LMI · 22 hours ago
Senior Capture Manager - Defense Market
US-VA-Tysons
Full-time
Onsite
Senior Level, Lead/Staff
$131K/yr - $233K/yr
10+ years expLMI is seeking a highly experienced Senior Capture Manager to drive growth and capture initiatives within the Defense Market. In this role, you will leverage LMI’s capabilities, talent, and resources to develop innovative solutions that address the nation's most complex challenges.
AnalyticsConsultingInformation TechnologyLogisticsManagement ConsultingProfessional Services
No H1B
U.S. Citizen Only
Responsibilities
Identify and define LMI’s unique strengths and partner with market leadership to validate approaches; ensuring the full capabilities of the company are matched to customer requirements and explore innovations and strengths that can be translated into evaluation factors
Partner with market leadership, the CTO organization, solutions architects, and subject matter experts to identify and define solutions that address customers’ needs and challenges
Explore likely technical scenarios linked to proof points and ensure proven processes are articulated with concrete outcomes
Analyze past performance against customer requirements to down select the best past performance examples that strengthen LMI’s position to win
Develop long term strategies and campaigns for positioning in current and new markets
Facilitate effective transfer from identification and qualification to pre-proposal and proposal efforts, as well as post-proposal to award responsiveness and effective handoff of proposal commitments to the transition and program team upon award
Conduct after-action reviews for all business opportunity capture participants to document lessons learned and identify necessary adjustments to capture techniques, strategies, and actions
Establish and maintain customer intelligence and rapport; understand the customers’ mission, budgets, and buying patterns for assigned capture opportunities working jointly with Market Leaders
Conduct Black Hat Review to assess competitors’ positioning with the customer
Create the executive summaries for each assigned deal that define our understanding of the customer and LMI’s value proposition
Lead robust external customer engagement to achieve shaping success
Partner with business development for early opportunity identification, solutioning, and shaping
Stay current on LMI’s capabilities, technology offerings, and past performance, as well as industry specific news
Develop and maintain high-quality relationships with internal and external customers and partners
Develop the overall Capture Management Plan for each opportunity
Coordinate and align corporate capabilities with customer needs
Provide overall leadership and coordination of actions required to move an opportunity from pursuit review through delivery of a compliant, winning proposal to the client
Develop and execute comprehensive win strategies, including themes, solutions development, competitive environment, shaping strategy, teaming strategy, Price-to-Win, pricing strategy, and go/no-go decisions
Follow the Business Development Process, schedule, and be accountable for all reviews throughout the opportunity lifecycle after the pursuit review
Conduct executive briefings of gate reviews, track and manage pursuit budgets, and acquire appropriate internal and external resources
Develop compelling offers with competitive pricing structures to create a profitable return
Deliver compliant, winning proposals that meet or exceed corporate financial objectives
Develop staffing plans and teaming arrangements associated with all opportunities
Maintain all documentation artifacts for opportunities within the system of record
Assemble the team of resources for all aspects of the process, including shaping, developing and constructing the solution and proposal, ensuring corporate alignment, management, technical solution, management approach, past performance, teaming, contracts, sub-contracts, BOE, pricing and necessary approvals in accordance with LMI policies and procedures
Work with the proposal manager to ensure compliance with the outline and adherence to the schedule
Approve outline and schedule for the opportunity in concert with the proposal manager and technical lead
Secure all corporate approvals based on delegation of authority
Mentor junior staff and peers on business development and capture processes
Qualification
Required
Bachelor's Degree or higher in relevant business, technical, or professional, or equivalent experience
10+ years of experience in Government Contracting, and 5+ years of experience in leading captures within government contracting
Proven ability to engage with customers to advance captures
Comprehensive understanding of the Defense market, with established relationships across key organizations, including the U.S. Army, U.S. Navy, U.S Air Force and various DoD agencies to include Office of the Secretary of Defense that are not part of the military services
Demonstrated ability to successfully lead capture opportunities in excess of $125M
Ability to think strategically, develop creative solutions, collaboratively lead cross-functional teams and develop winning proposals
Understanding of capture management best practices
Experience managing and writing proposals
Excellent organizational skills and ability to meet deadlines
Excellent presentation and verbal communication skills
Demonstrated ability to stay abreast of current trends, issues, and technologies within the U.S. Government health-related offices and/or civilian agencies through participation in industry groups and conferences
Ability to gain internal support, operate independently with limited supervision and feedback, and establish solid working relationships with Market Leaders, technical staff, and peers across the company
Demonstrated understanding of pricing strategies, bid models, BOEs and staffing plan models
Familiarity with online tools used by the Federal Government for solicitations and industry tools to conduct competitive analysis
Position requires candidate to live within 100 miles of LMI Headquarters located in Tysons, VA, to support internal strategy/solution sessions, team meetings, and impromptu client meetings on customer sites
Preferred
Business operations/management experience delivering technical or management consulting services or developing solutions for Federal clients
Demonstrated ability to influence others, from staff to senior leaders through a strong presence, thoughtful challenges with appropriate decorum, and sound judgement
Professional training in Capture Management
Top Secret Clearance preferred but not required
Company
LMI
LMI is a consulting firm dedicated to improving the management of government.
1001-5000 employees
Funding
Current Stage
Late StageTotal Funding
$0.25MKey Investors
Mission Daybreak
2022-09-19Grant· $0.25M
2022-07-12Private Equity
2020-12-21Acquired
Leadership Team
Joshua Wilson
Chief Executive Officer
Recent News
Washington Technology
2025-10-03
2025-10-02
Washington Technology
2025-08-09
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