Business Development (BD) / Capture Manager

About Hunter Strategy

Hunter Strategy has a unique philosophy to technical project delivery. We treat all our customers like mission partners because they rely on our team to meet their objectives through complex software engineering, cloud operations, and cyber risk management solutions. Hunter Strategy was founded on the premise that IT is 21st century infrastructure - critically important but only instrumentally valuable. Accordingly, our teams look at problems with a single objective: the identification and enablement of the right capability to address the most vexing problems our Mission Partners face. We continue to support our partners' success by leveraging the right technology, with the right plan, and the right team to address tomorrow's challenges today.

POSITION SUMMARY

The DoD/IC BD/Capture Manager serves as the strategic cornerstone of Hunter Strategy's business development lifecycle, orchestrating the identification, pursuit, and securing of high-value federal cybersecurity and digital transformation opportunities. This role bridges the gap between market intelligence and winning proposals, applying competitive insights to position Hunter Strategy for success well before RFPs are released.

KEY RESPONSIBILITIES

Pre-RFP Shaping

1. Identify and qualify strategic opportunities within DoD and IC IT modernization markets aligned with Hunter Strategy's capabilities and growth objectives
2. Develop and maintain relationships with key government stakeholders to understand mission challenges, shaping requirements ahead of solicitations
3. Gather, analyze, and synthesize customer and competitive intelligence to inform pursuit strategies
4. Conduct Black Hat analyses to anticipate competitor strengths, weaknesses, and likely approaches
5. Lead Price-to-Win analyses in collaboration with Solutions and Finance teams to develop competitive pricing targets

Capture Planning

1. Develop comprehensive capture plans including win strategy, discriminators, teaming strategy, and solution approach
2. Prepare and present opportunity qualification briefings and Go/No-Go assessments to leadership
3. Assemble and lead cross-functional pursuit teams, securing necessary resources and ensuring alignment on win strategy
4. Orchestrate solution development workshops to craft innovative technical approaches that address customer needs and differentiators
5. Facilitate teaming arrangements and partnerships to enhance competitive positioning
6. Capture information on new and existing opportunities in Pipeline

Proposal Support

1. Translate capture strategy into compelling proposal messaging and win themes
2. Coordinate with the Proposal Manager to ensure technical, management, and pricing volumes reflect the capture strategy
3. Lead solution architecture refinement and competitive differentiation throughout the proposal development process
4. Participate in color team phases as both a writer and reviewer as needed, to ensure proposals align with requirements and capture strategy
5. Develop and review executive summaries and other high-visibility proposal elements
6. Manage proposals as needed

Post-Submission

1. Oversee post-submission activities including orals preparation and customer engagement
2. Conduct win/loss analysis and facilitate lessons-learned sessions
3. Document and integrate capture insights into the knowledge management system
4. Mentor junior BD staff on capture methodologies and federal market dynamics
5. Maintain visibility on contract performance to position for recompetes and expansion opportunities

REQUIRED QUALIFICATIONS

1. Bachelor's degree in Business, Information Technology, or related field; Master's degree preferred
2. 5-10 years of experience in capture management or business development in the federal technology sector
3. At least 3 years of experience providing onsite Mission Support as a Program Manager, Project Manager, or Supervisory Technical Lead on Defense and/or Intelligence Community (IC) Contracts
4. Extensive understanding and network in at least one of the following agencies: DISA, Department of Air Force, Army, DIA, NSA, NGA
5. Demonstrated success in leading the capture of federal IT contracts with a minimum of 2 wins exceeding $20M in the past 3 years
6. Experience with both DoD and IC procurements, particularly in cybersecurity and digital transformation domains
7. Shipley or equivalent capture management certification
8. Working knowledge of federal acquisition regulations and procurement processes
9. Working knowledge of DoD/IC Innovation Accelerators (AFWerx, DIUx, etc)
10. Active Secret clearance required; ability to obtain Top Secret clearance preferred
11. Current with changing DoD Acquisition Policy (Commercial Preference, Increasing Lethality)

DESIRED SKILLS/QUALIFICATIONS

1. Experience with Price-to-Win modeling and competitive analysis techniques
2. Expertise in facilitating Color Team reviews and incorporating feedback into capture strategy
3. Experience with Proposal Management
4. Proficiency with AI-assisted competitive intelligence tools and methodologies
5. Experience with agile delivery models for federal IT programs
6. Knowledge of Zero Trust, Cloud Migration, and DevSecOps implementation within federal environments
7. APMP certification