FWG Solutions is a rapidly growing systems integrator and premier small business provider of technology services to government and commercial clients. We are a trusted provider of cybersecurity, logistics, advanced engineering and operational support services to the United States Department of Defense (DoD), Intelligence Community and Federal Civilian agencies. We are a quality driven organization that leverages its ISO 20000-1:2011, ISO 27001:2013 and CMMI quality standards, certifications and service delivery expertise to support all of our clients.
The Opportunity Identification & Capture Manager plays a pivotal role in driving business growth within FWG Solutions leading both early opportunity discovery and downstream capture execution. This hybrid position is responsible for identifying, qualifying, and advancing opportunities aligned with the company's core capabilities in IT, Intelligence, Logistics, and Engineering. This role will shape and influence government procurements, develop competitive capture strategies, build winning teams, and collaborate with technical and proposal staff to ensure compelling, compliant responses to solicitations. The ideal candidate is a strategic thinker with strong analytical and communication skills, experienced in the full lifecycle of business development from pipeline creation to proposal submission and thrives in fast-paced environments.
Essential Duties & Responsibilities
• Identify, qualify, and track new business opportunities across DoD, Civilian, and Intelligence Community agencies by =monitoring government procurement platforms (e.g., SAM.gov, GovWin, FPDS, GSA eBuy) and leveraging internal/external intel sources.
• Conduct early opportunity shaping, including funding visibility, customer intent, acquisition strategy, and alignment with company capabilities and growth strategy
• Use structured qualification frameworks to assess opportunities and advance them through the BD pipeline
• Conduct market research and competitive analysis on customer missions, procurement forecasts, acquisition trends, incumbent performance, teaming dynamics, and labor pricing to inform strategy
• Develop and maintain accurate pipeline records and win probability assessments (PWIN) in the company's CRM system; regularly provide status updates and briefings to leadership.
• Develop and execute detailed capture plans that define customer engagement strategies, win themes, discriminators, teaming approaches, and solution strategies
• Lead and manage capture efforts from pursuit decision through proposal submission, ensuring readiness at every phase
including opportunity-specific gate reviews
• Represent the company at industry events, agency briefings, and networking functions to enhance brand visibility and gather competitive intelligence
• Lead internal capture working groups and coordinate cross-functional inputs across technical teams, contracts, recruiting, pricing, and executive leadership
• Identify and recommend NDAs and Teaming Agreements (TAs) opportunities
• Collaborate with internal stakeholders and SMEs to shape technical and management solutions, ensuring alignment with customer needs and solicitation requirements
• Develop compelling win themes, value propositions, and customer-centric messaging to support proposal strategy and content
• Support all phases of proposal development by ensuring compliance with Sections L & M, accurate staffing plans, and participation in color team reviews (Pink, Red, Gold)
• Deliver capability briefings and white papers to establish thought leadership and shape customer expectations
• Track and report on emerging trends across Federal IT, cyber/intel, logistics, and engineering domains to guide growth planning
• Support strategic planning and corporate growth initiatives, including opportunity alignment, investment targeting, and capability development recommendations.
• Document lessons learned and post-mortem reviews following major bids (won or lost) to drive continuous improvement.
Requirements & Qualifications:
Education:
• Bachelor's Degree in a related field preferred
Licenses & Certifications:
• Security Clearance or ability to obtain one (preference given to those already cleared)
Experience:
• Minimum of three to five plus years of relevant experience in a capture role dealing with Navy capture efforts
• Experience in opportunity identification and qualification (both new, and re-competed efforts)
• Experience supporting both IDIQ, and task order based opportunities
• Connections and relationships within the Navy government contracting spaces
• Experience presenting and communicating with clients and various members of senior leadership
• Building a thorough pipeline within a focused portfolio (3 Month, 6 Month, 12 Month, 18 month, 18+)
• Experience in participating in the proposal process (Volume reviews, RFP breakdown, solutioning)
Skills & Abilities:
• Excellent written and verbal communication skills
• Strong organizational skills
• Ability to follow a structured process
• Ability to work on a variety of tasks with multiple, quick-turnaround deadlines
• Proven ability to work independently as well as on a team
• Ability to grow and learn within a professional setting
• Superior interpersonal and relationship building abilities
• Strong collaboration, communication and presenting skills
• High level of proficiency in Microsoft products and BD/ Capture related tools (Including Salesforce)
Other Requirements:
• Remote office environment, work is administrative in nature
• Travel required up to 50%
$80,000 - $100,000 a year
FWG holds multiple government contracting vehicles as a Prime Contractor to include: 8(a) Direct Award; HUBZone - Direct Award; GSA IT-70; Army Accent; Army ITES-3S; AFSFC IT BPA.
FWG Solutions is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, ethnicity, color, national origin, sex/gender, pregnancy, religion, age, marital status, sexual orientation, military/veteran status, disability, genetic information/history or any other personal characteristic protected by law. FWG welcomes all individuals with disabilities and protected veterans to apply for our jobs.
FWG Solutions