Business Development / Capture Director at TechSur Solutions in Reston, VA, United States

Job description

• TechSur Solutions is seeking an energetic, dynamic and results-oriented Business Development / Capture Manager to drive growth across the Department of Homeland Security. This individual will identify, shape, qualify and capture strategic federal IT opportunities aligned with TechSur’s capabilities in software engineering, platform engineering, cloud engineering, artificial intelligence and digital transformation.
• The ideal candidate is a recognized and trusted participant in the DHS contracting community who has held direct, substantive conversations with DHS mission, technology, acquisition and small-business stakeholders. This person understands how DHS components buy IT services, can translate customer priorities into actionable pursuit strategies and has the initiative to create opportunities rather than wait for solicitations.
• The successful candidate must also understand the rapidly changing federal contracting environment, including evolving customer priorities, acquisition strategies, competitive dynamics, small-business policies, contract vehicles and technology expectations. They will know how to use artificial intelligence responsibly to improve business development, market research and capture execution.
• This is a hands-on growth position for a highly motivated professional who can build customer relationships, develop an informed pipeline, lead capture activities and communicate TechSur’s value directly and credibly to federal decision-makers.
• Energetic and action-oriented: Creates momentum and follows through without waiting to be directed.
• Customer-connected: Possesses credible DHS relationships and knows how to develop new ones.
• A natural communicator: Engages comfortably with technical personnel, acquisition officials, industry executives and senior government leaders.
• Entrepreneurial: Recognizes opportunities early and finds creative ways to position TechSur.
• Persistent: Maintains disciplined follow-up with customers, partners and internal stakeholders.
• Strategic and analytical: Understands the customer, competition, acquisition environment and probability of win.
• AI-enabled: Knows how to use AI responsibly to accelerate research, improve decisions and strengthen capture execution.
• Market-aware: Anticipates changes in government priorities, acquisition strategies, competitive behavior and technology requirements.
• Collaborative: Works effectively across organizational boundaries and brings teams together around a unified capture strategy.
• Team-oriented: Shares information, supports colleagues and values collective success.
• Accountable: Owns pipeline quality, capture progress and measurable business results.
• Mission-focused: Connects TechSur’s technology capabilities to DHS operational outcomes.
• Adaptable: Adjusts strategies quickly as customer priorities, budgets and competitive conditions change.
• Development of a credible, qualified and winnable DHS pipeline.
• Frequency and quality of direct customer engagements.
• Early identification and shaping of strategic opportunities.
• Advancement of opportunities through TechSur’s capture-gate process.
• Quality of customer intelligence, competitive analysis and capture strategies.
• Strength and timeliness of teaming relationships and partner commitments.
• Effective use of AI to improve research, capture productivity and decision quality.
• Responsiveness to changes in the DHS customer and competitive landscape.
• Collaboration across TechSur’s growth, technical, delivery and proposal organizations.
• Improvement in TechSur’s DHS market visibility and customer access.
• Number and value of qualified bids submitted.
• Pipeline conversion, capture win rate, bookings and revenue growth.
• Accuracy and transparency of opportunity forecasts and pursuit reporting.

