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Capture Manager- Remote or Hybrid DC

Fairfax, VA

All hired employees are expected to have experience with Microsoft Copilot and / or an approved equivalent AI solution.

Overview:
DSA Inc.’s Strategic Growth organization is seeking an accomplished Capture Manager to lead and win large, complex federal pursuits across the DHS and Federal Civilian markets. The ideal candidate is a seasoned professional with a proven track record of driving full lifecycle capture efforts for large, complex federal opportunities, particularly pursuits valued at $50M+ within the Department of Homeland Security (DHS) and broader Federal Civilian (FedCiv) markets. In this high-impact role, you will take full ownership of complex pursuit strategies and execution from early opportunity identification through contract award. You will lead cross-functional teams and partner with business development, solution architects, proposal teams, and executive leadership to define and execute winning capture strategies that align with DSA’s growth objectives. The ideal candidate exhibits strong strategic thinking, leadership, and communication skills, and can engage at senior levels with government clients and industry partners. You will lead cross-functional teams, influence key stakeholders, and ensure competitive positioning to maximize win probability on critical pursuits. This position is your opportunity to leverage your expertise to directly impact DSA’s growth across federal markets and mentor the next generation of capture professionals as a trusted leader. Success in this role will be measured by the ability to qualify and mature pipeline, shape customer requirements, leadership of the capture process, and convert strategic pursuits into contract awards.

Reporting to: Senior Director of Capture Management, Strategic Growth

Key Responsibilities:

  • Lead Full-Lifecycle Capture Efforts: Provide strategic leadership and full ownership of major capture initiatives, guiding pursuits from early capture and shaping through proposal submission and contract award. Drive capture strategies for large ($50M+) and complex opportunities, with full accountability for win strategy (themes and differentiators, teaming and partner relationships, and resource management (including capture budgets) to meet DSA’s growth objectives.
  • Strategic Opportunity Planning: Develop robust capture plans and win strategies for each qualified pursuit, leveraging thorough market research and stakeholder insights to maximize Pwin (probability of win).
  • Executive Client & Partner Engagement: In conjunction with BD support, cultivate and manage senior-level relationships with government customers, teaming partners, subcontractors, and industry peers. Engage directly with key decision-makers, stakeholders, and end users (including at the executive level) to gather intelligence, influence acquisition approaches, shape requirements, and secure strategic partnerships that enhance DSA’s competitive position, including attendance at strategically important government and industry conference events and industry groups.
  • Account & Pipeline Leadership: In support of the Senior Vice President for FedCiv, manage and mature the pipeline of opportunities across the Federal Civilian market. Lead selected business development efforts (approximately 25%) and present account strategies and pipeline health to corporate leadership.
  • Cross-Functional Team Leadership & Mentorship: Assemble and lead high-performing cross-functional capture teams, including business unit technical subject matter experts, solutions architects, pricing analysts, proposal managers, contracts, recruiting and other stakeholders. Provide clear guidance, direction, and accountability throughout the capture process, ensuring each team member is aligned with the win strategy. Mentor and develop junior capture/business development staff, fostering best practices and building the next generation of capture leaders within DSA.
  • Solution Strategy & Win Theme Development: Partner with technical and operations teams to shape innovative, customer-focused solutions that address client needs and capitalize on DSA’s capabilities and discriminators. Define compelling win themes, technical and management approaches, and differentiators that give DSA a competitive edge.
  • Proposal Strategy & Oversight: Drive proposal development activities in partnership with proposal management teams, ensuring proposals are fully responsive, compelling, and compliant. Integrate capture strategy into proposal volumes, including overseeing pricing strategies (priced-to-win), teaming, solutions, win themes, key differentiators, and compliance reviews to present a winning, customer-aligned bid.
  • Market & Competitive Intelligence: Conduct thorough market research and competitive analysis (e.g., competitor positioning, customer hot buttons, industry trends) to inform capture strategies. Continuously monitor DHS/FedCiv market developments and leverage insights to refine DSA’s positioning and increase win probability for each pursuit.
  • Continuous Improvement & Knowledge Sharing: Champion best practices in capture management across the organization. Lead capture debriefs and after-action reviews to document lessons learned and refine DSA’s capture processes. Drive improvements in capture methodologies, approaches, and tools, contributing to the overall maturity and success of the Strategic Growth team.

Basic Qualifications:

  • 10+ years of experience in federal business development, capture management, or related roles, with progressively increasing responsibility.
  • Proven track record of leading and winning significant federal captures, including single-award pursuits valued at $50M+ where you were accountable for capture strategy, customer engagement, and proposal through award.
  • In-depth knowledge of DHS and Federal Civilian (FedCiv) markets, including a strong understanding of customer missions, procurement processes, and competitive landscape within these agencies.
  • Expert familiarity with federal procurement practices and tools, including opportunities identification platforms (e.g., SAM.gov, GovWin, DACIS) and various contract types/vehicles (IDIQs, GWACs, etc.).
  • Experience with Autogen AI and Salesforce; and CoPilot. 
  • Excellent communication, presentation, and interpersonal skills, with the ability to engage and influence executive-level stakeholders, articulate complex strategies, and foster strong relationships internally and externally. Lead the progression of the capture process within a disciplined timeline.
  • Bachelor’s degree in Business, Government, Engineering, or a related field (or equivalent experience).

Preferred Qualifications:

  • Master’s degree (MBA or relevant field) is a plus, or formal capture management/proposal management certifications (e.g., Shipley training, APMP certification) are strong pluses.
  • Extensive experience in the DHS or FedCiv markets, including existing relationships with key government customers and industry partners in these communities.
  • Demonstrated financial acumen related to capture management – experience shaping competitive pricing strategies, managing capture budgets, and guiding B&P (Bid & Proposal) resource allocation.
  • Ability to operate with a high level of autonomy while effectively collaborating across diverse teams (technical, operational, executive) and influencing without direct authority.
  • Strategic mindset with exceptional analytical and problem-solving skills, capable of navigating complex capture challenges and adapting strategies to maximize win probability.
  • Active Secret security clearance (or ability to obtain one) preferred.
  • Robust network of recent government and industry connections

Why DSA?
At DSA, we are an employee-owned, mission-driven organization that empowers experienced leaders to drive meaningful growth. As a Senior Capture Manager at DSA, you will find a collaborative, high-performance culture where your expertise is valued and your success is the company’s success. You’ll have the support of senior leadership and best-in-class resources to pursue strategic opportunities and win major contracts that fuel our mission. Your impact will be visible across the organization – shaping our growth strategy, expanding our presence in DHS/FedCiv markets, and directly contributing to mission-critical successes for our federal customers. If you are a proven capture leader seeking a challenging role with significant influence and the opportunity to take full ownership of high-profile federal pursuits, we want to hear from you.

#DSA209

#LI-CW1

Many of DSA's positions require the ability to obtain a security clearance. Security clearances may only be granted to U.S. citizens. In addition, applicants who accept a conditional offer of employment may be subject to government security investigation(s) and must meet eligibility requirements for access to classified information. DSA is proud to be an Equal Opportunity Employer. DSA is committed to treating all employees and applicants for employment with respect and dignity and maintaining a workplace that is free from unlawful discrimination. All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity, religion, national origin, disability, veteran status, or other legally protected status. DSA requires background checks , where permitted , by law. DSA is an E-Verify Employer.



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