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Capture Manager

Marathon TS

This is a Full-time position in Falls Church, VA posted February 3, 2021.

Capture Manager

Marathon TS is seeking a versatile Capture Manager to oversee opportunities and help develop a strategy to win them. The ideal candidate will be familiar with all stages of the business development lifecycle, with particular focus on managing the transition from opportunity Client to the proposal process. 



  • Minimum 3 years’ experience as a capture manager with proven RECENT wins; specifically with DHA and/or Client
  • Minimum 5 years’ working on a business development team in the federal space
  • Ability to think strategically and derive differentiators from a company’s capabilities to promote in the delivery of IT services
  • Ability to gain an in-depth understanding of a company’s past performance and apply that to credible and convincing win strategies
  • Solid understanding of project management including strong organizational skills and clear, effective communication
  • Strong understanding of government contracts and contract vehicles
  • Strong understanding of the proposal process
  • Good instincts for when a deal should be no bid or pursued
  • Experience as a business developer is preferred
  • Experience with a CRM (like SalesForce) and pipeline tools (like TechnoMile) a bonus


  • Training or certification in the Shipley Method of Proposal Writing & Capture preferred
  • Bachelor’s Degree desired (Master’s degree preferred)
  • Direct experience leading the capture of multiple large deals ($50+ million) within the Federal/DoD markets, DHA and/or Client
    • In-depth knowledge of the Federal acquisition life-cycle preferred


  • Capture Manager (CM) focused on conducting efforts to shape and secure contracts from DoD organizations. Lead major ($50M+) capture efforts and implement processes and approaches for collection, interpretation, and dissemination of information to develop and make informed recommendations on identified captures.
  • Operate within the overall business development and capture processes, philosophy and policies. Maintain a professional approach to performing duties, including full awareness and compliance of applicable Federal Procurement and Corporate Business Ethics Codes and Regulations.
  • Lead the execution of the capture process by working with Business Developers, Analysts, Solution Architects, Technical Writers, etc.
  • Identify resources needed to pursue a bid
  • Leverage people (including own experience), processes, and tools to provide all the inputs necessary to create a compelling proposal
  • Able to identify gaps in qualifications and recommend strategies to close them
  • Recognize risks and develop plans to mitigate them
  • Assess info from various sources, including own research, to develop win themes
  • Digest available intelligence for competitive analysis
  • Working with deal stakeholders (Solution Architects, Program Managers, Contracts, etc.) to develop the price to win
  • Applying best practices for capture management to increase the probability of winning a deal
  • Actively monitor and report deal PWin
  • Provide briefings to executive team on deal capture status
  • Able to execute multiple concurrent capture efforts
  • Position us with identified clients and provide business and competitive intelligence to, and work closely with, the applicable Business Development (Client) and Executives on new and re-compete business opportunities.
  • Develop and maintain positive working relationships with both internal and external stakeholders, including other Client and capture team members, Client Executives, Proposal Managers, including Executives and program management teams to ensure effective, efficient, and integrated implementation of capture strategies.
  • Assemble appropriate Capture Team personnel, and manage the direction of the core capture team.
  • Assist in the development of successful pricing strategies, identifying risks, and interpreting solicitation requirements.
  • Ensure that trade studies are completed, documented, and used as discriminators in identified captures. Additionally, stay abreast of current technical offerings, successes, and breakthroughs and identify/develop opportunities to apply such capabilities to client requirements.
  • Form winning industry teams based on customer knowledge, analysis of performance requirements, and considering special areas, such as small business utilization.
    Advance the development of customer profiles and competitive assessments, by identifying and analyzing strengths and weaknesses of our firm and potential competitors. Identify potential risks and develop avoidance and mitigation capture strategies.
  • Ensure timely development and delivery of compliant, responsive, distinctive and integrated solutions and approaches.
  • Ensure the development of proposal solutions that offer competitive distinction and executable approaches correlated with the winning strategy.
  • Perform as a professional steward of our resources and reputation in the execution of all assigned duties.
  • Meet or exceed established performance goals in support of overall corporate growth and success.

Marathon TS is committed to the development of a creative, diverse and inclusive work environment. In order to provide equal employment and advancement opportunities to all individuals, employment decisions at Marathon TS will be based on merit, qualifications, and abilities. Marathon TS does not discriminate against any person because of race, color, creed, religion, sex, national origin, disability, age or any other characteristic protected by law (referred to as “protected status”).

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