Federal Growth & Capture Manager

We are seeking a Federal Growth \& Capture Manager to lead and expand our presence in the U.S. federal market, with a primary focus on partnership-driven growth and subcontracting opportunities. This role is responsible for identifying, qualifying, and capturing opportunities across federal agencies by working closely with large prime contractors, OEMs, and ecosystem partners.

The ideal candidate brings deep experience in Operational Technology (OT), System Integration, and mission-critical infrastructure, including SCADA, BAS/BMS, PLC systems, and Energy Management solutions. This individual will own pipeline development, partner engagement, and capture strategy to drive measurable revenue growth.

Key ResponsibilitiesFederal Growth \& Pipeline Development

• Develop and execute a federal growth strategy focused on subcontracting and teaming with prime contractors
• Identify and qualify opportunities across agencies such as DoD, DOE, DHS, GSA, and other civilian agencies
• Build and manage a qualified pipeline aligned with company capabilities in OT, controls, and energy systems
• Monitor federal procurement channels (SAM.gov, GWACs, IDIQs) and align opportunities with internal offerings

Partnerships \& Subcontracting Strategy

• Establish and grow relationships with large federal prime contractors, system integrators, and OEMs
• Position the company as a trusted niche partner in OT systems, controls integration, and energy management
• Lead teaming agreement negotiations, NDAs, and subcontracting arrangements
• Identify and onboard strategic partners to expand access to contract vehicles and programs
• Maintain strong visibility into partner pipelines and align capabilities for early positioning

Capture Management

• Lead capture efforts for prioritized opportunities, especially those driven through partners
• Develop and execute win strategies, including competitive positioning, pricing inputs, and value proposition
• Collaborate with internal engineering and delivery teams to shape solutions aligned with customer needs
• Support proposal development including technical narratives, past performance, staffing approaches, and compliance matrices
• Drive color team reviews and ensure high-quality submissions

Market Positioning \& Thought Leadership

• Represent the company in federal industry events, partner meetings, and technical forums
• Evangelize capabilities in:
• OT System Integration
• SCADA and Industrial Control Systems
• BAS/BMS and facility automation
• PLC programming and controls engineering
• Energy Management and sustainability solutions
• Provide market intelligence and feedback to leadership on trends, customer needs, and competitor activity

Required Qualifications

• 5–10\+ years of experience in federal business development, capture management, or growth roles
• Proven success supporting or winning federal contracts through subcontracting or teaming arrangements
• Strong network of relationships with federal prime contractors and/or agencies
• Experience in one or more of the following domains:
• OT / ICS / SCADA systems
• BAS/BMS (Building Automation Systems)
• PLC programming and industrial controls
• Energy management or power monitoring systems
• Strong understanding of federal procurement processes (FAR, IDIQs, GWACs, BPA structures)
• Experience supporting proposals and capture lifecycle

Preferred Qualifications

• Experience working with data centers, mission-critical infrastructure, or federal facilities
• Familiarity with cybersecurity considerations in OT environments (e.g., NIST, Zero Trust, ICS security)
• Existing relationships with primes such as large federal integrators and AEC firms
• Experience working in a system integration or engineering services company

Key Competencies

• Strategic thinking with strong execution discipline
• Relationship builder and influencer across partner ecosystems
• Strong communication and storytelling skills (technical \+ business)
• Ability to operate independently in a fast-paced, growth-oriented environment
• Results-driven with clear ownership of pipeline and revenue targets

Success Metrics

• Growth in qualified federal pipeline (especially partner-led opportunities)
• Number and quality of active teaming agreements
• Win rate on captured opportunities
• Revenue generated through subcontracting and strategic partnerships
• Expansion of partner ecosystem and contract vehicle access

Pay: $75,925\.49 - $160,598\.44 per year

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Health insurance
• Paid time off
• Vision insurance

Work Location: Remote