Proposal & Capture Manager

Overview

Lead capture & proposal lifecycle for defense contracts, driving strategy and submissions.

Key Responsibilities

• proposal management
• capture planning
• pricing strategy
• customer engagement
• content writing
• process improvement

Tasks

-Write and manage responses to government and customer requests for proposals, white papers, technical inquiries, quotes, and capability briefs. Tailoring content to opportunity specifics and customer requirements. -Serve as the lead author and strategist on major business development efforts — crafting the written narratives, technical documents, and customer-facing materials that drive Firestorm’s growth. -Support the development of pricing strategies and narratives in coordination with finance and capture leadership, ensuring alignment between technical solution and cost volumes. -Collaborate with internal experts to shape and articulate solutions across a range of document types — from competitive proposals to market research responses and executive-level briefings. -Write and review proposal content including executive summaries, technical and management volumes, past performance, and other narrative sections to clearly communicate Firestorm’s value and differentiation. -Develop competitive assessments, price-to-win strategies, and customer positioning plans to support solution development, teaming decisions, and pricing. -Engage directly with customers, stakeholders, and acquisition offices to understand mission priorities, gather intelligence, and influence procurement strategies and requirements before solicitation release. -Identify and negotiate teaming arrangements with strategic partners to create the most compelling, cost-effective, and capable solution for the customer. -Manage the end-to-end proposal development process, including kickoff planning, content schedules, outlines, compliance matrices, writing assignments, and internal reviews to ensure timely, compliant, and high-quality submissions. -Build and continuously refine proposal processes, templates, and content libraries to improve scalability, repeatability, and efficiency across future pursuits. -Manage multiple concurrent RFPs, RFIs, white papers, and unsolicited proposal efforts, balancing near-term priorities and long-term growth objectives. -Deliver final submissions that are accurate, polished, and aligned with evaluation criteria, customer expectations, and Firestorm’s branding and messaging, clearly integrating capture strategies, win themes, and solutions into all proposal materials. -Lead the development and execution of integrated capture strategies, collaborating with business development, engineering, finance, and executive teams to align solutions with customer needs and Firestorm’s long-term vision. -Lead the full capture lifecycle, taking charge of strategic opportunities from identification through contract award, guiding the capture process, and ensuring Firestorm is positioned for success. -Identify and implement opportunities for continuous improvement across the capture and proposal lifecycle, applying lessons learned to optimize future pursuits and increase win probability. -Own the full opportunity lifecycle from early identification and shaping, through proposal development, submission and contract award. -Lead the coordination and integration of technical, operational, and cost elements into a cohesive proposal that reflects the win strategy and aligns with solicitation requirements. -Drive the creation of win themes, discriminators, and value propositions, and ensure they are clearly expressed throughout the capture process and in proposal submissions.

Requirements

• proposal management
• capture management
• dod clearance
• far/dfars
• shipley
• 7+ yrs

What You Bring

-Excellent project management and organizational skills with the ability to manage competing priorities in a fast-paced environment. -Experience with solution development, win theme creation, price-to-win analysis, and competitive positioning. -Knowledge of Foreign Military Sales (FMS) and international defense procurement processes. -At least 5 years of direct experience working within or supporting U.S. Department of Defense programs or customers. -Experience managing capture efforts for contracts valued at $20M+. -Willingness to travel up to 25%, including CONUS and OCONUS as needed or required, for customer and partner engagement. -This position is designated as remote; however, we welcome candidates who are based in San Diego, or open to relocating & working from our headquarters. -Strong interpersonal and communication skills with the ability to influence internal and external stakeholders across disciplines. -Strong understanding of federal acquisition processes (FAR, DFARS), including RFPs, RFIs, BAAs, OTAs, and FMS. -Experience negotiating and managing teaming agreements and strategic partnerships. -Knowledge of Shipley or other industry-standard capture/proposal methodologies. -Demonstrated ability to lead and contribute to technical and non-technical writing efforts, with experience developing complex, multi-volume proposal submissions. -U.S. Citizenship is required, with the ability to obtain and maintain a DoD security clearance. -Familiarity with emerging defense technologies, including autonomous systems, UAVs, AI/ML, or advanced sensors. -Strong expertise in competitive intelligence, market analysis, and identifying new opportunities in the defense industry. -Demonstrated success in building and improving scalable capture and proposal processes in startup or high-growth environments. -7+ years of experience in proposal management, capture management, or business development within the defense, aerospace or government services sectors. -Proven track record managing the full capture and proposal lifecycle, from opportunity identification through contract award, for competitive acquisitions.

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Benefits

-We offer comprehensive medical, dental, and visions plans -Hospital Indemnity insurance -401(k) Retirement Savings Plan to invest in your long-term retirement goals -Unlimited PTO -Extremely generous company holiday calendar, including a holiday hiatus in December. -For candidates who are open to relocating, relocation assistance is available, and may be included in the offer package where appropriate. -Critical Illness insurance -Basic Life/AD&D, short-term and long-term disability insurance, 100% covered by Firestorm. Plus, the option to purchase additional life insurance for you and your family. -Accident insurance -Mental Health Resources: We provide free mental health resources 24/7 including therapy and more. Additional work-life services, such as free legal and financial support, are available to you as well. -Generous Parental Leave

About Firestorm

-Founded with the vision to revolutionize engineering solutions through innovative technologies. -Firestorm has been at the forefront of transforming industries with high-tech, data-driven solutions. -Specializes in delivering custom solutions for critical infrastructure, energy, and industrial sectors. -With a commitment to precision, the company provides cutting-edge services for large-scale projects. -Typically involved in projects that require complex problem-solving and robust technical frameworks. -Firestorm’s adaptability allows it to tackle diverse challenges across a wide range of engineering fields. -Known for its work in high-stakes environments where precision and efficiency are paramount.

Sector Specialisms