Capture Manager - Federal Civilian Agencies

Introduction

A career in IBM Consulting is rooted by long-term relationships and close collaboration with clients across the globe. You'll work with visionaries across multiple industries to improve the hybrid cloud and AI journey for the most innovative and valuable companies in the world. Your ability to accelerate impact and make meaningful change for your clients is enabled by our strategic partner ecosystem and our robust technology platforms across the IBM portfolio; including Software and Red Hat. Curiosity and a constant quest for knowledge serve as the foundation to success in IBM Consulting. In your role, you'll be encouraged to challenge the norm, investigate ideas outside of your role, and come up with creative solutions resulting in groundbreaking impact for a wide network of clients. Our culture of evolution and empathy centers on long-term career growth and development opportunities in an environment that embraces your unique skills and experience.

• Leading Capture Efforts - Managing the full lifecycle of federal contract pursuits, from early market research through proposal submission and contract award.
• Developing Winning Strategies - Crafting compelling win themes, competitive differentiators, and teaming strategies that position IBM for success.
• Engaging Clients and Partners - Building relationships with federal agencies, teaming partners, and small business collaborators to enhance IBM's competitive position.
• Managing Proposal Execution - Collaborating with proposal teams to ensure high-quality, compliant, and compelling submissions aligned with customer requirements.
• Driving Business Growth - Identifying and tracking strategic opportunities, staying informed on government procurement trends, and continuously improving IBM's capture management processes.

• Experience in Government Contracting: 5+ years of experience in Capture Management, Business Development, or Federal Proposal Management. Familiarity with the federal acquisition process (RFI/RFP/RFQ cycles, source selection) and understanding of government procurement regulations and practices.
• Project Management & Organization: Demonstrated ability to manage multiple opportunities and deadlines simultaneously, coordinating cross-functional teams to meet milestones. Strong organizational skills with attention to detail in planning, scheduling, and documentation.
• Strategic Thinking & Analysis: Skill in developing capture strategies and win themes. Able to perform market and competitive research, analyze win probability, and translate findings into actionable capture plans. Experience with tools or databases for opportunity research (e.g., GovWin, SAM.gov) is expected.
• Communication & Interpersonal Skills: Excellent written and verbal communication skills, with the ability to craft persuasive content and present confidently to internal stakeholders and clients. Strong interpersonal skills to build relationships with customers, partners, and internal teams.
• Collaborative Teamwork: Proven ability to work collaboratively in a team environment. Comfortable coordinating with sales executives, engineers, consultants, legal/contracts, and proposal specialists to drive a project from idea to outcome.
• Drive and Adaptability: Self-motivated, with a results-driven mindset and eagerness to learn. Willingness to adapt to changing priorities and handle ambiguity in a fast-paced federal sales environment.
• Must have the ability to obtain and maintain a Public Trust security clearance

• Industry Knowledge: Familiarity with IBM's portfolio of technologies (cloud, AI, cybersecurity, analytics, etc.) and how they apply to federal agency needs. Awareness of trends in government IT modernization and digital transformation is a plus.
• Capture/BD Tools: Experience using business development and capture tools such as GovWin, GovSpend or other market intelligence platforms to track opportunities and gather intelligence. Proficiency with CRM systems to manage pipeline data is beneficial.
• Contract Vehicles & Compliance: Knowledge of popular federal contract vehicles (GSA schedules, GWACs, IDIQs) and experience participating in bids through those vehicles. Understanding of FAR/DFAR compliance in proposals can set you apart.
• Certifications: Professional certifications in proposal or capture management (e.g., APMP Certified Proposal/Capture Practitioner) are a strong plus, indicating formal training in industry best practices.
• Security Clearance: Existing security clearance (Secret or higher) or the ability to obtain one is advantageous, as it may enable involvement in a wider range of sensitive federal opportunities.
• Extra Mile Qualities: Demonstrated passion for public sector missions and a proactive approach to networking within the federal market. Experience working on cross-agency or large-scale IT programs, or prior involvement in an IBM Federal project or similar large integrator environment, will be viewed favorably.

• Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being
• Financial programs such as 401(k), the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs
• Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law
• Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals
• Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences