[Hiring] Strategic Capture Leader Public Sector @Infosys Limited

Role Description

We are seeking a high-impact Strategic Capture Leader to lead the development and execution of winning strategies for complex, high-value public sector opportunities. This is a senior role for a proven capture professional who understands how government agencies buy technology and professional services and knows how to position, shape, and lead major pursuits well before an RFP is released.

• Lead the capture strategy and execution for strategic public sector opportunities from early identification and qualification through proposal submission, oral presentation, negotiation, and award.
• Engage directly and frequently with customers to understand agency missions, priorities, challenges, procurement objectives, buying dynamics, and desired outcomes, and translate those insights into differentiated pursuit strategies.
• Build and maintain trusted relationships with agency executives, program leaders, procurement stakeholders, technical leaders, consultants, partners, and other key influencers throughout the capture lifecycle.
• Develop and continuously refine comprehensive win strategies, including customer understanding, competitive positioning, solution differentiation, win themes, pricing considerations, teaming strategy, and procurement strategy.
• Design and execute the strongest possible teaming strategy for each pursuit. Identify capability gaps, evaluate potential partners, determine appropriate prime/subcontractor relationships, and negotiate teaming arrangements that strengthen the overall solution and improve IPS's competitive position.
• Build effective partner coalitions that combine complementary capabilities, customer relationships, past performance, technical expertise, contract access, and delivery capacity to create differentiated and credible solutions.
• Own the capture-to-proposal transition and ensure that customer insight, competitive intelligence, win themes, differentiators, teaming decisions, and solution strategy are clearly translated into the proposal.
• Provide hands-on leadership throughout proposal development, working closely with proposal managers, solution architects, subject matter experts, delivery leaders, partners, pricing, contracts, legal, and executive leadership to produce compelling, compliant, and highly competitive responses.
• Drive proposal strategy and quality, including storyboarding, win-theme development, executive summaries, solution positioning, competitive differentiation, color-team reviews, oral presentations, and final response quality.
• Challenge pursuit teams to answer the fundamental question, "Why will the customer select us?" and ensure that every major proposal presents a clear, evidence-based, customer-focused answer.
• Lead competitive assessment and black-hat activities to anticipate competitor strategies, identify vulnerabilities in the IPS position, and develop actionable counter strategies.
• Establish and manage capture plans, pursuit milestones, decision gates, action plans, and executive reviews, ensuring accountability across the extended pursuit team.
• Partner with sales and account leaders to identify and qualify strategic opportunities early enough to meaningfully influence customer requirements, solution strategy, procurement approach, and competitive positioning.
• Represent IPS in customer meetings, industry events, partner discussions, solution workshops, and other market-facing activities that build relationships, develop intelligence, and improve our position on priority pursuits.
• Conduct post-award and lessons-learned reviews to continuously improve IPS capture, teaming, and proposal practices.

Qualifications

• 14 years of progressive experience in public sector technology services, including significant experience in capture management, business development, proposal leadership, or strategic pursuits.
• Demonstrated track record of leading and winning complex government procurements for IT consulting, systems integration, digital transformation, cloud, data, AI, cybersecurity, ERP, or managed services.
• Deep understanding of government procurement, acquisition processes, contract vehicles, RFIs/RFPs, evaluation methodologies, competitive procurements, and public sector buying cycles.
• Strong experience developing teaming strategies and negotiating effective relationships with technology companies, consulting firms, small businesses, niche providers, and other partners needed to build winning pursuit teams.
• Exceptional leadership and communication skills with the ability to bring together sales, delivery, solution, pricing, contracts, legal, proposal, and partner organizations around a single pursuit strategy.
• High degree of ownership, urgency, judgment, and accountability, with the ability to lead major pursuits in deadline-driven and highly competitive environments.
• Familiarity with priority public sector domains such as health and human services, labor/workforce, transportation, justice, tax and revenue, ERP, customer experience, cloud, data, AI, or cybersecurity.

Requirements

• A bachelor's degree or foreign equivalent is required from an accredited institution. Will also consider three years of progressive, relevant work experience instead of every year of education. Candidates who have completed a Master's degree program are strongly preferred.
• The job also entails sitting and working at a computer for extended periods. Should be able to communicate by telephone, email, or face-to-face.

Benefits

• Medical/Dental/Vision/Life Insurance
• Long-term/Short-term Disability
• Health and Dependent Care Reimbursement Accounts
• Insurance (Accident, Critical Illness, Hospital Indemnity, Legal)
• 401(k) plan and contributions dependent on salary level
• Paid holidays plus Paid Time Off