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VMware State and Local (SLED) - Capture Manager in Seattle, Washington

Position Description

The SLED Capture Manager is responsible for leading the analysis, design and implementation of an opportunity specific capture plan(s). The Capture manager develops the how and why an opportunity can be won including the overall strategy, sub strategies and tactics for Technical, Management, Pricing and Past Performance. The Capture manager will work closely with a Technical Program Manager, Account Sales Reps, Account Sales Engineers and Account Leadership in strategy development. The Capture manager will leverage and work with key partners (VARS and Federal System Integrators) to build relationships that maximize VMware win probability. The role requires a seasoned and effective manager and communicator with acumen in Capture Management in the SLED marketplace. This position requires a person who can work collaboratively, as part of a team, is well organized, self-motivated and success driven. Requires drive, determination and willingness to succeed and is capable of leading the effort to achieve the company’s business goals and capture efforts at a high level of output, quality and success.


This role will include, but will not be limited to the following:

  • Overall responsibility for winning assigned opportunities

  • Creates Capture Plans, bid strategies, coordinates with other partners and potential primes

  • Manages VMware’s response framework to all potential partners, VARS or Federal System integrators

  • Negotiates NDA, teaming agreements, relationships and roles

  • Constitutes and assembles requisite capture resources (matrix environment)

  • Leads Capture strategy reviews, participates in Technical, Management and Pricing reviews

  • Works with Proposal Group to ensure Capture Strategies are accurately translated into the proposal.

  • Sets and drives the overall Capture schedule.

  • Helps create a Pricing Strategy and drives the pricing tactics with Account Leadership and Deal desk.

  • Helps develop an opportunity revenue profile, forecast, upside opportunity, get-well strategy (if required)

  • Works with delivery leadership to develop a transition plan from award to implementation.

  • Participates in the identification, qualification and prioritization of an opportunity pipeline

Required Elements


  • 10+ years of business development leadership, capture management leadership, and/or technical sales experience within the Federal and SLED Marketplace

  • In-depth working knowledge of industry leading Pursuit and Capture Development Lifecycle process such as Shipley, or similar processes

  • Demonstrated ability to build, develop and lead capture winning high-value opportunities

  • Knowledge SLED procurement environment and acquisition strategy related to the solutions, service and product marketplace

  • Knowledge of Enterprise Licensing Agreements and related business issues

  • Ability to travel to customer sites/conferences, (30%)


  • BA/BS (Systems Engineering, Computer Science or related technical curricula)

  • Specific Capture training such as Shipley Associates Business Development and Capture Planning for Strategic Wins


  • 10 years’ experience in complex, solutions focused IT sales, engineering or capture experience in Public Sector (Software company preferred)

  • 5 years’ experience in a capture role (Federal Systems Integrator or Software company preferred)

  • Experience in bid gaming techniques, government evaluation processes and techniques;

  • Experience in proposal preparation and process, including discussions, oral presentations, and LTD and/or benchmarking;

  • Experience in prime/sub teaming, negotiations, and content management

“This job requisition is not eligible for employment-based immigration sponsored by VMware”

Category : Sales

Subcategory: Business Development

Experience: Business Leadership

Full Time/ Part Time: Full Time

Remote: Yes

Posted Date: 2020-11-09

Sales: VMware’s Sales team focuses on two primary goals: helping customers solve their biggest business problems and hitting our bookings targets to keep our company growing and strong. We begin by forging deep relationships with our customers, so we can truly understand their business challenges and opportunities. We help drive their digital transformation by bringing VMware solutions that provide the speed, agility, and efficiency needed to compete and grow in the Internet economy. We also try to make the world a better place by hosting and participating in community activities. Are you inspired by the chance to solve your customers’ biggest challenges? You can make that kind of difference with VMware’s portfolio of industry-leading solutions. Join our team, and you can grow your career and share in the success of an industry pioneer that’s turning companies into truly digital enterprises.

VMware Company Overview: At VMware, we believe that software has the power to unlock new opportunities for people and our planet. We look beyond the barriers of compromise to engineer new ways to make technologies work together seamlessly. Our cloud, mobility, and security software form a flexible, consistent digital foundation for securely delivering the apps, services and experiences that are transforming business innovation around the globe. At the core of what we do are our people who deeply value execution, passion, integrity, customers, and community. Shape what’s possible today at

Equal Employment Opportunity Statement: VMware is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: VMware is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at VMware are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. VMware will not tolerate discrimination or harassment based on any of these characteristics. VMware encourages applicants of all ages. Vmware will provide reasonable accommodation to employees who have protected disabilities consistent with local law.