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Microsoft Corporation Capture Manager - IC/DOD - CTJ in Cambridge, Massachusetts

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. Growth mindset encourages each of us to lean in and learn what matters most to our customers, to create the foundational knowledge that enables us to make customer-first decisions in everything we do. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission.

The Microsoft Federal organization was established to address the unique mission, legal/regulatory requirements, and procurement rules and processes of the United States Government (USG). Microsoft Federal is committed to ensuring its resources – including appropriately qualified, experienced, and certified personnel (with necessary security clearances or otherwise) are available as needed to meet USG evolving needs. To that end, Microsoft embraces, as a mission-critical philosophy, flexibility in the recruiting, hiring, and workforce assignment of Microsoft Federal personnel. Microsoft Federal personnel can expect to serve in various roles in the Microsoft Federal organization during the course of their career to meet evolving USG needs, regardless of segment – Civilian, Defense, or intelligence community.

As Microsoft boldly proclaims a mission of empowerment, our Industry footprint is where the impact will be felt most. Federal supports our customers on their digital journey across the globe. To pursue large, digitally transformative wins, we are looking for a Business Development and Capture Manager for a leadership position within our Federal business unit. The Business Development and Capture Manager drive the business Strategy for capturing large transformation deals from capture through proposal and the award stages of the sales cycle.

The Capture Manager will have proven strategy and business development experience winning business on large US government programs with values exceeding $100M. The Capture Manager will coordinate and manage all business development activities including capture activities, pipeline management and prioritization, growth strategy development and implementation that focus on growing the organization. The Capture Manager will be responsible for developing our strategy and execution plan to win large complex deals with our customers and partners.


Deep focus on growth, the government customer mission, and developing relationships with client stakeholders within the US Intelligence agencies.

Manage and execute full business development life cycle, including responsibility for winning net-new contracts.

Coordinate and lead face-to-face customer meetings with senior management and C-Level Executives.

Create and lead strategic efforts to identify new markets and emerging opportunities for Microsoft.

Perform market compete analysis, identify gaps, and lead solution development.

Identify large, multi-year deals and develop relationships with associated key business decision makers.

Build & Maintain Relationships within our partner ecosystem – deeply understand the system integrator and consulting business model and sales cycle.

Consistently provide accurate strategic pipelines forecasts and drive progress on large deals on a monthly, quarterly, and annual basis.

Coordinate closely with sales, marketing, engineering, government affairs, and communications to lead new business initiatives, marketing campaigns, and client outreach.


The Capture Manager should have extensive experience working with US Intelligence agencies and should be deeply familiar with the organizational makeup, core missions and strategies of mission systems, and government information technology environments. Knowledge of and work experience with specific Government programs and the Government acquisition cycles as it relates to large mission support capture pursuits is mandatory.

The Capture Manager will be an experienced, professional leader and communicator who is comfortable in front of large groups as well as senior government and industry personnel and should have a good understanding of Microsoft solutions and associated technologies, particularly Cloud.

Qualifications include:

8+ years business development, capture experience with Federal Customers

8+ years of relevant work experience with demonstrated ability to qualify, shape and win large scale enterprise/digital transformation solution opportunities.

Strong expertise with enterprise solutions.

Exceptional leadership, negotiation, organizational, creative, presentation, written and verbal communication skills

Position may require up to 20% domestic travel with occasional international travel.

Prior experience working with US Intelligence agency customers.

The successful candidate must have an active U.S. Government Top Secret/SCI Security Clearance. Ability to meet Microsoft, customer and/or government security screening requirements are required for this role. Failure to maintain or obtain the appropriate clearance and/or customer screening requirements may result in employment action up to and including termination.

Clearance Verification: This position requires successful verification of the stated security clearance to meet federal government customer requirements. You will be asked to provide clearance verification information prior to an offer of employment.

Cloud Screening:

Candidates must be able to successfully complete and pass a Microsoft Cloud background screening. Required Cloud Screenings will be administered on a recurring bi-annual basis.

US Citizenship:

The successful candidate must be a U.S. Citizen. Citizenship Verification: This position requires verification of US Citizenship to meet federal government security requirements.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.