Senior Business Development / Capture Manager

Description

Markon is seeking an experienced, driven, and strategically minded Business Development / Capture Manager to drive pipeline growth and capture activities across the full business development lifecycle from our headquarters location in Falls Church, VA. This individual will be responsible for Identifying, qualifying, shaping opportunities, developing capture strategies, driving client engagement, and positioning Markon for successful pursuit of Federal opportunities, particularly with the IC, NRO, and NGA clients. The ideal candidate is detail and process-oriented, proactive, and comfortable operating in a dynamic growth-oriented environment.

Responsibilities

• Business Development Lifecycle Leadership
• • Lead assigned opportunities from initial identification through pursuit, capture, proposal, and post submission phases.

• • Ensure each opportunity progresses through Markon’s BD lifecycle gates (Identified → Qualified → Pursuit → Capture → Proposal → Award).

• • Work closely with the Growth team to maintain a healthy, well-qualified pipeline aligned with Markon’s growth strategy.

• Opportunity Identification & Qualification

• • Conduct early opportunity assessment to determine alignment with Markon’s capabilities, past performance, and strategic goals.

• • Develop preliminary win themes, customer hot buttons, competitive landscape insights, and teaming considerations.

• • Engage internal SMEs to validate solution feasibility and qualification criteria.

• Capture Strategy & Execution

• • Develop and execute comprehensive capture plans, including win strategy, solution approach, client engagement plan, and competitive positioning.

• • Lead capture activities: customer meetings, shaping activities, solution refinement, ghosting strategies, and risk mitigation.

• • Manage all capture documentation including Gate Briefings, Capture Plans, and Bid/No Bid recommendations.

• Customer Engagement & Relationship Management

• • Build and maintain strong relationships with existing and prospective Federal clients, program offices, and acquisition personnel.

• • Conduct ongoing customer discovery to understand mission challenges, buying behavior, acquisition strategy, and procurement timelines.

• • Represent Markon at industry events, customer meetings, and partner engagements.

• Partnering and Teaming Management

• • Build a competitive team by identifying, vetting, and negotiating with potential teaming partners to strengthen Markon’s competitive position.

• • Manage teaming agreements (NDAs, TAs, subcontracting considerations) in partnership with Contracts and leadership.

• • Coordinate solution integration with prime or subcontractor partners as needed.

• Solution Development & Technical Integration

• • Lead internal working sessions with SMEs, practice leaders, and delivery teams to define technical, management, and staffing solutions.

• • Ensure solutions align with customer needs and Markon’s capabilities while remaining technically executable and costcompetitive.

• Proposal Support & Transition

• • Partner with Proposal Management to ensure smooth handoff from Capture to Proposal.

• • Contribute proposal content including win themes, customer voice, discriminators, past performance, technical inputs, and management volume components.

• • Support color team reviews and ensure proposal messaging aligns with capture strategy.

• Internal Collaboration & Reporting

• • Work across BD, Marketing, Finance, and Operations to ensure aligned, data-driven pursuit decisions.

• • Maintain up-to-date opportunity data in the CRM system, including action plans, customer intel, and probability-of-win justification.

• • Provide regular status updates, pipeline briefings, and capture health assessments to leadership.

Qualifications

Required Qualifications

• 5+ years of experience in Federal business development, capture, or proposal management.
• Minimum active TS/SCI security clearance.
• Experience supporting Intelligence Community customers, especially with the Virginia Agency, NRO, and/or NGA agencies.

• Demonstrated success leading full business development / capture lifecycle activities for Federal opportunities.

• Strong understanding of Federal acquisition processes (FAR-based procurement, GWACs, SIs, Schedules).

• Experience developing capture strategies, teaming approaches, and solution concepts.

• Excellent communication, writing, and briefing skills.

• Ability to travel to client sites and capture-related meetings as required.
• This is a 5 days a week in office position when not engaging directly with clients or on travel. Must be able to commute to the Markon office in Falls Church, VA.

Preferred Qualifications

• Experience with Salesforce.

• Ability to build new relationships with government clients or industry partners in Markon’s core markets.
• Working knowledge of Cybersecurity, project management, consulting, engineering, or facilities-related services.

Salary Range

Overview

Eager to join a team where your skills are valued, your growth is nurtured, and your impact is profound? Look no further than Markon, a premier consulting firm deeply dedicated to advancing our nation's most critical missions.

At Markon, we don't just offer jobs - we offer opportunities for personal and professional transformation. Empowering our employees to lead, innovate, and excel, we foster an environment where new ideas are not just welcomed but celebrated. As a perennial Washington Post Top Workplace, we prioritize the well-being and success of our team members, ensuring they can bring their best selves to work.

Headquartered in Falls Church, Virginia, Markon has garnered national recognition for our unwavering dedication to excellence in serving the intelligence community, as well as federal civilian and defense agencies. Our growing reach extends across 17 states, 116 countries, and 5 continents, where our team of dynamic professionals collaborates to deliver unparalleled program and project management services.

Markon values people and the tremendous impact each individual can make - which is why we’re consistently recognized as one of the best places to work in federal government consulting. Here, you can help solve the nation’s most important challenges, surrounded by colleagues who help you grow, advance, and succeed. We are deeply dedicated to what matters - bringing out the best in each other to advance our clients’ missions.Join us and make a meaningful impact.

Markon is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, national origin, age, protected veteran status, or disability status. This job posting will remain open until the position is filled.

Benefits Offered: Medical, Dental, Vision, Life Insurance, Short-Term Disability, Long-Term Disability, 401(k) match, Flexible Spending Accounts, EAP, Training and Tuition Assistance, Paid Time Off, and Holidays