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 Requirements 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 Benefits - 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.