Capture Manager/ Capture Specialist @ TekWissen

Job Responsibilities for Capture Manager: SLED Market Segment (USA)

Opportunity Identification & Pipeline Development

• Proactively identify and track RFP/RFI opportunities in the State, Local, and Education (SLED) sectors using tools like FedBizOpps, state/provincial portals, and industry databases.
• Monitor legislative changes, budget cycles, and emerging priorities (e.g., infrastructure, education tech) to anticipate future opportunities.
• Engage with industry associations, attend SLED-focused events, and network with decision-makers to gather early intelligence.

Opportunity Qualification & Go/No-Go Decisions

• Assess opportunities based on alignment with company capabilities, win probability, and ROI.
• Lead cross-functional go/no-go evaluations, incorporating input from technical, legal, and financial teams.
• Develop competitive assessments to identify strengths, weaknesses, and differentiation strategies.

Capture Strategy Development

• Create tailored capture plans outlining positioning, messaging, and engagement tactics for each opportunity.
• Collaborate with stakeholders to align solutions with client pain points and evaluation criteria.
• Shape pre-solicitation requirements by influencing agency needs through early engagement.

Client Relationship Building

• Establish and nurture relationships with SLED decision-makers (e.g., CIOs, procurement officers) and influencers.
• Conduct discovery sessions to understand client priorities and tailor solutions accordingly.
• Partner with system integrators, resellers, and grant-funded organizations to expand reach.

Proposal Development Leadership

• Guide proposal teams to ensure alignment with capture strategies and compliance with SLED-specific requirements (e.g., Buy American Act).
• Oversee content development, emphasizing past performance, technical expertise, and cost-effectiveness.
• Coordinate with legal, finance, and technical teams to address contractual and compliance needs.

Key SLED-Specific Requirements

• Deep understanding of SLED funding mechanisms (e.g., E-rate, ARPA).
• Familiarity with state/local procurement processes and compliance frameworks.
• Ability to articulate solutions aligned with SLED mission objectives (e.g., education equity, public safety)