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XLA · 1 day ago

Capture Manager

Washington, D.C.

Full-time

Onsite

Senior Level

7+ years exp

XLA is currently seeking a Capture Manager who will lead the pre-RFP business development lifecycle across multiple clients and opportunities. The role involves opportunity identification, client positioning, competitive analysis, and capture planning, all aligned to federal procurement timelines.

Cyber SecurityHomeland SecuritySecurity

Diversity & Inclusion

Responsibilities

Monitor government procurement sites to identify opportunities

Apply GCB’s Go/No-Go framework with client input; document rationales in capture system tools

Develop and maintain capture plans, including call plans, SWOT, competitor analysis, and price-to-win strategies

Map agency stakeholders, buying trends, and contract vehicles

Coordinate client participation in agency industry days, pre-solicitation events, and one-on-one meetings

Guide clients on shaping RFI/Sources Sought responses to influence acquisition strategies

Build partner pipelines aligned with client socio-economic categories and technical niches

Support creation of draft workshare models and teaming structures for proposal readiness

Translate client capabilities into value propositions and discriminators

Refine win themes, ghosting strategies, and compliance matrices

Ensure capture artifacts (customer profiles, competitor matrices, call notes) are documented and accessible to the proposal team

Transition opportunities smoothly into proposal phase, providing inputs for technical, management, and pricing volumes

Participate in color team reviews, ensuring capture strategy is reflected in proposal narratives

Conduct post-mortem reviews to strengthen capture processes and apply lessons learned

Qualification

Federal capture managementFederal procurement lifecycleGovWinMS Office SuiteAPMP Capture PractitionerCustomer relationship skillsWritten communicationVerbal communication