Senior Capture Manager, Federal

Senior Capture Manager - Federal IT

Location: Reston, VA/hybrid

HITACHI FEDERAL

Hitachi Federal is the trusted leader in mission-centric data solutions for the Federal government. We're a collaborative, full-service company with longstanding OT/IT roots. We empower data-driven insight with a deep bench of integrated partners - advancing Federal customer missions regardless of their data maturity levels. Hitachi Vantara Federal is a FOCI-mitigated subsidiary of Hitachi. Hitachi Federal will be renamed to Hitachi Federal and aligned under Hitachi Digital effective April 2026. This change will allow the company to provide integrated ONE Hitachi Solutions to the U.S. Federal Government Civilian, Defense & Intelligence Agencies.

Hitachi Federal Team

The Growth Team at Hitachi Federal (HF) is seeking a highly qualified Senior Capture Manager to lead strategic capture efforts across new and recompete federal opportunities. This is a senior leadership role reporting directly to the COO and working in close partnership with the CTO, Business Development Executives, Solution Architects, and Proposal Teams.

The Senior Capture Manager creates and implements a strategy for searching out promising new business opportunities, primarily through effective teaming strategies, and turning those opportunities into new business for the company. The ideal candidate is a thought leader, able to see the big picture without overlooking the details, and fosters a positive, collaborative, and responsive team environment. This position will be responsible for driving the full capture lifecycle-from early opportunity shaping through proposal submission and post-submittal activities-ensuring strategic alignment, disciplined execution, and a strong probability of win.

What You Will be Doing

• Performs and/or leads research efforts to build a deep capture pipeline and continually prioritizes efforts to maximize return.
• Lead pre-proposal shaping activities, ensuring opportunities are strategically positioned well in advance of RFP release
• Orchestrate all capture executions during the proposal phase, providing clear direction, accountability, and coordination across stakeholders
• Manage post-submittal activities to maximize probability of win (PWIN)
• Partner closely with Business Development Executives to design and execute winning capture strategies for new and re-compete contracts
• This role requires deep federal IT capture expertise, strong executive presence, and the ability to influence outcomes across complex stakeholder environments.
• Take a leadership role in capture meetings, present strategies and develop actionable roadmaps to advance opportunities through the sales cycle.

Key Responsibilities

Capture Strategy & Execution

• Lead and execute end-to-end capture strategies for new and recompete opportunities
• Develop and refine win strategies, win themes, discriminators, and value propositions
• Shape opportunities early to strengthen Hitachi's competitive positioning
• Partner with Business Development Executives to create and implement capture plans aligned to growth priorities

Pre-Proposal & Proposal Leadership

• Oversee all pre-proposal shaping activities, including solution development, teaming strategies, and pricing approaches
• Coordinate capture activities during the proposal phase in collaboration with proposal managers
• Manage capture schedules, budgets, risks, and performance metrics
• Ensure alignment between capture strategy, proposal content, and pricing strategy

Post-Submittal & Customer Engagement

• Lead post-submittal activities to maximize probability of win
• Support customer engagement, debriefs, and competitive positioning
• Maintain strong relationships with customers, partners, and technology vendors

Pipeline & Organizational Leadership

• Manage the strategic capture pipeline, including opportunity identification, tracking, and gate reviews
• Conduct competitive analysis and market assessments
• Support pricing strategy development and negotiation of teaming agreements
• Organize and manage the proposal library and capture artifacts
• Train, mentor, and develop business development, proposal management, and proposal writing resources
• Contribute to the design, build, and scaling of capture processes and organizations

Qualifications & Experience

• Bachelor's degree with 10+ years of hands-on experience in Federal Capture, Program Management, Proposal Management, or Business Development

OR 15+ years of relevant experience without a degree

• Extensive experience leading strategic capture efforts for $15M+ federal IT programs

• Proven success capturing:

• IT services and products

• Software development

• Cloud solutions

• AI/ML

• Data analytics programs

• Experience with Shipley and other capture frameworks. Experience with the full lifecycle of capture efforts, including opportunity identification and qualification, RFP shredding and bid/no bid conversations, teaming and negotiations, and pricing and proposal development.

• Strong knowledge of federal procurement and contract types (IDIQ, FFP, T&M, CPFF) including non-traditional contracts such as Other Transaction Authority (OTAs)

• Deep understanding of federal budgets, investments, and acquisition processes

• Expertise in win strategy development, pricing, staffing models, and teaming agreements

• Demonstrated ability to brief and influence executive and C-suite stakeholders

• Strong collaboration skills with SMEs, technical teams, and program leadership

• Strategic thinker, problem solver, and collaborative leader

• U.S. Citizenship required with the possibility of obtaining a Security Clearance.

Preferred Qualifications

• Experience designing, building, and scaling capture organizations
• Familiarity with market intelligence tools (GovWin, Bloomberg Government, FedCompass, etc.)
• Experience across multiple business models (Systems Integrators, OEMs, VARs)
• Experience in active collaboration with graphic design, desktop publishing and proposal production teams
• Certifications in proposal management, project management, or relevant technical disciplines

Work Environment

While performing the duties of this job, the employee will work in the company's office located in Reston Town Center HQ and/or also work from home as directed. Hitachi's primary collaboration and communication tool is Microsoft Teams, Microsoft SharePoint, and the entire suite of Microsoft Office 365 products. Flexibility in tele-work arrangements and responding to the needs of the company's leadership, the team lead, and/or the work group will be necessary.

Why Hitachi Federal

• High-impact leadership role with direct executive visibility
• Opportunity to shape and scale a growing federal capture organization
• Collaboration with top technical, growth, and delivery leaders
• Mission-driven work supporting federal customers through advanced technology solutions

What we offer:

• A collaborative and inclusive workplace culture.
• Professional development opportunities.
• Competitive salary and benefits packages.

Great careers start with growth and innovation. At Hitachi Federal, our mission is to deliver insights that power smarter businesses and enable social innovation for a healthier, safer future. Our ability to innovate starts with our people. We foster a culture rooted in respect, collaboration, and bold thinking, where diverse perspectives are valued and ideas turn into impact.

Join the Hitachi family, and together, let's lead the way to what's next.

Visit us at www.hitachifederal.com

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