SANS Institute · 3 weeks ago
Senior Capture Manager, Federal Sales
United States
Full-time
Remote
Senior Level, Lead/Staff
$120K/yr - $170K/yr
10+ years expSANS Institute, founded in 1989, is a leading provider of information security training and certification. They are seeking a Senior Capture Manager for Federal Sales to develop and execute strategies to win business and grow existing federal opportunities while identifying new ones.
Cyber SecurityEducationInformation TechnologyNetwork SecurityTraining
No H1B
Security Clearance RequiredU.S. Citizen Only
Responsibilities
Assist in formulating SANS’ U.S. Federal 3–5-year strategic plan to identify customer sets and program opportunities
Possess a deep understanding of the customers' mission in target market segments by building relationships to develop focused, relevant collective training solutions by leveraging the breadth of SANS resources
Develop a thorough understanding of the breadth and depth of SANS offerings and resources and be able to apply those to customer challenges
Identify and map key stakeholders, decision makers, influencers, and relationships across the cyber domain
Hold knowledge of the customer’s terminology, policies, organizational structure, etc
Ability to analyze federal budgetary information to discern trends and priorities
Devise strategies to identify and qualify promising new business opportunities, conducting internal bid / no bid calls, as necessary
Establish and coordinate winning strategies necessary to build customer programs that do not yet exist or are at their infancy
Review and digest requirements, and provide items for action specific to market surveys, Request for Information, Request for Quote, and Request for Proposal
Schedule internal and external meetings to discuss opportunities, to include opportunities supported by partners
Collaborate with a team of subject matter experts to develop solutions
Communicate capture strategies to sales and program teams and monitor effective implementation
Recommend partners and teaming arrangements to successfully capture business
Provide proposal experience; dissecting requirements, developing winning themes, developing compliance matrixes, establishing schedules, writing proposals and participating in color review teams
Operate effectively in a geographically dispersed team
Create and document capture plans for reporting, communicating, and managing resources (analysis, planning, strategy)
Develop and support capability statements, presentations, and briefings targeted for specific customer needs or industry events
Conduct comprehensive competitive analysis and pricing strategies
Perform other related duties as assigned
Qualification
Required
Bachelor's degree in business or a technical field of study
Minimum of 10 or more years' experience within U.S military and/or government organizations
Minimum of 5 or more years' FAR based capture and proposal experience
Exceptional leadership and management skills
Ability to demonstrate sound judgement and have excellent written and verbal communication skills
Superior organizational and time-management skills
Unrestricted authorization to work in the USA; visa sponsorship is not available
Preferred
TS/SCI security clearance preferred
Benefits
Competitive base salary
Bonus opportunities
401(k) plan with company match
Robust medical, dental, and vision plans
Company-provided short term disability
Optional long-term disability
Supplemental life and AD&D insurance for employees and dependents
Voluntary benefits including accident insurance and identity theft protection
Fitness and wellness programs
Company paid employee assistance program (EAP)
Generous paid time off, including volunteer time
Access to professional development and SANS training opportunities
Company
SANS Institute
SANS Institute is a research and education organization that provides education related to information security.
201-500 employees
Funding
Current Stage
Growth StageLeadership Team
James Lyne
Chief Strategy and Innovation Officer, Office of the CEO
My Ngoc Nguyen
Principal Instructor
Recent News
TechAfrica News
2025-12-16
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