[Hiring] Program Capture Sales Account & Business Development Manager @Hewlett Packard Enterprise

Role Description

A Capture/Business Development Manager for the US Federal sector manages large government contract pursuits from early qualification through proposal submission and award. They drive win strategies, shape agency requirements via RFIs, perform competitive intelligence, and lead cross-functional teams to maximize the probability of win (PWin). The Business Development (BD) professional drives company growth by identifying, shaping, and securing contract opportunities with U.S. government agencies. The role requires managing the full pipeline lifecycle—from early market research and agency relationship-building to capture strategy and proposal delivery.

Preference is for the DC area, but for qualified candidates we may be open to other locations within the United States. This role will be supporting a Federal customer, so the selected candidate must be a US citizen and have the ability to obtain a government issued security clearance.

Key Responsibilities

• Opportunity Identification: Find new federal contract pursuits using tools like USASpending.gov or GovWin IQ.
• Opportunity Strategy: Qualify major federal pursuits, manage Gate Reviews, and direct the development of comprehensive capture and call plans.
• Pipeline Management: Build, qualify, and maintain a healthy pipeline of RFPs, RFQs, and sources-sought notices.
• Client Engagement: Meet regularly with federal program managers, contracting officers, and industry partners to shape upcoming requirements.
• Capture Strategy: Lead the competitive positioning, win-theme development, and teaming/partner strategies for targeted bids.
• Proposal Collaboration: Partner with pricing and proposal teams to ensure compliant, high-scoring submissions.
• Customer & Market Shaping: Engage federal stakeholders during market research and RFI phases to influence Performance Work Statements (PWS) in favor of company strengths.
• Competitive Intelligence: Lead "Black Hat" reviews to analyze competitor positioning, pricing strategies, and vulnerabilities.
• Teaming & Gap Analysis: Perform capability gap assessments, identify prime/subcontractor partners, and negotiate strategic teaming agreements.
• Proposal Transition: Partner with proposal managers and solution architects to ensure win themes, discriminators, and compliance carry seamlessly into the final bid.

Qualifications

• 10+ years of Industry knowledge within Enterprise technology; knowledge of HPE products is a plus.
• 10+ years of experience within federal business development, sales, or capture management experience.
• Ability to communicate and present to senior leadership.
• Experience creating RFP responses and other customer-facing documents.
• Industry standard relevant technology certifications or equivalent experience expected.
• Strong grasp of the Federal Acquisition Regulation (FAR), agency buying behaviors, and major contract vehicles.
• Established relationships with key decision-makers within specific target agencies (e.g., DoD, HHS, DHS, GSA).
• Excellent communication, strategic planning, and cross-functional leadership abilities.
• Deep mastery of the Federal Acquisition Regulation (FAR), agency-specific supplements, and procurement vehicles (IDIQ, GWAC, OTAs).
• Proficiency with federal market intelligence platforms like GovWin IQ, Bloomberg Government (BGov), and SAM.gov.
• Bachelor’s degree in Business, Marketing, or a related technical/management field.

Requirements

• Secret or Top Secret Clearance at the time of hire is preferred.
• Advanced degree in technology or related field preferred, or equivalent technical qualifications.

Benefits

• Health & Wellbeing: A comprehensive suite of benefits that supports physical, financial, and emotional wellbeing.
• Personal & Professional Development: Programs catered to helping you reach career goals.
• Unconditional Inclusion: An inclusive workplace that values varied backgrounds.