Responsibilities

• DHS Market Development
• Develop and execute TechSur’s DHS account-growth strategy across priority headquarters offices and operating components.
• Establish and maintain direct relationships with DHS executives, program managers, contracting officials, technical leaders, acquisition stakeholders and small-business representatives.
• Identify customer mission challenges, modernization priorities, acquisition plans and emerging requirements before opportunities are formally released.
• Position TechSur as a trusted provider of software engineering, platform engineering, cloud engineering, DevSecOps, cybersecurity, artificial intelligence and digital-transformation services.
• Represent TechSur at DHS industry days, acquisition briefings, small-business events, conferences and other government-industry engagements.
• Strengthen TechSur’s recognition and credibility throughout the DHS IT contracting community.
• Monitor changes in DHS organizational priorities, budgets, leadership, procurement strategies and mission requirements.
• Build and maintain a qualified DHS pipeline aligned with TechSur’s capabilities, contract vehicles, past performance and growth objectives.
• Monitor acquisition forecasts, SAM.gov, DHS procurement activity, incumbent contracts, expiring programs and relevant contract vehicles.
• Conduct customer, opportunity, incumbent, competitor and market research.
• Identify upcoming recompetes, new requirements, task-order opportunities, subcontracting opportunities and early-stage market-shaping activities.
• Lead bid/no-bid recommendations using customer access, competitive posture, contract-vehicle availability, capability alignment, teaming requirements and probability of win.
• Apply a “capture smart or kill fast” approach to ensure resources are concentrated on winnable opportunities.
• Assess how federal procurement reforms, emerging technologies, budget pressures, category management and changing small-business strategies may affect TechSur’s competitive position.
• Capture Management
• Lead capture activities from initial identification through solicitation release, proposal transition and contract award.
• Develop and maintain capture plans, call plans, stakeholder maps, competitive assessments, win strategies and pursuit schedules.
• Define customer hot buttons, discriminators, win themes, solution concepts and price-to-win considerations.
• Coordinate solution architects, subject-matter experts, proposal personnel, pricing teams, executive leadership and delivery organizations.
• Identify capability and past-performance gaps and develop practical mitigation strategies.
• Recruit and manage strategic teaming partners, including large businesses, specialized small businesses and technology providers.
• Establish partner roles, workshare expectations and value propositions that improve TechSur’s competitive position.
• Conduct structured capture reviews and clearly present opportunity status, risks, actions and required leadership decisions.
• Maintain current intelligence on incumbents, competitors, potential teammates and new market entrants.
• Adjust capture strategies as customer priorities, procurement approaches and competitive conditions evolve.
• AI-Enabled Business Development and Capture
• Use artificial intelligence tools to improve the speed, quality and consistency of business-development and capture activities.
• Apply AI to opportunity discovery, customer research, acquisition-forecast analysis, competitive intelligence and market-trend identification.
• Use AI-assisted tools to summarize solicitations, identify requirements, analyze amendments and develop initial compliance and capture artifacts.
• Apply AI to create or improve stakeholder maps, call plans, capture plans, competitive assessments, win themes and teaming analyses.
• Use AI to evaluate pipeline data, identify pursuit risks and support evidence-based bid/no-bid recommendations.
• Collaborate with proposal and technical teams to identify appropriate uses of AI in solution development, proposal preparation and compliance reviews.
• Understand the limitations and risks of generative AI, including hallucinations, data sensitivity, confidentiality, intellectual property and federal security requirements.
• Ensure AI-generated research and content are validated through authoritative sources and professional judgment.
• Help establish repeatable, responsible AI-enabled processes across TechSur’s growth organization.
• Customer Engagement and Communication
• Initiate meaningful conversations with DHS customers rather than relying exclusively on introductions or formal industry events.
• Communicate complex technology capabilities in concise, mission-focused language that resonates with government executives and technical stakeholders.
• Prepare and deliver customer briefings, capability presentations, white papers, responses to requests for information and other market-shaping materials.
• Follow up consistently with customers and partners, document relevant intelligence and translate conversations into measurable capture actions.
• Serve as a visible, credible and professional representative of TechSur in the DHS market.
• Communicate customer intelligence accurately and promptly to TechSur’s leadership, technical, delivery and proposal teams.
• Collaboration and Team Leadership
• Operate as a collaborative team player who actively shares customer intelligence, market insights and lessons learned.
• Build alignment across business development, capture, solutioning, proposals, pricing, contracts, recruiting and delivery.
• Respect and incorporate the perspectives of technical experts, operational leaders and proposal professionals.
• Create clear accountability for capture actions while fostering an inclusive, high-energy and results-oriented team environment.
• Support colleagues on strategic pursuits outside the individual’s immediate account responsibilities when organizational priorities require it.
• Help develop junior business-development and capture personnel through coaching, knowledge sharing and active participation in reviews.
• Place team and company success above individual ownership of relationships or opportunities.
• Proposal Transition and Support
• Transition mature pursuits to the proposal organization with documented customer intelligence, win themes, competitive analysis, solution direction and partner commitments.
• Support proposal development through color-team reviews, solution refinement, executive summaries and oral-presentation preparation.
• Ensure proposed approaches remain aligned with the customer’s mission objectives and evaluation priorities.
• Use AI-assisted tools, where appropriate, to strengthen proposal compliance, consistency and responsiveness while ensuring human validation.
• Assist with debrief analysis, lessons learned and follow-up actions after award decisions.

