About Us

Since 1989, SHI International Corp. has helped organizations change the world through technology. We’ve grown every year since, and today we’re proud to be a $16 billion global provider of IT solutions and services.

 

Over 17,000 organizations worldwide rely on SHI’s concierge approach to help them solve what’s next. But the heartbeat of SHI is our employees – all 7,000 of them. If you join our team, you’ll enjoy:

• Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S.

• Continuous professional growth and leadership opportunities.

• Health, wellness, and financial benefits to offer peace of mind to you and your family.

• World-class facilities and the technology you need to thrive – in our offices or yours. 

Job Summary

SHI’s Sr. Capture Manager for Public Sector advances regional and national growth strategies by focusing on winning business with new public sector customers. The Sr. Capture Manager works closely with the Public Sector RFP, Sales, Writing, and Solutions teams to develop capture strategy for key customers.

The CCDS will drive a pursuit plan that aligns with SHI’s Public Sector vision and will regularly conduct competitive analyses that help position sales and RFP teams to win new customers. The Sr. Capture Manager informs and drives SHI strategic growth initiatives by ensuring that appropriate capture activities occur and that capture efforts are consistent with a structured approach, providing process oversight.

Viewed as an authority in their position with broad job and industry knowledge, the Sr. Capture Manager serves as an expert whose informed analysis is valued and respected.

Role Description

• 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 (from a variety of sources to include State Budgets, government trade sources and procurement sites such as Navigator, SmartProcure, and GovWin).

• Create and maintain Capture Plans.

• Understand and navigate government contracting vehicles and procedures.

• Establish external teaming partnerships related to capture pursuits.

• Act as the capture lead in coordination with key internal stakeholders (e.g., partner teams, sales teams, proposal team, contracts, writers) to position SHI and our partners to win the business.

• Build new partnerships with partners and COOPs in order to identify new opportunities and pursuit strategies.

• Meet with clients and prospects to understand requirements and present company capabilities.

• Gather intelligence, assess competitors, and help position SHI to win new accounts.

• Define win strategy criteria based upon RFP and information acquired in the qualification phase.

• Lead program pursuit, proposal responses, win strategies, technical discriminators, solutions providers, and pricing.

• Work with partners to develop, identify, and qualify upcoming opportunities.

• Conduct after-action reviews for business opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions.

• Interface between the Business Development team and internal and external stakeholders (prime or subcontractors, business group units).

• Attend conferences and other external meetings to explore business development opportunities.

• Build relationships with government agencies, potential partners, and internal teams to position the company effectively.

• Maintain appropriate records and documentation; tracking, monitoring, and reporting data to support business development. 

Behaviors and Competencies

• Communication: Can effectively communicate complex ideas and information to diverse audiences and can facilitate effective communication between others.

• Time Management: Can consistently use time effectively, balance multiple tasks, and meet deadlines.

• Self-Development: Can actively seek feedback and use it constructively for personal growth.

• Strategic Thinking: Can analyze situations and can lead the development and execution of strategic initiatives.

• Decision-Making: Can analyze complex information, predict long-term consequences, and make decisions that align with strategic goals.

• Professionalism: Can proactively seek out challenges, initiate projects, and contribute to a professional work environment.

• Interpersonal Skills: Can communicate effectively, build relationships, resolve conflicts, and influence others in significant situations.

• Self-Motivation: Can proactively seek out challenges, initiate self-development projects, and contribute to personal or professional innovative ideas.

• Performance Management: Can provide constructive feedback to others, identify performance gaps, and implement improvement plans.

• Business Development: Can proactively seek out new markets, initiate strategic partnerships, and contribute to the development of innovative business strategies.

Skill Level Requirements

• Expertise in client relationship building and new business development - Intermediate

• Ability to cold call and create new business opportunities - Intermediate

• Ability to identify, create, develop, and manage high-impact sales opportunities and lead a team to achieve and exceed sales targets - Intermediate

• The capability to identify potential clients, effectively negotiate terms, and successfully finalize business transactions. - Intermediate

• The understanding of key business principles and practices to make informed and effective decisions that contribute to organizational success. - Intermediate

• The ability to efficiently manage tasks and projects by prioritizing responsibilities and effectively utilizing time to achieve objectives. - Intermediate

Other Requirements

• Completed Bachelor’s Degree or relevant work experience required

• 3+ years of related experience of Public Sector Capture, Procurement, RFP, or sales experience

• Experience translating capture strategy into proposal win themes during the proposal stage

• Fluency in SHI AX, CRM, Microsoft Office tools preferred

The base salary range for this position is $125,000 - $200,000. The estimated on-target earnings, or OTE, which includes a base salary and bonus, are $135,000 - $210,000. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.

Equal Employment Opportunity – M/F/Disability/Protected Veteran Status