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Government Capture Director

Pegasystems

Bethesda, MD

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JOB DETAILS
SALARY
$171,000–$262,800 Per Year
SKILLS
Analysis Skills, Artificial Intelligence (AI), Automation, Budgeting, Business Development, Cloud Computing, Communication Skills, Compensation Management, Compensation and Benefits, Competitive Analysis/Strategy, Computer Skills, Conferences, Content Development, Contract Management, Contract Processing, Cross-Functional, Defense Federal Acquisition Regulations Supplement (DFARS), Defense Intelligence, Emerging Technology, Enterprise Applications, Establish Priorities, Federal Acquisition Regulations (FAR), Federal Contracts, Federal Government, Government, Government Contracts, Government Policies, Government Relations, Government Sales, Inside Sales, Leadership, Legal, Market Analysis, Operational Support, Organizational Skills, Partner Sales, Persuasion Skills, Presentation/Verbal Skills, Pricing, Product Planning, Product Positioning, Project/Program Management, Proposal Writing, Public Administration, Purchasing/Procurement, Regulations, Regulatory Compliance, Sales Support, Security Clearance, Strategic Analysis, Team Lead/Manager, Team Player, Technical Leadership, Technical Support, Time Management, Trend Analysis, Willing to Travel, Writing Skills
LOCATION
Bethesda, MD
POSTED
2 days ago
Government Capture Director


Job Category: Sales


Location: US - DC - Remote | US - Maryland - Remote | US - Virginia - Remote


Meet Our Team:


Join Pega’s Government Industry Market team as we drive digital transformation across the public sector. Our team combines deep government domain expertise with innovative technology leadership to help agencies modernize operations and better serve citizens. As a Director, Capture Strategist, you’ll play a pivotal role in shaping Pega’s public sector growth by identifying, qualifying, and winning high-impact opportunities across Federal, Defense, Intelligence, and State/Local markets.


Picture Yourself at Pega:


Imagine leading the pursuit of complex, high-value government contracts, engaging directly with government decision-makers to understand mission priorities and translate them into winning strategies. In this role, you’ll influence outcomes from early opportunity identification through contract award, positioning Pega’s workflow automation platform as the solution that helps agencies deliver results faster, with greater transparency and efficiency. You’ll also contribute to Pega’s broader public sector strategy by bringing forward market insights that inform go-to-market direction and product alignment.


What You'll Do at Pega:


Lead capture efforts, customer engagement, and cross-functional proposal execution to win strategically important government business. Three key areas are: Strategic Opportunity Development, Market Intelligence & Go-To-Market Support and Stakeholder Engagement.


+ Identify and prioritize high-value opportunities across Federal, Defense, Intelligence, and State/Local markets

+ Develop end-to-end capture strategies and competitive positioning

+ Conduct market and competitive analysis to align Pega solutions and product roadmap with government needs

+ Build trusted relationships with government decision-makers and acquisition stakeholders

+ Represent Pega at industry days, conferences, and customer meetings

+ Partner with Government Relations on policy and regulatory alignment

+ Proposal Leadership & Cross-Functional Coordination

+ Lead cross-functional teams through complex, compliant proposal efforts (FAR/DFARS)

+ Develop differentiated value propositions for Pega’s workflow automation capabilities

+ Manage proposal timelines, resources, and quality

+ Analyze procurement trends, budgets, and technology priorities

+ Develop capture content (capability statements, past performance, technical approaches)

+ Support sales with government-specific messaging, positioning, and pricing insights


Who You Are:


+ A strategic, analytically-minded capture leader with strong business judgment and a disciplined approach to opportunity qualification

+ Experienced building credibility and relationships with stakeholders across government—comfortable engaging from working teams to senior executives

+ A collaborative leader who can align diverse internal partners (sales, product, technical, legal/contracts, pricing) around a winning plan

+ A persuasive communicator with the ability to translate mission needs into clear value propositions and proposal narratives

+ Highly organized, outcomes-driven, and able to lead multiple pursuits while managing priorities and timelines in dynamic environments


What You've Accomplished:


+ Bachelor’s degree required (Master’s degree in Business, Public Administration, or related field preferred)

+ 12+ years of experience in federal government contracting, including 8+ years in capture management or business development

+ Demonstrated track record winning complex government contracts valued at $10M+ Deep understanding of federal procurement processes, contract vehicles (e.g., GSA, CIO-SP3, OASIS), and compliance requirements

+ Experience with workflow automation, digital transformation, or enterprise software solutions in government environments

+ Strong strategic thinking, analytical, and project management skills

+ Exceptional written and verbal communication skills, including proposal writing expertise

+ Ability to obtain and maintain a government security clearance, as required

+ Prior experience as a government program manager or contracting officer

+ CFCM (Certified Federal Contracts Manager) or similar certification

+ Experience with the Pega Platform or comparable workflow automation technologies

+ Established network within target government agencies

+ Experience with cloud computing, AI/ML, or emerging technology procurement in government

+ Travel Requirements: Up to 25% travel (infrequent-to-moderate), based on customer needs and key industry events


Pega Offers You:


+ Gartner Analyst acclaimed technology leadership across our categories of products

+ Continuous learning and development opportunities

+ An innovative, inclusive, agile, flexible, and fun work environment

+ Competitive global benefits program inclusive ofpay + bonus incentive, employee equity in the company


Additional Information


Base salary range for this role is 171,000 - 262,800 USD annually. This role may also be eligible for annual bonus OR commission, as well as benefits and other incentives.


