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Microsoft Corporation Senior Capture Manager - Federal 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.

We are committed to empowering our teams, building upon our strategic investments, and delivering the technology to achieve federal missions. As our federal customers pursue their work, from defending the nation, to serving its citizens in challenging times, they look to Microsoft to help them innovate, and they expect end-to-end engagement tailored to their needs.

Microsoft has been committed to and continues to heavily invest in supporting our Federal Government. Microsoft Federal offers our full spectrum of products and services, including hardware, software, online products, and consulting and services.


As we continue to help our customers transform their business with enabling technology solutions, Microsoft Federal is looking for a Capture Manager to qualify, shape, and win business opportunities focused on complex, transformational, market making holistic solutions. These holistic solutions integrate Microsoft products and services with partner third party hardware, software, and services. The Capture Manager, using a proven capture methodology (based on Shipley) integrates and synchronizes all capture focus areas to increase the probability of win and decrease cost of sales. This person serves as the focal point for overall day-to-day leadership and oversight of a virtual capture team members making up Team Microsoft and partners. They will be a thought leader with respect to shaping and influencing activities, program pursuit, proposal responses, win themes, ROI/TCO analyses, technical discriminators, innovative business solutions and strategies, and pricing.

Capture Leadership

Developand implement holistic win strategies inclusive of Microsoft and Partner technical solution considerations

Use appropriate IP and tools to support capturestrategies and activities

Oversee the analysis of the customer, the competitor, and our organizational capability using appropriate tools

Define specific capture objectives after the pursuit decision; and develop, implement, and manage the strategy action plans

Provide end-to-end objective and disciplined orchestration of strategic, complex solutions that have special terms and conditions or a high impact on Microsoft's reputation

Work with proposal and technical writing teams to develop written responses to RFI/RFQ/RFP/BAA (i.e., RFx) responses for customers and Microsoft partners

Provide internal, and where appropriate external, stakeholder engagement and communications

Bring complex/strategic deals to a close

Capture Management and Advocacy

Identify and recommend the right roles for the capture team

Engage senior leadership to commit the required resources

Train the capture team in the process that will be followed

Integrate proposal support, program management, engineering, and key teaming partners in proposal planning, solution development, work share breakdown development, and price-to-win activities

Engage partner strategiststo identify teaming partners early in the capture process

Tailor the process phases, capture processes used, decision points, and reviews to support a specific capture

Use a Lessons Learned review to determine how the process can be improved


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

Experience working effectively across internal and external organizations

Ability to establish rapport and be a trusted advisor to IT professionals, technical decision makers, business decision makers, and executives

Must be agile, flexible, and able to adapt easily to an emerging, fast-paced environment; and to devote the time necessary to obtain success

Solid understanding of government acquisition guidelines and have experience with government RFx compliance requirements

Demonstrated experience with partner/channel development and shaping and winning business through partners

Up to 25% travel

Desired Capabilities and Training

Excellent written, verbal, and presentation skills

Strong attention to detail

Skilled at prioritization and multi-tasking

Following and developing capture management procedures and tools

Shipley Associates’ Capture and Proposal Management Training or Certifications

Association of Record for Bid, Proposal, Business Development, Capture and Graphics Professionals (APMP) Training or Certification

An undergraduate or graduate degree in business administration or computer science, or equivalent experience

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

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