What are the responsibilities and job description for the Capture Manager- SLED- Public Market position at IBM?
Introduction
We are seeking a highly experienced Technology Capture Manager with a strong track record in securing and winning large, complex technology opportunities within the state, local, and education markets. This role requires a seasoned capture lead with a deep understanding of SLED market dynamics, proven success in managing the capture lifecycle, and a history of driving high win rates. The Capture Manager will play a critical role in growing our technology business through strategic opportunity tracking, bid management, and collaboration with cross-functional teams to produce winning proposals.
Your Role And Responsibilities
Lead the capture process from opportunity identification through bid submission, applying deep knowledge of SLED market dynamics to influence strategy and positioning.
Maintain a high level of awareness on SLED trends and funding sources (such as CMS federal funding, MMIS, Non-MAGI Section 1115 waivers, NEVI, and Clean Ports), integrating these insights into capture strategies.
Serve as a recognized capture expert, guiding decision-making and proposal development with a focus on competitive differentiation.
Bid Management And Proposal Oversight
Identify and monitor bid boards, external and internal sources for relevant SLED opportunities, tracking large RFPs and ensuring alignment with business priorities.
Conduct rigorous go/no-go, P-win analysis for each opportunity, balancing risk and reward to focus on high-value, winnable bids.
Oversee and manage the proposal process/writing/packaging end-to-end, ensuring quality, compliance, and alignment with client requirements and working with respective internal teams (RFx team)
Client And Partner Engagement
Experience with SIs, Build, Maintain strong relationships with external teams (SIs and clients), acting as the capture lead to align resources and strategies for maximum impact.
Manage client references for SLED projects and coordinate them for RFP responses to enhance proposal credibility.
Engage in pre-RFP shaping activities with clients and partners, positioning the company favorably and increasing the likelihood of success.
Cross-functional Collaboration And Orals Coaching
Partner with regional sales teams, IBM alliance and ecosystem teams, channel managers, legal, and solutions engineers to drive collaboration and ensure comprehensive proposal responses.
Provide proposal coaching, proposal packaging, guiding teams in client presentations and preparing them for anticipated questions and objections.
Effectively communicate/write and apply Government and Education specific language to ensure proposals and presentations resonate with SLED clients.
Market And Competitive Analysis
Conduct in-depth market analysis and competitor research to inform capture strategies and improve win probability.
Develop tracking systems to monitor SLED spending, ensuring accurate budget allocation and real-time visibility into project finances.
Identify and collaborate with partners that are engaged in RFX design
Track and analyze win/loss data to refine capture strategies and continuously improve performance.
Candidates must located near posted locations and willing to travel as needed
Preferred Education
Bachelor's Degree
Required Technical And Professional Expertise
Preferred Technical And Professional Experience
We are seeking a highly experienced Technology Capture Manager with a strong track record in securing and winning large, complex technology opportunities within the state, local, and education markets. This role requires a seasoned capture lead with a deep understanding of SLED market dynamics, proven success in managing the capture lifecycle, and a history of driving high win rates. The Capture Manager will play a critical role in growing our technology business through strategic opportunity tracking, bid management, and collaboration with cross-functional teams to produce winning proposals.
Your Role And Responsibilities
Lead the capture process from opportunity identification through bid submission, applying deep knowledge of SLED market dynamics to influence strategy and positioning.
Maintain a high level of awareness on SLED trends and funding sources (such as CMS federal funding, MMIS, Non-MAGI Section 1115 waivers, NEVI, and Clean Ports), integrating these insights into capture strategies.
Serve as a recognized capture expert, guiding decision-making and proposal development with a focus on competitive differentiation.
Bid Management And Proposal Oversight
Identify and monitor bid boards, external and internal sources for relevant SLED opportunities, tracking large RFPs and ensuring alignment with business priorities.
Conduct rigorous go/no-go, P-win analysis for each opportunity, balancing risk and reward to focus on high-value, winnable bids.
Oversee and manage the proposal process/writing/packaging end-to-end, ensuring quality, compliance, and alignment with client requirements and working with respective internal teams (RFx team)
Client And Partner Engagement
Experience with SIs, Build, Maintain strong relationships with external teams (SIs and clients), acting as the capture lead to align resources and strategies for maximum impact.
Manage client references for SLED projects and coordinate them for RFP responses to enhance proposal credibility.
Engage in pre-RFP shaping activities with clients and partners, positioning the company favorably and increasing the likelihood of success.
Cross-functional Collaboration And Orals Coaching
Partner with regional sales teams, IBM alliance and ecosystem teams, channel managers, legal, and solutions engineers to drive collaboration and ensure comprehensive proposal responses.
Provide proposal coaching, proposal packaging, guiding teams in client presentations and preparing them for anticipated questions and objections.
Effectively communicate/write and apply Government and Education specific language to ensure proposals and presentations resonate with SLED clients.
Market And Competitive Analysis
Conduct in-depth market analysis and competitor research to inform capture strategies and improve win probability.
Develop tracking systems to monitor SLED spending, ensuring accurate budget allocation and real-time visibility into project finances.
Identify and collaborate with partners that are engaged in RFX design
Track and analyze win/loss data to refine capture strategies and continuously improve performance.
Candidates must located near posted locations and willing to travel as needed
Preferred Education
Bachelor's Degree
Required Technical And Professional Expertise
- Multiple years of experience in public sector, contract management, or procurement, with a focus on SLED environments.
- Experience with managing multi-party submission of RFXs, especially working with partner ecosystems (SI’s)
- Experience in managing spending and tracking for large-scale public sector events, lobbyist engagements, and contracts; Leverages industry tools like GovWin and GovSpend.
Preferred Technical And Professional Experience
- Strong project management and organizational skills
