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Fairfax, Virginia, United States of America
JOB #R2202617

Senior Capture Manager (OPEN TO REMOTE)

Join the Corporate Growth Team at ICF  

We are one team united around one mission: growing ICF. Our mandate is to retain and expand existing client work, capture new opportunities, and actively take work from our competitors. We accomplish this by creating systems that support effective business development (BD) activities, providing best-in-class proposal and BD services, and inspiring our teammates to win. 

By supporting growth, we further ICF’s mission to create a more prosperous and resilient world. We work side-by-side with experts devoted to climate resilience, public health, cybersecurity, energy efficiency, and other critical areas that require complex technical solutions from expert teams. 

Together, we show why ICF is our clients’ best choice to reach their objectives. 

How do we drive this mission? 

Corporate Growth is staffed by a wide range of BD experts. We specialize in capture and proposal development, market research, data management and technology, training, price-to-win, and more. By providing a suite of services, tools, and programs, we support project teams across the organization as they develop strategies to pursue and win work. 

What makes Corporate Growth unique? 

We have created a collaborative, fulfilling, innovative, and transparent environment that values diverse perspectives.  

We continually challenge ourselves to find new and better ways to do what we do, looking outward to build on industry best practices and emerging tools while creating space for all ideas. And we mean it when we say we work hard and have fun. 

Join our team.  Bring your ideas to our important work. 

What is your role?

Help accelerate our positive impact by joining Corporate Growth as a Senior Capture Manager. We are looking for someone who thoroughly enjoys the capture process and can harness that enthusiasm to lead highly strategic, cross-company pursuits. The role is unique in that it involves bringing together our diverse capabilities and subject matter expertise to benefit our customers regardless of where those capabilities reside within ICF. We need your business development savvy and leadership skills to connect what we do with who we are as an organization in a way that is meaningful to our customers. Come help us win using your influencing, leadership, and collaboration skills to drive strategic thinking, insightful action, and accountability.

This position is highly visible within ICF and involves working closely with the company’s senior leadership team as well as other key corporate functions. The role comes with significant growth and career potential, particularly at a time when ICF is outpacing growth among many of our industry peers.

Primary Responsibilities

As a part of Corporate Growth’s Enterprise Capture Team, you will be responsible for managing all activities necessary to transform qualified cross-company opportunities into wins. The successful candidate will further drive adoption of ICF’s approaches to business development and capture management by using our tools and guidance to lead their captures.  

Specific responsibilities include the following:

  • Lead capture teams, typically engaging in an opportunity at least 12-18 months before a Request for Proposal/Quote/Tender is issued.

  • Work with our market intel/research specialists to gather and analyze key insights and information about the client and the problems they are trying to solve, as well as information directly related to the procurement.

  • Lead development of the win strategy and identify resources needed to increase the win probability.

  • Lead critical capture activities including call planning, competitive analysis, stakeholder analysis, solution development, staffing analysis, teaming, and pricing strategy (including engaging price-to-win as appropriate).

  • Drive client-focused activities, including setting up and attending key client and stakeholder meetings throughout the life of the capture.

  • Source teaming partners and negotiate teaming agreements and work share prior to RFP/etc. release.

  • Work with the technical solution lead to develop a technical solution and any related demonstrations that are presented to the client.

  • Work with Corporate Marketing to develop any necessary thought leadership, campaigns, or social media activity.

  • Develop and implement processes and produce specific deliverables used to ensure that insights gathered through capture are integrated into the resulting proposals, working in coordination with Corporate Growth’s parallel Enterprise Proposal Center as an advisor to the proposal phase, including serving as a color team reviewer.

Required Qualifications and Professional Skills

This fast-paced, team-oriented role requires a resourceful, high-energy Senior Capture Manager with business acumen; experience working across multiple business units, client types, and/or time zones; and an engaging persona. A combination of desire, flexibility, and experience is vital. The Senior Capture Manager must be highly collaborative and able to work across a diverse set of groups and stakeholders as part of an integrated BD team. He/She/They must love to work on challenging puzzles, seeing how the pieces of capture fit together at an enterprise level to drive the win.

Specific requirements include the following:

  • Demonstrated success leading teams through a disciplined capture process to a win, including a proven record of leading complex, multi-disciplinary capture teams focused on large opportunities (>$25 million), with an emphasis on mobilizing diverse teams (e.g., interdepartmental, interdisciplinary) to shape solutions and develop win arguments.

  • Proficiency in all areas of business development, including opportunity qualification, capture, customer relationship development, experience assessing competition and driving teaming strategies, pricing strategies, and proposal writing strategies.

  • Demonstrated level of professionalism, including ability to exercise good judgment, discretion, tact, and diplomacy as well as sound business ethics, including the protection of proprietary and confidential information

  • Strong organizational skills, initiative, and commitment to high-quality work.

  • Exceptional communication skills demonstrated through written and oral presentations.

  • Strong meeting facilitation skills and excellent interpersonal skills, with the ability to influence, gain support, and establish working relationships with clients, program/project managers, technical leads, subject matter experts, peers, and teaming partners and vendors.

  • A working knowledge of various procurement and contracting methodologies, contract types and procurement processes.

  • Experience in the development of, and successful negotiation of, teaming agreements.

  • Experience in the development of competitive pricing strategies and cost proposals.

  • Bachelor’s degree and 10+ years of prior relevant experience or Masters’ with 8+ years of prior relevant experience.

Preferred Qualifications and Professional Skills

  • Experience with a diversity of clients (e.g., US federal, US state & local, non-US public, commercial).

  • Experience bringing US-based experience to global clients (and/or vice versa).

Working at ICF

Working at ICF means applying a passion for meaningful work with intellectual rigor to help solve the leading issues of our day. Smart, compassionate, innovative, committed, ICF employees tackle unprecedented challenges to benefit people, businesses, and governments around the globe. We believe in collaboration, mutual respect, open communication, and opportunity for growth.

We can only solve the world's toughest challenges by building an inclusive workplace that allows everyone to thrive. We are an equal opportunity employer, committed to hiring regardless of any protected characteristic, such as race, ethnicity, national origin, color, sex, gender identity/expression, sexual orientation, religion, age, disability status, or military/veteran status. Together, our employees are empowered to share their expertise and collaborate with others to achieve personal and professional goals. For more information, please read our EEO & AA policy.

COVID-19 Policy: New or prospective U.S. employees must provide proof of complete vaccination on the date of their commencement of employment. If selected for employment, you will provide proof of your full vaccination status, defined as vaccinated two weeks after receiving the requisite number of doses of a COVID-19 vaccine approved or authorized for emergency use by the FDA.

Reasonable Accommodations are available, including, but not limited to, for disabled veterans, individuals with disabilities, and individuals with sincerely held religious beliefs, in all phases of the application and employment process. To request an accommodation please email and we will be happy to assist. All information you provide will be kept confidential and will be used only to the extent required to provide needed reasonable accommodations. Read more about non-discrimination:  EEO is the law and  Pay Transparency Statement.

Fairfax, VA (VA01)


Who is ICF?

A global consulting services company with approximately 8,000 people across 75+ countries, but we are not your typical consultants.

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Join our talent network

ICF is growing, and we add new open roles to our site regularly. If you're waiting for that perfect opportunity at ICF or want an inside look at what it's like to do world-changing work, join our talent network to stay updated.

Join our talent network

ICF is growing, and we add new open roles to our site regularly. If you're waiting for that perfect opportunity at ICF or want an inside look at what it's like to do world-changing work, join our talent network to stay updated.