcing TekSynap's brand, capabilities, and strategic positioning.

• Develop and manage a portfolio of strategic teaming partners; ensure TekSynap is positioned as a preferred prime or sub on key Department of War vehicles and pursuits ahead of solicitation.

Proposal Integration & Quality

• Own the capture-to-proposal transition for all assigned pursuits, ensuring the proposal team inherits a complete strategy package: win themes, solution direction, teaming structure, pricing posture, and validated competitive intelligence.

• Drive continuity of capture strategy through the proposal lifecycle - contributing to executive summaries, win theme development, and key volume narrative - and lead or actively support color team reviews (Pink, Red, Gold) through final submission.

• Partner with the proposal manager and solutions architecture function to ensure customer insights translate into compelling, evaluator-focused proposals that are technically credible and competitively differentiated.

Pipeline Strategy & Growth Operations

• Collaborate with the CGO and BD leadership to inform TekSynap's Department of War pursuit strategy: pipeline prioritization, resource allocation, bid/no-bid posture, and Pwin thresholds that govern capture investment decisions.

• Maintain pipeline health and forecast integrity across all capture-stage opportunities, providing the CGO with accurate, timely visibility into competitive positioning and projected win rates.

• Contribute to continuous improvement of TekSynap's capture function: methodology, tools, templates, lessons-learned processes, and performance metrics that raise win rates over time.

• Contribute to board- and executive-level growth reporting, translating capture activity and pipeline health into strategic business intelligence for senior leadership.

QUALIFICATIONS

Required Experience

• 10+ years of progressive experience in capture management or federal BD, with a demonstrated record of winning competitive Department of War IT procurements as a capture lead.

• Proven track record personally leading captures and winning complex, full-and-open Department of War programs - including single-award IDIQs, GWACs, or task orders with total contract value exceeding $100M.

• Deep expertise in federal acquisition: FAR/DFARS, RFP structures, source selection criteria, and the full procurement lifecycle from pre-solicitation through award.

• Established track record of building Department of War and defense agency customer relationships at the program office level and above - with demonstrable impact on procurement shaping and competitive positioning.

• Experience structuring and negotiating teaming agreements, managing subcontractor relationships, and building competitive team compositions for high-value pursuits.

• Working knowledge of relevant IDIQ/GWAC vehicles (e.g., NETCENTS-2, DISA SETI, GSA MAS, CIO-SP3/4, Alliant 2/3) and the competitive dynamics of task order pursuit.

• Executive presence and communication skills commensurate with a Director-level role - credible and effective with government customers, industry partners, and C-suite stakeholders alike.

• Bachelor's degree in business, marketing, public administration, or a related field required.

Preferred Qualifications

• Familiarity with Shipley or equivalent structured capture and proposal development methodology.

• Active security clearance or demonstrated history of holding and maintaining a clearance; Secret minimum, TS/SCI preferred for select programs.

• Proficiency with pipeline management and market intelligence platforms (e.g., GovWin IQ, HigherGov, SAM.gov, Salesforce or equivalent CRM).

• APMP certification or equivalent professional development in capture and proposal management.

• Established relationships within TekSynap's Department of War customer and GovCon partner ecosystem.

Overview

This is a high-impact, high-visibility role on TekSynap's growth leadership team, reporting directly to the Chief Growth Officer. The Director of Capture Management is expected to operate with senior autonomy and bring best-in-class capture discipline to every assigned pursuit - driving customer intimacy, competitive differentiation, and Pwin at the highest level of rigor. Success requires deep federal acquisition expertise, a proven record of winning complex full-and-open procurements, and the executive presence to lead strategy sessions and government engagements at the C-suite level.

TekSynap is a fast-growing high-tech company that understands both the pace of technology today and the need to have a comprehensive well planned information management environment. "Technology moving at the speed of thought" embodies these principles - the need to nimbly utilize the best that information technology offers to meet the business needs of our Federal Government customers.

We offer our full-time employees a competitive benefits package to include health, dental, vision, 401K, life insurance, short-term and long-term disability plans, vacation time and holidays.

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Additional Job Information

WORK ENVIRONMENT AND PHYSICAL DEMANDS

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of the job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

• Location:Reston, VA preferred. Consideration will be given for other locations.

• Type of environment: Varies

• Noise level: Varies

• Work schedule: Schedule is day shift Monday - Friday. May be requested to work evenings and weekends to meet program and contract needs.

• Amount of Travel: at least 20%

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to use hands to grip, handle, or feel; reach with hands and arms; and talk or hear. The employee is regularly required to stand; walk; sit; climb or balance; and stoop, kneel, crouch, or crawl. The employee is regularly required to lift up to 10 pounds.

The employee is frequently required to lift up to 25 pounds; and up to 50 pounds. The vision requirements include close vision, distance vision, peripheral vision, depth perception, and ability to adjust focus.

WORK AUTHORIZATION/SECURITY CLEARANCE

• United States Citizenship

• Secret Clearance

OTHER INFORMATION

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

TekSynap is a drug-free workplace. We reserve the right to conduct drug testing in accordance with federal, state, and local laws. All employees and candidates may be subject to drug screening if deemed necessary to ensure a safe and compliant working environment.

EQUAL EMPLOYMENT OPPORTUNITY

In order to provide equal employment and advancement opportunities to all individuals, employment decisions will be based on merit, qualifications, and abilities. TekSynap does not discriminate against any person because of race, color, creed, religion, sex, sexual orientation, gender identity, protected veteran status, national origin, disability, age, genetic information or any other characteristic protected by law (referred to as "protected status"). This nondiscrimination policy extends to all terms, conditions, and privileges of employment as well as the use of all company facilities, participation in all company-sponsored activities, and all employment actions such as promotions, compensation, benefits, and termination of employment.

TekSynap is committed to ensuring that our online application process provides an equal employment opportunity to all job seekers, including individuals with disabilities. If you believe you need a reasonable accommodation in order to search for a job opening or to submit an application, please contact View email address on click.appcast.io for assistance.

Job Locations US-VA-Reston

ID 2026-9309

Category Business Development/Sales

Type Regular Full-Time