Senior Capture Manager

Role Overview

• Lead capture efforts for strategic opportunities across federal and state agencies, with emphasis on healthcare, human services, and citizen engagement programs.
• Develop and execute capture strategies that highlight Pearl’s strengths in: – Technology-enabled contact center operations – Beneficiary and patient support services – Behavioral health and care navigation – Workforce management at scale
• Shape opportunities early in the procurement lifecycle through customer engagement, market intelligence, and solution positioning.
• Build and maintain a qualified pipeline aligned with corporate growth objectives.
• Develop strong relationships with key stakeholders across agencies such as HHS, CMS, VA, state health agencies, and other human services organizations.
• Identify customer pain points and align Pearl’s human-centered, high-volume interaction capabilities (5M+ interactions annually) to mission needs.
• Represent the company at industry events, conferences, and customer meetings.
• Identify and secure strategic partners that complement Pearl’s capabilities (e.g., technology platforms, healthcare SMEs, digital engagement tools).
• Lead teaming negotiations, including NDAs and teaming agreements.
• Build winning teams that enhance technical differentiation and past performance relevance.
• Ensure seamless transition from capture to proposal development.
• Define win themes that emphasize innovation, scalability, quality, and customer experience.
• Collaborate with pricing, solutions, and operations teams to develop compliant and competitive proposals.
• Participate in color team reviews and ensure proposal alignment with capture strategy.
• Conduct detailed competitor assessments and pricing strategies.
• Position Pearl’s differentiators in workforce management, service quality, and technology-driven engagement.
• Maintain situational awareness of procurement trends, contract vehicles, and agency priorities.
• Lead cross-functional capture teams including BD, operations, HR/workforce management, and pricing.
• Partner with operations to ensure proposed solutions are executable, scalable, and aligned with past performance.

Requirements

• Bachelor’s degree in Business, Healthcare Administration, Public Policy, or related field (Master’s preferred).
• 8–12+ years of experience in capture management, business development, or federal/state contracting.
• Demonstrated success capturing and winning opportunities valued at $10M+.
• Proven ability to shape and win opportunities involving high-volume service delivery and workforce-intensive programs.
• Strong understanding of various contract and payment types (non-IDIQ, IDIQ – single or multiple awards, FFP, T&M, Cost Plus) as well as the Federal Acquisition Regulations (FAR).
• Experience in contact center / CX operations, healthcare or beneficiary support programs, and behavioral health or social services programs (preferred).
• Shipley or equivalent capture/proposal training (preferred).