Overview

MO is seeking a Capture Lead to drive strategic pursuit planning and execution across federal technology, AI, digital modernization, product, design, data, cloud, service design, and software delivery opportunities.

This role is responsible for leading qualified opportunities from early identification through proposal handoff and submission support. The Capture Lead will work closely with executive leadership, business development, solution architects, delivery leaders, proposal teams, partners, and customers to shape opportunities, develop win strategies, assess competitors, build teaming plans, and improve MO s probability of win.

This role requires a disciplined operating mindset built around clear ownership, measurable outcomes, structured decision-making, accountability, and consistent follow-through.

What Youll Do

Capture Strategy and Pursuit Leadership

- Lead capture planning for qualified federal opportunities aligned to MO s growth strategy.

- Develop and maintain capture plans for priority pursuits, including customer analysis, competitive assessment, solution strategy, teaming approach, win themes, pricing considerations, risks, and action plans.

- Own the pursuit timeline from qualified opportunity through proposal handoff.

- Drive internal pursuit meetings and ensure action items are documented, assigned, and completed.

- Ensure each pursuit has a clear win strategy, value proposition, and differentiated position before proposal development begins.

Opportunity Qualification and Bid/No-Bid Support

- Assess prospect fit against MO s capabilities, contract vehicles, past performance, customer relationships, competition, partner access, delivery risk, and probability of win.

- Prepare qualification summaries and pursuit recommendations for leadership review.

- Identify poor-fit opportunities early to avoid wasting capture and proposal resources.

- Ensure qualified opportunities have clear owners, realistic timelines, resource assumptions, and defined next actions.

Customer and Mission Understanding

- Develop a deep understanding of target customer missions, pain points, priorities, budgets, buying behavior,



organizational structure, and decision drivers.

- Research agency strategies, program objectives, procurement history, incumbent performance, modernization needs, and mission drivers.

- Support customer engagement planning, including call plans, meeting agendas, discovery questions, briefing materials, and follow-up actions.

- Translate customer needs into solution positioning, win themes, discriminators, and proposal direction.

Competitive Intelligence

- Analyze incumbents, likely competitors, contract history, pricing signals, teaming patterns, past awards, and evaluation factors.

- Develop competitor profiles and assessment summaries for priority pursuits.

- Identify MO s strengths, weaknesses, opportunities, and threats for each pursuit.

- Recommend positioning strategies that improve MO s competitive advantage.

Teaming and Partner Strategy

- Identify, evaluate, and recommend teaming partners based on customer access, past performance, contract vehicles, capabilities, socioeconomic status, technical strengths, and delivery fit.

- Lead or support partner outreach in coordination with BD and executive leadership.

- Develop partner strategy for each pursuit, including prime/sub positioning, capability gaps, workshare considerations, and relationship status.

- Support teaming discussions, NDAs, teaming agreements, and partner data calls as needed.

Solution and Technical Alignment

- Work with MO solution leaders, delivery teams, architects, product/design leads, AI/data/cloud specialists, and proposal resources to shape compelling technical approaches.

- Translate customer requirements into solution concepts that align with MO s capabilities and delivery model.

- Ensure solution strategy reflects MO s strengths in AI,



product strategy, human-centered design, service design, cloud modernization, data platforms, software engineering, automation, and digital transformation.

- Identify gaps in technical approach, staffing, past performance, tools, certifications, or partner support.

Proposal Readiness and Handoff

- Prepare pursuit artifacts that improve proposal quality and reduce proposal chaos.

- Ensure proposal teams receive clear capture intelligence, including customer priorities, win themes, solution direction, competitor analysis, partner roles, evaluation criteria, risks, and compliance considerations.

- Support proposal kickoff, color team reviews, content planning, and executive reviews.

- Stay engaged through proposal development to ensure the proposal reflects the capture strategy.

Pipeline and CRM Discipline

- Maintain accurate capture-related data in CRM and pipeline tools.

- Ensure priority pursuits include updated stage, value, due date, customer, contract vehicle, owner, next action, partner status, probability, and capture health.

- Flag stale pursuits, missing next actions, unclear ownership, weak customer access, or incomplete capture data.

- Support weekly pipeline and pursuit reviews with accurate updates.

What Youll Bring

Required Qualifications

- 5+ years of experience in federal capture, business development, proposals, program management, consulting, technology delivery, or GovCon growth roles.

- Demonstrated understanding of the federal contracting lifecycle, including opportunity identification, qualification, capture planning, teaming, proposal development, evaluation criteria, and award decision processes.

- Experience supporting or leading capture for federal technology, digital modernization, software, data, cloud, AI, health IT, or professional services opportunities.

Disclaimer : This job posting has been aggregated from external source. Role details, content, and availability are subject to change. Applicants are advised to confirm the latest information directly on the company website before applying.

📌 Capture Lead (India)
🏢 Mostudio
📍 India