Capture Manager- SLED- Public Market

Company: IBM Computing
Location: Irving
Posted on: March 5, 2025

Job Description:

IntroductionWe are seeking a highly experienced Technology Capture Manager with a strong track record in securing and winning large, complex technology opportunities within the state, local, and education markets. This role requires a seasoned capture lead with a deep understanding of SLED market dynamics, proven success in managing the capture lifecycle, and a history of driving high win rates. The Capture Manager will play a critical role in growing our technology business through strategic opportunity tracking, bid management, and collaboration with cross-functional teams to produce winning proposals.Your role and responsibilities

• Lead the capture process from opportunity identification through bid submission, applying deep knowledge of SLED market dynamics to influence strategy and positioning.
• Maintain a high level of awareness on SLED trends and funding sources (such as CMS federal funding, MMIS, Non-MAGI Section 1115 waivers, NEVI, and Clean Ports), integrating these insights into capture strategies.
• Serve as a recognized capture expert, guiding decision-making and proposal development with a focus on competitive differentiation.
• Bid Management and Proposal Oversight:
• Identify and monitor bid boards, external and internal sources for relevant SLED opportunities, tracking large RFPs and ensuring alignment with business priorities.
• Conduct rigorous go/no-go, P-win analysis for each opportunity, balancing risk and reward to focus on high-value, winnable bids.
• Oversee and manage the proposal process/writing/packaging end-to-end, ensuring quality, compliance, and alignment with client requirements and working with respective internal teams (RFx team).
• Client and Partner Engagement:
• Build and maintain strong relationships with external teams (SIs and clients), acting as the capture lead to align resources and strategies for maximum impact.
• Manage client references for SLED projects and coordinate them for RFP responses to enhance proposal credibility.
• Engage in pre-RFP shaping activities with clients and partners, positioning the company favorably and increasing the likelihood of success.
• Cross-functional Collaboration and Orals Coaching:
• Partner with regional sales teams, IBM alliance and ecosystem teams, channel managers, legal, and solutions engineers to drive collaboration and ensure comprehensive proposal responses.
• Provide proposal coaching, proposal packaging, guiding teams in client presentations and preparing them for anticipated questions and objections.
• Effectively communicate/write and apply Government and Education specific language to ensure proposals and presentations resonate with SLED clients.
• Market and Competitive Analysis:
• Conduct in-depth market analysis and competitor research to inform capture strategies and improve win probability.
• Develop tracking systems to monitor SLED spending, ensuring accurate budget allocation and real-time visibility into project finances.
• Identify and collaborate with partners that are engaged in RFX design.
• Track and analyze win/loss data to refine capture strategies and continuously improve performance.Required technical and professional expertise
• Multiple years of experience in public sector, contract management, or procurement, with a focus on SLED environments.
• Experience with managing multi-party submission of RFXs, especially working with partner ecosystems (SIs).
• Experience in managing spending and tracking for large-scale public sector events, lobbyist engagements, and contracts; leverages industry tools like GovWin and GovSpend.Preferred technical and professional experience
• Strong project management and organizational skills.
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Keywords: IBM Computing, Irving , Capture Manager- SLED- Public Market, Executive , Irving, Texas