Capture Manager

Job Locations US-VA-McLean

Job Description

Our job is to be bold at work.

It starts with an insatiable curiosity about clients, colleagues, and the future. At Forrester, we believe curiosity powers progress. Forresterites bring a diversity of opinions and the courage of their convictions to collaborate on the ideas and initiatives that change the course of business. As a trusted advisor to the most influential companies in the world, we live at the nexus of what’s next.


About This Role: 

Forrester’s Capture Manager develops and helps execute the business operation’s overall capture strategy to increase the win probability of new and existing contracts. This role entails a background in capture function to lead and support our high-performing government capture and proposal sales team in securing both existing and new business opportunities in the US public sector market. The successful candidate will report to the director of Forrester’s government sales team and will be based primarily in Mclean, VA to work closely with the public sector director, sales, operations, product, contracts, and leadership team in developing our capture strategy and drive double-digit growth across our US government market.

Job Description:

The Capture Manager orchestrates bid strategy; provides oversight in developing proposal volumes; leads price-to-win and costing exercises; conducts market and competition analysis; and creates, leads, hires, and supports the capture and proposal team. This primarily includes:

  • Owning and overseeing corporate processes for business development and capture management.
  • Working closely with the responsible sales executive and solution partners to support the transition from opportunity identification into capture efforts.
  • Assembling a capture team and managing the capture team to successfully bid and win contracts.
  • Contacting and interfacing with existing and new clients and partners.
  • Communicating the organization’s core capabilities.
  • Establishing internal and external teaming processes
  • Managing bid and proposal funding.

Job Requirements:

  • A bachelor’s degree.
  • Eight-plus years of prior experience relevant to business development, including opportunity qualification, capture strategy, stakeholder engagement, solution development, proposal submission, effective customer and industry collaboration, and inclusive team leadership.
  • Success in managing and winning capture efforts within US federal and state and local markets.
  • History of developing successful negotiation of teaming agreements, competitive pricing strategies, and associated cost proposal.
  • Experience in building a high-performing capture and proposal team including hiring, coaching, and leadership.
  • Excellent written and verbal communication skills; strong business communication and proposal writing.
  • Familiarity with federal government acquisition types, processes, and tools.
  • Background in consulting, B2G, or B2B services (or similar industries).


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Forrester Research, Inc. is an Equal Opportunity/Affirmative Action Employer that is committed to equal employment opportunity for all qualified individuals without regard to race, color, religion, national origin, ancestry, sex, age, disability, sexual orientation, gender identity and expression, marital status, genetic information, military service, veteran status, or any other status protected by applicable law. Minorities, Women, Individuals with Disabilities, and Veterans are especially encouraged to apply.




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