Staff Capture Manager - Corporate Growth

Job Description

Job Description:\n\nGovernment Requirements Identification and Strategic Opportunity Shaping Activities:\n\n Identify emerging DoD mission requirements, capability gaps, modernization initiatives, sustainment challenges, and other strategic opportunities aligned with KIHOMAC capabilities\n Research and understand how Government requirements originate, evolve, receive approval, and transition into funded acquisition programs\n Engage Government program offices, operational commands, requirements organizations, acquisition stakeholders, and technical authorities to understand mission needs, acquisition objectives, and anticipated requirements\n Develop and execute strategies to appropriately influence Government requirements, acquisition approaches, and technical solutions through authorized industry engagement before solicitation release\n Identify opportunities to introduce KIHOMAC technical capabilities, alternative solutions, and innovative acquisition approaches that address Government mission requirements\n 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\n Identify opportunities where early customer engagement and technical collaboration can establish meaningful competitive discriminators\n Develop and maintain long-term opportunity-shaping strategies for major Government programs and anticipated procurements\n\nGovernment Acquisition Strategy and Budget Analysis Actiities:\n\n Analyze DoD acquisition processes, program structures, funding sources, procurement strategies, and anticipated acquisition schedules to identify future opportunities\n Monitor defense budgets, POM/FYDP planning, Congressional appropriations, and agency acquisition forecasts to identify emerging and funded requirements\n Understand the relationships among Government operational requirements, program planning, funding availability, acquisition strategy, and contracting execution\n Evaluate acquisition pathways, contract vehicles, competition structures, and source-selection approaches to determine KIHOMAC's competitive position\n Identify acquisition risks, funding uncertainties, program dependencies, and potential changes affecting opportunity timing or viability\n Develop recommendations for positioning KIHOMAC as a prime contractor, subcontractor, or strategic partner based on acquisition structure, organizational capabilities, and competitive conditions\n Translate Government acquisition intelligence into actionable corporate growth strategies and capture investment recommendations\n\nStrategic Capture Leadership Activities:\n\n Personally lead assigned high-value, complex Federal Government capture opportunities from early identification and qualification through proposal submission and contract award\n Develop and execute comprehensive capture plans addressing customer engagement, acquisition strategy, competitive positioning, technical solutions, teaming, pricing, and win strategy\n Establish capture objectives, milestones, resource requirements, investment priorities, and measurable actions to improve competitive positioning\n Lead multi-year capture campaigns for major defense programs and strategic contract opportunities.\n Assess opportunity maturity, competitive position, acquisition readiness, and PWIN to support corporate investment decisions\n Identify and resolve strategic gaps in customer intimacy, technical capability, past performance, teaming, and competitive positioning\n Maintain accountability for capture strategy, execution, and readiness across assigned opportunities.\n Recommend continued investment, corrective actions, teaming alternatives, or No-Go decisions based on objective assessments\n Ensure capture activities establish favorable competitive conditions well before formal solicitation release\n\nCustomer and Competitive Strategy Activities:\n\n Develop and execute strategic customer engagement plans focused on Government decision-makers, requirements stakeholders, acquisition personnel, technical authorities, and program leadership\n Establish and maintain productive relationships with Government customers and industry partners to improve understanding of mission needs and future requirements\n Research and analyze incumbents, competitors, acquisition history, program priorities, Government budgets, and market conditions\n Lead competitive intelligence assessments, Black Hat reviews, and other structured analyses to identify competitor positioning, strengths, weaknesses, and likely strategies\n Identify customer priorities, evaluation drivers, mission needs, and potential technical or business discriminators\n Develop differentiated win strategies, value propositions, and competitive approaches that align KIHOMAC capabilities with Government objectives\n Translate customer and competitive intelligence into specific capture actions that measurably improve PWIN\n\nOpportunity Qualification and Strategic Pipeline Management Activities:\n\n Identify and qualify high-value Federal Government opportunities using Government budget documents, acquisition forecasts, SAM.gov, GovWin, agency engagement, industry intelligence, and other sources\n Develop a forward-looking pipeline of strategic opportunities aligned with KIHOMAC's long-term growth objectives\n Emphasize early-stage opportunities where KIHOMAC has sufficient time to influence requirements, develop customer relationships, establish teaming strategies, and improve competitive positioning\n Maintain accurate opportunity assessments, including acquisition timing, anticipated funding, customer engagement, competitive intelligence, PWIN, capture milestones, and resource requirements\n Recommend prioritization of capture investments based on strategic value, contract potential, competitive position, and likelihood of award\n Collaborate with Business Development and corporate leadership to identify opportunities for expansion into larger and more complex Government programs\n\nTeaming and Strategic Partnerships Activities:\n\n Identify capability, capacity, past-performance, and customer-access gaps affecting KIHOMAC's ability to pursue major contract opportunities\n Develop Make/Buy/Team strategies supporting prime contractor positioning and competitive differentiation.