Requirements

• Bachelor’s degree in business, technology, engineering, public policy or a related discipline, or equivalent professional experience.
• Approximately eight or more years of federal business-development, capture, account-management or related GovCon experience.
• Demonstrated experience supporting or pursuing IT-services opportunities within DHS.
• Established relationships with relevant DHS customers, acquisition stakeholders, industry partners and technology leaders.
• Experience conducting direct conversations with federal customers regarding mission requirements, technology priorities and acquisition strategies.
• U.S. Citizenship and Immigration Services
• U.S. Customs and Border Protection
• Federal Emergency Management Agency
• Transportation Security Administration
• Cybersecurity and Infrastructure Security Agency
• U.S. Coast Guard
• Immigration and Customs Enforcement
• DHS Headquarters and enterprise offices
• Agile software engineering and application modernization
• Platform engineering and DevSecOps
• Cloud migration, engineering and managed services
• Digital transformation and customer experience
• Data, analytics, artificial intelligence and automation
• Cybersecurity and zero-trust architecture
• Experience building qualified pipelines and leading opportunities through the complete federal capture lifecycle.
• Demonstrated ability to develop customer call plans, capture strategies, competitive assessments, teaming strategies and win themes.
• Working knowledge of AI technologies and experience applying AI tools to market research, business development, capture or proposal activities.
• Understanding of the changing GovCon customer and competitive landscape, including evolving procurement practices, acquisition reform, small-business strategies and increased use of AI.
• Familiarity with DHS acquisition forecasts, contract vehicles, procurement processes and small-business programs.
• Strong written, verbal, presentation and interpersonal communication skills.
• Demonstrated ability to collaborate effectively across business-development, technical, delivery and proposal teams.
• Ability to operate effectively in a fast-moving small-business environment with limited supervision.
• Ability to travel throughout the Washington metropolitan area and to other customer or industry locations as necessary.
• Fifteen or more years of federal IT business-development or capture experience, including significant DHS responsibility.
• Prior delivery, consulting, program-management or technical experience supporting a DHS component.
• Established reputation within the DHS IT industry and active participation in relevant professional associations and GovCon forums.
• Experience capturing opportunities in the $10 million to $100 million-plus range.
• Experience pursuing task orders and prime contracts through vehicles such as GSA MAS, 8(a) STARS III, CIO-SP3/CIO-SP4, OASIS+, SEWP and DHS-specific vehicles.
• Experience positioning small businesses, mentor-protégé joint ventures or strategic teams against larger incumbents.
• Experience using generative AI, market-intelligence platforms, customer-relationship management systems and analytics tools to support federal growth activities.
• Knowledge of AI-enabled software delivery, cloud-native modernization, intelligent automation, low-code platforms and emerging federal technology priorities.
• Shipley, APMP or comparable capture and proposal-management training or certification.

Skills

Required

• Business development
• Capture management
• Federal IT market knowledge
• DHS domain knowledge
• Customer relationship management
• AI tools application
• Communication skills
• Collaboration
• Strategic thinking
• Analytical skills
• Pipeline management
• Proposal development

Preferred

• Generative AI
• Market-intelligence platforms
• CRM systems
• Analytics tools
• AI-enabled software delivery
• Cloud-native modernization
• Intelligent automation
• Low-code platforms