• Lead capture management activities in coordination with company leadership and the CGO. • Partner with Business Development, Operations, and Executive Leadership to identify, prioritize, and pursue strategic growth opportunities. • Develop, maintain, and execute comprehensive capture plans, schedules, and pursuit strategies. • Lead pre-RFP positioning activities and supports customer engagement efforts as needed. • Collect, analyze, and document customer, competitor, procurement, and pricing intelligence with program support analysts. • Develop and execute win strategies, discriminators, and value propositions. • Identify and manage capture risks, assumptions, dependencies, and mitigation strategies. • Supports coordination of teaming agreements and opportunity-specific strategic partnerships. • Coordinate RFIs, Sources Sought responses, market research activities, and industry engagements with program support analysts, business units, and corporate leadership. • Present opportunity assessments and investment recommendations during executive reviews. • Assist in planning, development, review, production, and submission of complex Federal proposals. • Ensure proposal content is compliant, compelling, customer-focused, and aligned with solicitation requirements. • Implement process improvements and AI-enabled proposal development tools. • Provide executive reporting on pipeline status, capture progress, and win rates.

• Own capture strategy for an assigned portfolio of government customers, programs, or mission areas. • Shape pursuit plans aligned with TurbineOne’s product maturity, contract vehicles, and growth priorities. • Identify and prioritize opportunities based on funding likelihood, customer readiness, and strategic fit. • Support go/no-go inputs by providing capture analysis, competitive insight, and risk assessments. • Help Sales teams understand and navigate government funding mechanisms, including SBIR/STTR, OTAs, IDIQs, BAAs, direct appropriations, programs of record, and allied government pathways. • Connect customer needs to realistic acquisition and funding paths, guiding timing, scope, and pursuit approach. • Advise on sequencing strategies (e.g., prototype → follow-on → production). • Act as a translator between customer mission intent and acquisition reality. • Develop and refine bid strategies for priority pursuits within the portfolio. • Contribute to win theme development, discriminator articulation, and competitive positioning. • Advise on teaming strategy, partner selection, and roles. • Ensure capture strategies align with overarching acquisition direction set by the Director of Federal & International Acquisitions. • Partner closely with Sales to support customer engagements with acquisition-informed strategy. • Equip Sales with capture insights, funding context, and pursuit narratives — without owning account relationships or deal close responsibility. • Coordinate with Sales Operations, Content, and Proposal teams to ensure capture intent is reflected in materials and submissions. • Serve as a strategic advisor to sellers throughout the pre-RFP and pre-solicitation phases. • Track relevant competitors, primes, and adjacent solutions within the portfolio. • Assess customer buying patterns, incumbent positions, and acquisition behaviors. • Feed competitive and market insights back into Sales Enablement and acquisition leadership. • Support long-term portfolio strategy by identifying emerging opportunities and white space. • Support proposal planning by providing capture inputs, background, and strategic guidance. • Participate in color reviews and strategy sessions as appropriate. • Ensure continuity from early capture through proposal execution and award. • Capture lessons learned and contribute to institutional knowledge across the enablement organization.

• Execute strategies and tactics to deliver a qualified pipeline of opportunities with pursuit/win plans for each. • Maintain the Strategic Business Capture system using internal and external resources. • Research and analyze available data to identify competitive buying trends. • Create and maintain Capture Plans. • Understand and navigate government contracting vehicles and procedures. • Act as the capture lead in coordination with key internal stakeholders.

• Proactively identify new customers and business opportunities. • Coordinate meetings with customers, competitors, clients, and teammates to develop market insight on requirements, acquisition strategy, acquisition timing, and contract vehicle choices. • Conduct competitive analyses, develop pricing and solution strategies, assist in identifying and negotiating teaming partnership relationships, participate as needed in proposal development to ensure the critical strategic messages are embodied in the proposal and ensure that the win theme is evident in the final product to maximize the probability of win. • Support and perform research and technical writing. • Manage pipeline entries, develop queries and reports, and ensure accuracy of CRM database contents. • Manage the transition process from opportunity to proposal. • Manage business development planning activities, to include weekly/monthly pipeline reviews, Capture Strategy Plan development, opportunity gate reviews, black hat sessions, win theme and discriminator workshops, and proposal reviews. • Identify the resources required to pursue a bid. • Mentor and train business development analysts and junior capture associates.