Capture Manager
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Job Description
Capture Manager at TurbineOne driving capture strategy for government pursuits. Shaping proposals and guiding bid strategies within DefenseTech startup.
Responsibilities:
- Own capture strategy for an assigned portfolio of government customers, programs, or mission areas.
- Shape pursuit plans aligned with TurbineOne’s product maturity, contract vehicles, and growth priorities.
- Identify and prioritize opportunities based on funding likelihood, customer readiness, and strategic fit.
- Support go/no-go inputs by providing capture analysis, competitive insight, and risk assessments.
- Help Sales teams understand and navigate government funding mechanisms, including SBIR/STTR, OTAs, IDIQs, BAAs, direct appropriations, programs of record, and allied government pathways.
- Connect customer needs to realistic acquisition and funding paths, guiding timing, scope, and pursuit approach.
- Advise on sequencing strategies (e.g., prototype → follow-on → production).
- Act as a translator between customer mission intent and acquisition reality.
- Develop and refine bid strategies for priority pursuits within the portfolio.
- Contribute to win theme development, discriminator articulation, and competitive positioning.
- Advise on teaming strategy, partner selection, and roles.
- Ensure capture strategies align with overarching acquisition direction set by the Director of Federal & International Acquisitions.
- Partner closely with Sales to support customer engagements with acquisition-informed strategy.
- Equip Sales with capture insights, funding context, and pursuit narratives — without owning account relationships or deal close responsibility.
- Coordinate with Sales Operations, Content, and Proposal teams to ensure capture intent is reflected in materials and submissions.
- Serve as a strategic advisor to sellers throughout the pre-RFP and pre-solicitation phases.
- Track relevant competitors, primes, and adjacent solutions within the portfolio.
- Assess customer buying patterns, incumbent positions, and acquisition behaviors.
- Feed competitive and market insights back into Sales Enablement and acquisition leadership.
- Support long-term portfolio strategy by identifying emerging opportunities and white space.
- Support proposal planning by providing capture inputs, background, and strategic guidance.
- Participate in color reviews and strategy sessions as appropriate.
- Ensure continuity from early capture through proposal execution and award.
- Capture lessons learned and contribute to institutional knowledge across the enablement organization.
Requirements:
- 6–10+ years of experience in government capture, federal acquisition, defense consulting, program manager, contracting officer or similar acquisition experience.
- Demonstrated experience shaping capture strategy prior to RFP release, including opportunity qualification, funding pathway analysis, and pursuit planning
- Strong understanding of U.S. government acquisition mechanisms (e.g., FAR/DFARS, OTAs, SBIR/STTR, IDIQs, BAAs) and how customers actually access funding.
- DoD 5000 series knowledge along with understanding of POM/Budget cycles and year of execution PEO/PAE funding sources.
- Proven ability to guide bid strategy, develop win themes, and assess competitive positioning within a defined portfolio.
- Experience partnering with sales teams to support customer engagements without owning accounts or close responsibility.
- Excellent written and verbal communication skills, with the ability to translate mission needs and acquisition constraints into actionable strategy.
- Comfortable operating in ambiguity, influencing without authority, and building capture rigor in a fast-moving environment.
- Experience supporting DoW, IC, or allied defense customers across one or more mission areas or services.
- Familiarity with prototype-to-production pathways and follow-on contracting strategies.
- Experience working with non-traditional defense contractors, startups, or innovation organizations.
- Exposure to international or allied government acquisition processes (e.g., FMS, NATO, partner MoDs).
- Background in consulting, program analysis, or strategic advisory roles supporting government customers.
Benefits:
- None listed
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