\n Identify and evaluate strategic teammates, defense primes, OEMs, technology providers, and specialized subcontractors\n Develop teaming strategies that improve technical credibility, customer access, past performance, contract eligibility, and competitive position\n Evaluate potential teaming structures, workshare arrangements, exclusivity considerations, and long-term strategic value\n Coordinate with Contracts and corporate leadership in developing NDAs, teaming agreements, and other capture-related agreements\n\nSolution and Pricing Strategy Activities:\n\n Lead cross-functional development of differentiated, technically credible, and executable solutions responsive to Government mission requirements\n Collaborate with Engineering, Manufacturing, Operations, Contracts, Pricing, and Finance to develop technical, management, staffing, transition, production, and sustainment approaches\n Evaluate proposed solutions against Government requirements, competitive alternatives, acquisition constraints, execution risk, and customer value\n Identify opportunities to improve competitiveness through technical innovation, manufacturing efficiency, acquisition approaches, teaming, or alternative solutions\n Ensure proposed solutions balance competitive pricing, technical performance, schedule, risk, and sustainable profitability\n\nGate Reviews and Executive Engagement Activities:\n\n Prepare and lead executive gate reviews for assigned strategic capture opportunities\n Present Government requirements analysis, acquisition strategies, budget and funding assessments, customer intelligence, competitive positioning, teaming strategies, technical solutions, PTW, PWIN, risks, and recommended actions\n Provide objective recommendations regarding pursuit investment, prime/subcontractor positioning, strategic teaming, and Go/No-Go decisions\n Identify deficiencies in capture maturity and establish corrective actions before subsequent reviews.\n Communicate significant changes in Government requirements, funding, acquisition strategies, competitive conditions, or PWIN to corporate leadership\n Provide senior leadership with actionable strategic intelligence supporting corporate growth decisions\n\nCapture-to-Proposal Transition Activities:\n\n Establish competitive positioning, win strategy, technical solution direction, and proposal strategy prior to solicitation release to the greatest extent practical\n Coordinate with Proposal Management to ensure an effective transition from strategic capture into formal proposal development\n Provide documented customer intelligence, requirements analysis, competitive assessments, acquisition strategy, win themes, discriminators, teaming arrangements, and pricing strategies\n Support development of proposal outlines, storyboards, executive summaries, technical and management approaches, and other strategic proposal content\n Participate in Black Hat, Pink/Red/Gold Team, solution, and executive reviews as appropriate\n Maintain accountability for capture strategy throughout proposal development and ensure the final submission reflects the approved competitive approach\n\nBusiness Development and Corporate Growth Support Activities:\n\n Support development and execution of corporate growth strategies focused on expanding KIHOMAC's participation in larger DoD programs and major contract opportunities\n Establish and maintain relationships with Government acquisition organizations, program offices, defense primes, OEMs, and strategic industry partners\n Identify opportunities to leverage KIHOMAC's engineering, manufacturing, integration, and sustainment capabilities to address emerging Government requirements\n Participate in strategic customer meetings, industry engagements, acquisition events, technical exchanges, and capability presentations\n Collaborate with executive leadership and business-area leaders to evaluate new markets, acquisition pathways, and long-term growth opportunities\n Support continuous improvement of corporate capture methodologies, opportunity qualification, customer engagement, competitive analysis, and executive decision-making\n Capture and communicate lessons learned following major pursuits and award decisions\n\nKey Performance Expectations\n\n Identify and develop a qualified pipeline of large, strategically significant DoD and Federal Government opportunities\n Demonstrate measurable progress in shaping opportunities and improving competitive positioning prior to solicitation release\n Establish productive engagement with Government requirements, program management, acquisition, and technical stakeholders\n Identify emerging requirements and anticipated funding early enough to support effective capture strategies.\n Develop comprehensive, actionable capture plans for major Government pursuits\n Improve PWIN through customer engagement, competitive intelligence, technical differentiation, acquisition positioning, and strategic teaming\n Provide objective, decision-ready assessments supporting capture investment and Go/No-Go decisions\n Expand KIHOMAC's ability to compete as a prime contractor or significant strategic teammate on larger Government programs\n Ensure effective coordination across Business Development, Engineering, Operations, Contracts, Pricing, Finance, and Proposal Management\n Successfully transition mature strategic captures into competitive proposals\n Contribute to improved contract win rates, larger contract awards, and sustainable long-term corporate growth\n Other duties as assigned\n\nRequirements\nQualifications:\nEducation/Training: \n\n Bachelors Degree in Business, Engineering, Management, Government Acquisition, or another relevant discipline required\n Formal capture management, proposal management, or Shipley-based training preferred\n Defense Acquisition University (DAU) training or comparable Government acquisition experience preferred\n\nExperience:\n\n 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\n Demonstrated success personally leading large, complex, competitive Federal Government captures, preferably involving contract opportunities valued at $100 million or more\n Extensive understanding of how DoD requirements are identified, developed, validated, funded, and translated into Government acquisition programs and solicitations\n Demonstrated experience engaging Government customers and appropriately influencing requirements, acquisition strategies, technical approaches, or procurement planning prior to formal solicitation release\n Strong understanding of DoD acquisition organizations, including Program Executive Offices (PEOs), System Program Offices (SPOs), Program Managers, requirements organizations, contracting offices, and operational commands\n Experience identifying emerging requirements, capability gaps, modernization priorities, and sustainment needs and translating them into actionable business opportunities\n 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\n Demonstrated ability to analyze Government budgets, acquisition forecasts, program documentation, and industry intelligence to identify and position for future opportunities\n 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\n Experience developing and executing multi-year capture strategies for major defense programs, engineering services, aircraft modernization, sustainment, manufacturing, or other technically complex opportunities\n 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\n Experience evaluating and influencing acquisition positioning, including prime/subcontractor strategies, contract vehicles, competition structures, and technical differentiators\n Experience working directly with Government program management, acquisition, contracting, and technical organizations\n Demonstrated ability to lead cross-functional teams involving Business Development, Engineering, Operations, Contracts, Pricing, Finance, and Proposal Management\n Excellent written and verbal communication skills, inclu