XLA is currently seeking a Capture Manager.   

Role Summary

The Capture Manager is responsible for leading the pre-RFP business development lifecycle across multiple clients and opportunities. This includes opportunity identification, client positioning, competitive analysis, partner engagement, and capture planning—all aligned to federal procurement timelines. At GCB, Capture Managers are expected to run multiple parallel captures and coordinate seamlessly with Proposal Managers, Pricers, and client SMEs to maximize win probability.

Responsibilities

• Pipeline Management & Qualification
• 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.
• Teaming & Partnerships
• Build partner pipelines aligned with client socio-economic categories and technical niches.
• Support creation of draft workshare models and teaming structures for proposal readiness.
• Solution Development
• 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.
• Collaboration with Proposal Teams
• 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.

Qualifications

• 7+ years of federal capture management experience with proven wins across DoD, Civilian, or Health agencies.
• Knowledge of federal procurement lifecycle (FAR/DFARS, IDIQ/GWAC task order processes).
• Demonstrated ability to work across multiple clients and manage competing deadlines.
• Strong partner and customer relationship skills; existing networks in at least one major federal agency preferred.
• Familiarity with tools such as GovWin, HigherGov,and MS Office Suite.
• Excellent written and verbal communication skills; APMP Capture Practitioner or similar certification a plus.