Capture Manager (Navy East)
Location: Hybrid – Norfolk, VA strongly preferred (Remote considered for highly qualified candidates; Eastern or Central Time Zones required)
Summary:
3 Reasons Consulting (3RC) is seeking an experienced Capture Manager (Navy East) to lead strategic business development and capture efforts across key Navy customers, including the Navy enterprise in the Norfolk region (NAVIFOR, NCDOC, NNWC, NAVSUP Norfolk, and related commands), NSWC Dahlgren Division, and broader Navy organizations throughout the eastern United States.
This is a senior growth leadership role focused on identifying, qualifying, shaping, and winning new business opportunities aligned with 3RC’s cybersecurity, IT, and mission support capabilities. The Capture Manager will work closely with executive leadership, technical subject matter experts, and teaming partners to build customer relationships, develop winning strategies, and drive pursuits from opportunity identification through proposal submission and award.
Services to be performed include, but are not limited to:
Capture Leadership & Opportunity Shaping:
- Lead capture efforts for a portfolio of Navy opportunities across Norfolk, Dahlgren, and broader Navy commands in the eastern United States.
- Identify, qualify, and prioritize opportunities aligned with 3RC capabilities, including cybersecurity, CSSP support, RMF, A&A, and IT services.
- Develop and execute capture strategies including win themes, discriminators, pricing strategies, and competitive positioning.
- Build and maintain detailed capture plans, including stakeholder maps, solution concepts, and partner engagement strategies.
- Establish and maintain customer intimacy with government stakeholders, including program offices, contracting teams, and technical leads.
- Conduct competitive intelligence activities, including incumbent analysis, SWOT assessments, and pricing evaluations.
- Shape opportunities prior to solicitation release through customer engagement, RFIs, white papers, and industry day participation.
- Lead gate reviews with data-driven recommendations, qualification scoring, and probability of win (PWIN) assessments.
Pipeline Development & Lead Generation:
- Monitor SAM.gov, Navy forecast tools, SeaPort NxG, PIEE, OASIS+, and other contract vehicles for opportunity identification.
- Maintain a qualified pipeline of opportunities with scoring based on strategic fit, revenue potential, and PWIN.
- Identify and pursue on-contract growth opportunities, including task orders and recompete efforts.
- Align pipeline strategy with Navy priorities including cyber readiness, Zero Trust, RMF modernization, cloud, and data initiatives.
Teaming & Partner Strategy:
- Identify, evaluate, and onboard strategic teaming partners.
- Participate in teaming negotiations, including NDAs, teaming agreements, and workshare arrangements.
- Position 3RC effectively as either a prime contractor or strategic subcontractor depending on opportunity dynamics.
- Collaborate with partners to refine technical solutions, teaming structures, and win strategies.
Proposal Leadership & Transition:
- Translate capture strategy into actionable proposal direction, outlines, and win messaging.
- Support development of technical approaches, staffing plans, and proposal themes.
- Provide leadership during proposal kickoffs, color team reviews, and final submission cycles.
- Contribute to proposal writing, including executive summaries, management approaches, and win themes.
CRM, Reporting & Governance:
- Maintain accurate pipeline data in CRM and capture management tools, including Capture2Proposal and GovWin.
- Provide weekly and monthly capture reporting on pipeline health, risks, and forecasted opportunities.
- Track customer engagement, partner relationships, and opportunity progression.
- Support revenue forecasting and strategic growth planning initiatives.
Required Education and Experience:
- Bachelor’s Degree required.
- Minimum of seven (7) years of experience in federal government contracting.
- Minimum of three (3) years of direct capture management experience.
- Prior experience supporting or working with NAVIFOR, NCDOC, NNWC, NAVSUP Norfolk, NSA Hampton Roads, NSWCDD, or Navy cyber-related programs.
- Demonstrated success capturing and winning DoD/Navy opportunities as either a prime contractor or major subcontractor.
- Experience supporting or leading pursuits on major contract vehicles such as SeaPort NxG, OASIS+, IDIQs, BPAs, RFQs, and large task orders.
- Experience leading teams through kickoff meetings, color review cycles, executive presentations, and proposal submission efforts.
Skills & Knowledge:
- Strong understanding of the DoD acquisition lifecycle and Navy procurement processes.
- Proven ability to develop and execute successful capture strategies.
- Excellent communication, executive presence, and relationship-building skills with government and industry stakeholders.
- Strong analytical skills related to competitive positioning, pricing strategy, and risk evaluation.
- Ability to operate independently in a fast-paced, growth-oriented environment.
- Proficiency with CRM platforms, Microsoft Office Suite, and collaboration tools.
- Experience leveraging AI tools such as OpenAI ChatGPT and Microsoft Copilot Copilot to improve capture and proposal efficiency.
Benefits at 3 Reasons Consulting:
Company-Paid Benefits:
Short/Long Term Disability
Basic Life Insurance
Direct Payroll Deposit
Leave Accrual
Holidays
401(k) Match
Employee / Company Shared Benefits:
Additional (Voluntary) Life Insurance
401(k)
Medical Coverage
Dental Coverage
Vision Care Plan
Flexible Spending Account Plan
An Equal Opportunity Employer
3 Reasons Consulting is an Equal Opportunity Employer. We are committed to providing a workplace free from discrimination or harassment and hold all employees accountable to protect this mission. We do not discriminate on the basis of race, color, gender, religion, national origin, sexual orientation, age, marital status, veteran status, military status, disability status, or any other characteristic protected by federal, state, or local law. All applicants will receive consideration for employment without regard to protected bases.
