Senior Capture Manager

What you'll do

• Develop and manage joint-capture strategies for a portfolio of priority federal programs 12-24 months before RFP release.
• Act as the primary liaison between federal systems integrators (FSI) and internal federal sales teams to ensure alignment.
• Create and maintain detailed capture plans covering mission, stakeholders, funding, and acquisition paths for each program.
• Identify and resolve channel conflicts where partner-led and direct-led pursuits overlap on the same accounts.
• Coordinate with distributors to ensure consistent pricing, SKU naming, and quoting across GSA and SEWP contract vehicles.
• Manage teaming strategies with FSI partners and identify potential most-favored-nation or pricing consistency issues early.
• Lead the strategy for RFIs and sources-sought responses in collaboration with cross-functional internal teams.
• Advance qualified pursuits through discovery and architectural inclusion before transitioning them to account executives for execution.

What we're looking for

• 8 to 10+ years of experience in capture management, channel/alliances, or business development within U.S. federal technology sales.
• Experience bridging channel/alliance partners and internal direct sales teams in a partner-liaison or joint-capture role.
• Working knowledge of government contract vehicles such as GSA Schedule and SEWP.
• Knowledge of how pricing, SKUs, and quoting flow through public sector distributors like Carahsoft and Vertosoft.
• Established relationships with or experience working alongside major federal systems integrators and primes.
• Familiarity with cloud infrastructure, observability, cybersecurity, or DevSecOps concepts to represent the technical category credibly.
• Ability to resolve channel conflict diplomatically and align partner-side teams with internal federal teams.
• An active U.S. government security clearance is preferred.