The final compensation will be determined during the offer process based on the candidate's education, experience, skills, and qualifications, as well as market conditions and may vary from the posted range. We will share an information on benefits, bonus/commission, and other pay components for this role at the relevant recruitment stage.


Job ID: 23686


AI in Action – Responsible Use of AI in Recruitment

Pega embraces the responsible use of artificial intelligence (AI) to improve efficiency, consistency, and fairness across our business. We encourage thoughtful and ethical adoption of AI technologies that support people—not replace them. We may use AI‑enabled tools in our recruitment process. These tools are designed to assist us by providing insights and operational support.


All hiring decisions are made based on human review and judgment. You may have the right to request human review, provide additional information, or raise questions about how such tools are used.


Culture

At Pegasystems, we foster an environment where people feel valued and empowered to contribute their best. With global clients across industries and regions, we know our success depends on the unique perspectives, experiences, and talents of our people. Ours is a workplace where everyone can grow, collaborate, and deliver meaningful outcomes.


We encourage candidates from all backgrounds and experiences and focus on the core competencies and mindset needed to thrive in a role.


As an Equal Opportunity employer, Pegasystems will not discriminate in its employment practices due to an applicant's race, color, religion, sex, sexual orientation, gender identity, national origin, age, genetic information, veteran or disability status, or any other category protected by law.


Export Compliance

For positions requiring access to technical data subject to export control regulations such as this, Pegasystems may need to obtain export license approval from the U.S. Government and EU Authorities for certain individuals.


Accommodations

If you require reasonable accommodations under the Americans with Disabilities Act (US only) or comparable regional regulations in completing this application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process,or contact (US only) 1-888-PEGA-NOW and/or 225 Wyman Street Waltham, MA 02451 ATTN: Benefits.


Ready to build a Blueprint?


Choose the reinvention engine for your needs.


For workflows & app design


Reimagine your processes and turn any workflow into a build-ready
application with confidence.


For marketing & CX strategy design


Visualize customer journeys and engagement strategies across all
touchpoints and activate them.
It is Pega's policy to engage, recruit, hire, promote, train, discipline, and compensate in all job classifications, without regard to race, color, sex, religion, national origin, age, disability, sexual orientation, gender identity, veteran status, or any other category protected by law.

https://www.pega.com/about/careers/equal-employment-opportunity

About the Company

P

Pegasystems

Since 1971, P E Systems has been providing professional systems engineering and acquisition management services. The firm has CONUS locations in Virginia, Maryland, Massachusetts, Oklahoma and Ohio, and overseas in Japan, Bahrain and Italy. The company provides a range of technical capabilities supporting many different clients. P E Systems practices a full service approach through its use of flexible, mission-oriented teams that bring the right resources together to meet all customer requirements. Our emphasis is on personnel both acquiring and retaining a staff of qualified engineering and technical professionals through selective recruiting and a comprehensive benefits program has contributed to our continued success in supporting a wide range of government organizations.

P E Systems has developed strong core capabilities in systems engineering, specialized acquisition support, and communications interface programs through provision of technical, program management and systems acquisition support as both a prime and subcontractor. We have established strategic relationships with our Partners.

P E Systems has a long history of providing superior technical support services in a cost-effective manner. Our Quality Policy further describes the focus on quality that helps us achieve this level of service.

  • 2017 –  Summit Research Corporation (SRC) merged into P E Systems on March 1, 2017, assuming all contract obligations
  • 2016 – Jack Grady appointed to Vice-President of Operations and Dayton Division Manager
  • 2007 – Opened new offices and San Antonio, TX
  • 2006 – Graduated from 8(a) program
  • 2003 – P E Systems achieves ISO 9001 certification
  • 2000 – P E Systems acquired Atlantic Analysis Corporation to enhance IT offerings with Oracle database development capabilities
  • 1998 – Acquired Bahan Dennis, Inc. (BDI), which has been integrated into the company operating structure, as the Dayton, OH Division. It provides program management and systems functional support to the Aeronautical Systems Center, AFMC, Material Systems Group (ESC) and the Air Force Reserve Command Detachments at Wright Patterson AFB, OH
  • 1997 – Became an 8(a) certified small business and gained approval for a GSA Schedule for Information Technology Services
  • 1996 – P E Systems acquired Summit Research Corporation (SRC) as a wholly owned subsidiary specializing in Exercise/Performance/Acoustic Analysis, Training, and Information Technology services, primarily for the U.S. Navy
  • 1995  – Wes King acquired P E Systems
  • 1971  –  P E Systems founded
  • 1971  –  P E Systems was formed to provide technical, scientific, and programmatic management and systems acquisition support to the Department of Defense as well as other government and commercial organizations
COMPANY SIZE
500 to 999 employees
INDUSTRY
Computer/IT Services
FOUNDED
1971
WEBSITE
https://www.pesystems.com/

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