Tuesday, May 30, 2023

TISTA seeking Director of Capture Management – VA


TISTA is seeking a creative and talented Director of Capture Management to join our Growth Team by performing strategic capture efforts that will ensure our continued growth.


  • Gathers, assesses, and validates customer business and technical needs, working with consultants, business development, and operation teams
  • Leads capture efforts to secure new, strategic contracts
  • Supporting the development of a healthy, diverse, and sustainable sales pipeline of opportunities
  • Improving capture win rate through continuous improvement of capture best practices
  • Creates and presents deal review presentations intended for corporate capture gate approvals.
  • Collaborating closely with other members of the corporate functional areas, including Executive, Operations, Technology, Proposals, Contracts, and Pricing teams.
  • Collaborate with proposal and business development professionals on strategic opportunities; analyze customer requirements, competitors, and internal capabilities.
  • Apply knowledge of proven best practices in sales and capture management processes.
  • Help develop and negotiate winning teaming arrangements with potential partners, including work share allocation and marketing arrangements.
  • Participate in color team proposal reviews.
  • Provide accurate and timely data for weekly opportunity reviews and capture plan updates.
  • Forecast opportunity targets, track, and record activity on accounts to close deals.
  • Perform market, competitor and price-to-win analysis and strategies.
  • Ensuring the development of solutions that offer competitive distinction and map to the needs of the client.


  • 5+ years of experience leading capture efforts in support of the Federal Government or GovCon environment.
  • Proven experience successfully leading or supporting the capture of Federal Government contracts preferably with Department of Veterans Affairs and/or Health and Human Services.
  • Proven experience using price-to-win strategies to effectively bid new work.
  • Aptitude for results-focused, milestone-based capture management process.
  • Diplomatic, persuasive, and articulate communication style to establish and maintain rapport with internal and external customers/partners.
  • Strong oral and written communication skills and is versed at leading a disparate group to a common goal.
  • Must be a team player that proactively engages in a positive manner in all phases of the business development life-cycle.
  • Proven success in the execution of all phases of capture efforts, including deal strategy development, solution development, teaming strategy and development, proposals implementation and solution marketing
  • Self-motivation and flexibility to work on multiple competing priorities.
  • Positive and proactive can-do attitude and approach.
  • Ability to interact effectively with all levels of an organization.
  • Documented track record of winning new business both as a prime and subcontractor.
  • Sales CRM experience a plus.


  • Undergraduate degree from accredited college or university in business management or related field
  • MS, MBA a plus


  • Remote

Apply for this job online.


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Jackie Gilbert
Jackie Gilbert
Jackie Gilbert is a Content Analyst for FedHealthIT and Author of 'Anything but COVID-19' on the Daily Take Newsletter for G2Xchange Health and FedCiv.

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