Proposal/Capture Manager

Infosys Public Services is seeking a Sales / Proposal / Capture Manager to join our team.

Position Description (scope of work or brief narrative):

• Infosys Public Services (IPS), a subsidiary of Infosys and a business-critical partner to government organizations, is seeking an experienced Sales / Proposal / Capture Manager to drive strategic growth across federal government markets.
• IPS delivers measurable business value through strategic consulting, digital modernization, cloud, cybersecurity, data/AI, and engineering services.
• This role is responsible for identifying strategic opportunities, shaping pursuits, leading capture efforts, managing high quality, compliant proposal responses, and coordinating cross functional pursuit teams.
• The ideal candidate combines strong sales acumen, government procurement knowledge, excellent writing/storytelling skills, and disciplined pursuit and proposal management experience. Familiarity with the general sales cycle and exposure to Shipley based methods are strong advantages.

Key Responsibilities
Sales & Business Development

• Lead end to end capture strategy for high priority public sector opportunities, including qualification, shaping, competitive analysis, and win theme development.
• Build and maintain trusted relationships with government clients, influencers, teaming partners, and internal executives.
• Develop go to market strategies aligned to IPS capabilities in digital modernization, cloud, cybersecurity, data/AI, application services, and large-scale transformation programs.
• Identify and expand the opportunity pipeline through market research, prospecting, and collaboration with account teams.
• Drive opportunity qualification using structured pursuit methodologies (e.g., Shipley, Miller Heiman, APMP best practices).

Capture Management

• Own the full capture lifecycle from opportunity inception through proposal submission and post submission activities.
• Lead development of win strategies, compliant and compelling customer messaging, solution positioning, competitive differentiators, and pricing inputs.
• Conduct competitive assessments, customer analysis, and facilitate Black Hat/Red Team reviews to refine strategy.
• Manage capture artifacts including capture plans, call plans, customer insights, partner/teaming strategies, risk mitigation strategies, and compliance requirements.
• Partner with solution architects, delivery leaders, and SMEs to shape tailored solutions that address client mission outcomes and evaluation criteria.

Proposal Management

• Oversee the full proposal development lifecycle for RFP/RFI/RFQ responses, including kickoff, writing assignments, compliance matrix creation, scheduling, reviews, and production.
• Develop and manage response templates, storyboards, proposal outlines, and reusable components consistent with IPS standards.
• Ensure strict compliance with mandatory RFP requirements, proposal instructions, evaluation criteria, and IPS quality standards.
• Lead development of persuasive, high quality content for technical, management, staffing, and past performance sections.
• Direct Red Team and Gold Team reviews and perform final quality checks on narrative, graphics, compliance, and document formatting.
• Coordinate responses to government questions, develop materials for orals, and support oral presentation preparation.
• As needed, review competitor proposals to assess strengths, weaknesses, value propositions, and factors contributing to award decisions.

Internal Collaboration & Leadership

• Serve as the central coordination point across sales, consulting, solutioning, delivery, marketing, and executive leadership to ensure a seamless and unified pursuit effort.
• Maintain and improve IPS proposal standards, conventions, templates, and reusable components.
• Conduct performance reviews of proposal contributors after each submission to drive continuous improvement.
• Mentor junior team members in capture methods, proposal development, writing techniques, and pursuit best practices.
• Participate in growth planning, strategic account reviews, pipeline development, and leadership discussions on market and pursuit strategy.

Required Qualifications

• 11+ years of experience in public sector sales, capture management, business development, or proposal management.
• Demonstrated success leading complex, multimillion dollar government pursuits (Federal Civilian or DoD).
• Deep understanding of federal government acquisition processes, procurement lifecycles, and evaluation methodologies.
• Strong writing, storytelling, and content development skills.
• Experience operating in matrixed organizations and coordinating technical, delivery, and sales stakeholders.
• Proficiency with word processing and graphics tools (e.g., MS Word; basic familiarity with tools like Photoshop a plus).
• Ability to obtain and maintain government clearances as required.

Preferred Qualifications

• Experience in IT services sales including cloud transformation, application modernization, cybersecurity, digital services, AI/ML, or data platforms.
• Established relationships with key federal agencies, government clients, and industry partners.
• Ability to translate complex technical concepts into persuasive, client focused value propositions.
• Experience with GovTech providers, systems integrators, or consulting firms (Big Four experience a plus).

Key Competencies

• Strategic Thinking & Competitive Insight
• Proposal Leadership & Content Quality
• Strong Communication & Executive Presence
• Customer Centric Messaging Development
• Relationship Building (Internal & External)
• Analytical & Problem-Solving Skills
• Deadline Discipline & Attention to Detail

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Educational Requirements:

• A bachelor's degree or foreign equivalent is required from an accredited institution. Will consider three years of progressive, relevant work experience instead of every year of education. Candidates who have completed a Master's degree program are strongly preferred.

Client-provided location(s): Rockville, MD

Job ID: Infosys-145559BR

Employment Type: OTHER

Posted: 2026-03-11T18:41:36