Capture & Business Development Manager

Location: Hanover, MD
Shift: Day
Remote Type: Hybrid (some remote flexibility)

Clearance: None Required
Certification: None required; APMP or Shipley training/certification a plus
Education: Bachelor's Degree (Business, Engineering, or related field a plus)
Years of Experience: 5+ years (mid- to senior-level) in federal capture management/business development

Salary: $135,000 - $150,000

Description

At Altus Technology Solutions, we are looking for an Capture & Business Development Manager to support our expanding portfolio of federal contracts and drive strategic growth across the public sector. Our team thrives on innovation and collaboration, delivering mission-critical solutions to government clients in defense, civilian, and other federal domains.

If you thrive in high-impact environments and want to be part of a skilled team we'd love to have you on board!

In this role, you will be a key driver of Altus' growth, owning the full business development and capture lifecycle from initial opportunity identification through contract award. You will operate as an individual contributor (with no direct reports), leading through influence and expertise to achieve outstanding results. As the sole business development and capture leader at Altus, you must be a proactive self-starter-ready to independently spearhead pipeline development, customer outreach, capture strategy, and proposal execution. Approximately 60% of this role focuses on capture (managing pursuits and proposals) and 40% on business development (pipeline generation and client engagement).

Primary Responsibilities

Lead full lifecycle business development & capture management: Manage all aspects of the capture process from early opportunity identification and qualification through proposal submission and contract award, ensuring a winning strategy at every phase.
Opportunity shaping and customer engagement: Proactively engage with customer stakeholders (current and prospective) to understand their needs, influence forthcoming requirements, and position Altus for success before solicitations are released. Work closely with clients, industry partners, and internal experts to shape opportunities in alignment with Altus' capabilities.
Teaming and partnership strategy: Identify, evaluate, and secure teaming partners (small and large businesses) to strengthen Altus' solutions. Negotiate teaming agreements and build collaborative partner relationships tailored to each opportunity.
Develop capture plans and win strategies: Create and execute detailed capture plans for each pursuit, including win themes, competitive analysis, customer "hot buttons," and strategies to counter competitor strengths. Continuously refine win strategies based on market intelligence and feedback.
Pricing and price-to-win: Collaborate with contracts and finance personnel to develop competitive pricing approaches. Conduct price-to-win analyses to balance proposal competitiveness with business goals and profitability targets.
Proposal coordination and support: Translate capture strategy into compelling proposal responses in coordination with proposal managers and technical leads. Ensure proposals clearly articulate win themes, address client pain points, and highlight Altus' differentiators in compliance with solicitation requirements.
Pipeline development and management: Build and maintain a robust pipeline of opportunities aligned with Altus' strategic goals and core capabilities. Use market research tools and databases (e.g., SAM.gov, GovWin) to identify leads, track upcoming procurements (including task orders on IDIQ/GWAC vehicles), and keep opportunity data updated in the CRM.
Cross-functional pursuit leadership: Coordinate cross-functional pursuit teams - including subject matter experts, solution architects, project managers, and proposal writers - to execute capture tasks on schedule. Lead internal gate reviews and brief senior management on pursuit status, risks, and resource needs throughout the capture process.
Contract vehicle utilization: Leverage a variety of contract vehicles (IDIQs, GWACs, GSA Schedules, etc.) to pursue task orders and new business. Monitor government contract portals and ensure Altus is prepared to bid on opportunities across multiple contract types.
Reporting and communication: Provide regular updates to senior leadership on capture progress, pipeline status, and probability of win (PWin) assessments. Prepare and present bid/no-bid recommendations, capture plans, and decision briefings with data-driven justifications.

Qualifications

Proven experience: Minimum 5 years of experience in federal business development and capture management, with a track record of contributing to winning proposals and securing government contracts.
Federal market knowledge: Strong understanding of U.S. federal procurement processes, acquisition regulations (FAR/DFARS), and the government contracting lifecycle. Familiarity with multiple federal agencies and their procurement habits.
Strategic and analytical skills: Demonstrated ability to develop win strategies, perform competitive analysis, and assess probability of win. Skilled in using data and insight to make informed bid/no-bid decisions.
Communication and influence: Excellent written and verbal communication skills. Able to build rapport with customers, teaming partners, and internal stakeholders. Effective at leading diverse teams through persuasion, collaboration, and clarity of vision.
Organizational skills: Exceptional project management and organizational abilities to handle multiple captures simultaneously. Adept at managing deadlines, priorities, and resources in a fast-paced, high-stakes environment.
Technical proficiency: Proficiency with Microsoft Office Suite and collaboration tools. Experience with CRM and pipeline management systems (e.g., Deltek GovWin, Salesforce, or similar) for tracking opportunities.
Work eligibility: U.S. citizenship required (due to federal contract requirements).
Education: Bachelor's degree in business, engineering, or a related field (required). An advanced degree (MBA or similar) is a plus.

Specialized Experience

Diverse agency experience: Experience supporting captures across a broad range of federal agencies (Department of Defense, civilian agencies, and others), demonstrating adaptability to different agency cultures and requirements.
Contract vehicles and types: Hands-on experience with various federal contract vehicles and contract types. Familiarity with pursuing opportunities on IDIQs, GWACs, BPA/BOAs, and GSA Multiple Award contracts is highly desired.
High-value wins: Demonstrated success in helping win large-scale contracts or task orders (e.g., multi-million dollar awards). Experience developing capture strategies for complex, high-value bids that resulted in contract wins.
Domain knowledge: Background in Altus' core service areas - such as IT services, engineering programs, R&D/test & evaluation projects, or range operations - is a plus, enabling quicker understanding of technical requirements and client mission needs.
Proposal methodology: Knowledge of industry-standard capture and proposal methodologies (e.g., Shipley capture process, APMP practices). Participation in color team reviews, solutioning sessions, and proposal development workshops is beneficial.
Professional credentials: Any professional training or certifications in capture/proposal management (such as APMP Capture Practitioner or Shipley Associates training) are advantageous and indicate a commitment to the craft.

About Altus

Since 2004, Altus Technology Solutions has been committed to providing top-quality, performance-driven services to both government and commercial clients. As an ISO 9001:2015 Certified firm, Altus integrates proven solutions with industry-leading practices to tackle mission-critical challenges.

Learn more at www.Altusts.com.

Pay and Benefits

Competitive salary based on experience
Comprehensive healthcare benefits, including medical, dental, and vision coverage
Retirement savings plan with employer contributions
Income protection through short- and long-term disability insurance
Education assistance for professional growth
Flexible paid leave and career advancement opportunities

Commitment to Equal Opportunity Employment

Altus Technology Solutions is an Equal Opportunity Employer. We consider all qualified applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, genetic information, marital status, veteran status, or any other protected characteristic under applicable federal, state, or local laws. As a federal contractor, we are committed to hiring and retaining a workforce that includes individuals with disabilities and protected veterans. If you need assistance or an accommodation during the application process, please contact recruiting@altusts.com.

Protecting Your Information

We never request payment or personal banking details during the hiring process. If you encounter suspicious emails, contact us at support@altusts.com immediately.

Join Us!

Are you ready to lead high-stakes federal contract pursuits in a mission-driven environment? Apply today and drive meaningful impact with us.

Altus Technology Solutions

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Capture & Business Development Manager