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Form of workInnovation, Collaboration, and Agility - at GRSi these are not buzz words, they're our mantra.
GRSi is an ISO certified and CMMI/dev-ML3 rated professional services organization with expertise that covers all areas of information technology and professional engineering services -- from systems integration; Agile, Iterative, and Waterfall software development; multi-tier infrastructure support; to full-spectrum cybersecurity and enterprise systems support. Regardless of the program or the task, the excellence of GRSi is all about the people. Our greatest asset is our ability to attract and retain highly qualified professionals and our record growth this past year means new opportunities.
GRSi, a DLH company, is seeking an experienced and driven Senior Capture Manager to join our Growth and Capture team within the Health IT Business Unit. The successful candidate will play a crucial role in leading and coordinating capture efforts for complex opportunities, ensuring strategic alignment with organizational goals and maximizing our success in winning Federal Health IT and Civilian contracts. The Senior Capture Manager will collaborate with cross-functional teams to develop winning strategies, craft compelling proposals, and foster strong client relationships.
Responsibilities:
- Conduct thorough market research and analysis to inform decision-making, identify and evaluate potential opportunities, and support the development of targeted capture plans.
- Lead the development of capture strategies for targeted opportunities, taking into account client needs, competitive landscape, and organizational strengths.
- Collaborate closely with internal teams, including growth and capture, technical, and executive leadership, to ensure a cohesive approach to opportunity pursuit. This also includes assessing potential teammates and negotiating terms for NDAs/TAs.
- Facilitate effective communication and knowledge sharing across teams to drive a unified capture effort.
- Build and maintain strong relationships with existing and potential clients, understanding their needs and preferences to tailor capture strategies accordingly.
- Lead client engagement efforts, including conducting customer meetings, presentations, and site visits. This also includes supporting incumbent capture efforts for new business opportunities.
- Conduct in-depth competitive analysis, leveraging market intelligence through various mediums (e.g., BGOV, GovWin, industry days, etc.), to anticipate competitors’ strategies and develop differentiated value propositions and win themes.
- Collaborate with cross-functional proposal teams to develop compelling and compliant narratives that effectively communicate solutions and differentiators.
- Support price-to-win (PTW) analysis, pricing, and cost estimation (BOE) activities.
- Monitor and report on capture progress, highlighting key milestones and potential areas of concern.
- Identify and assess potential risks associated with capture efforts, effectively working with stakeholders mitigate risks and providing leadership to navigate complex challenges.
- Analyze capture outcomes and lessons learned to continuously improve capture processes, tools, and methodologies.
- Contribute to the development and implementation of best practices within the capture management function.
Requirements:
- BA / BS in Business, Computer Science, Information Systems, or another related degree.
- 12+ years direct business development / capture experience focused on consulting or IT services, with a demonstrated track record of successful wins.
- Strong understanding of Federal Government procurement lifecycle, Requests for Proposals, Sources Sought, Request for Information and Proposal Responses.
- Ability to lead business development and capture efforts when required, which may include: customer contact, opportunity identification and analysis, competitive intelligence, gap analysis, teaming strategy, teaming outreach, negotiating teaming agreements and being a key member of proposal response team.
- Experience with MS Office, SharePoint, and CRM to generate reports, presentations, metrics, and other data necessary to support bid decisions.
Desired Experience/Qualifications:
- CSM, Agile, SAFe, or PMP and training in Shipley Methodology a plus
- Experience in an IT Services environment focused on information management, analytics or software and system engineering preferred.
- Self-Starter, with the ability to act with minimal guidance and direction when required.
- Ability to work in a fast paced, small business environment.
- Ability to take initiative and proactively drive processes and deadlines.
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GRSi is an Equal Opportunity/Affirmative Action employer. Qualified applicants or employees will receive consideration for employment without regard to race, color, religion, ethnic or national origin, ancestry, age, sex, sexual orientation, gender identity, pregnancy (including childbirth or related condition) citizenship, familial status, mental or physical disability status, veteran status, genetic information, other non-disqualifying disability, or any other characteristic protected by law.
