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はじめに

We are seeking a highly experienced Technology Capture Manager with a strong track record in securing and winning large, complex technology opportunities within the state, local, and education markets. This role requires a seasoned capture lead with a deep understanding of SLED market dynamics, proven success in managing the capture lifecycle, and a history of driving high win rates. The Capture Manager will play a critical role in growing our technology business through strategic opportunity tracking, bid management, and collaboration with cross-functional teams to produce winning proposals.

役割と責任

 Lead the capture process from opportunity identification through bid submission, applying deep knowledge of SLED market dynamics to influence strategy and positioning.
 
 Maintain a high level of awareness on SLED trends and funding sources (such as CMS federal funding, MMIS, Non-MAGI Section 1115 waivers, NEVI, and Clean Ports), integrating these insights into capture strategies.
 
 Serve as a recognized capture expert, guiding decision-making and proposal development with a focus on competitive differentiation.
 
 Bid Management and Proposal Oversight:
 
 Identify and monitor bid boards, external and internal sources for relevant SLED opportunities, tracking large RFPs and ensuring alignment with business priorities.
 
 Conduct rigorous go/no-go, P-win analysis for each opportunity, balancing risk and reward to focus on high-value, winnable bids.
 
 Oversee and manage the proposal process/writing/packaging end-to-end, ensuring quality, compliance, and alignment with client requirements and working with respective internal teams (RFx team)
 
 Client and Partner Engagement:
 
 Experience with SIs, Build, Maintain strong relationships with external teams (SIs and clients), acting as the capture lead to align resources and strategies for maximum impact.
 
 Manage client references for SLED projects and coordinate them for RFP responses to enhance proposal credibility.
 
 Engage in pre-RFP shaping activities with clients and partners, positioning the company favorably and increasing the likelihood of success.
 
 Cross-functional Collaboration and Orals Coaching:
 
 Partner with regional sales teams, IBM alliance and ecosystem teams, channel managers, legal, and solutions engineers to drive collaboration and ensure comprehensive proposal responses.
 
 Provide proposal coaching, proposal packaging, guiding teams in client presentations and preparing them for anticipated questions and objections.
 
 Effectively communicate/write and apply Government and Education specific language to ensure proposals and presentations resonate with SLED clients.
 
 Market and Competitive Analysis:
 
 Conduct in-depth market analysis and competitor research to inform capture strategies and improve win probability.
 
 Develop tracking systems to monitor SLED spending, ensuring accurate budget allocation and real-time visibility into project finances.
 
 Identify and collaborate with partners that are engaged in RFX design
 
 Track and analyze win/loss data to refine capture strategies and continuously improve performance.


Candidates must located near posted locations and willing to travel as needed

必要とされる学歴
高校卒業資格/GED
望ましい学歴
学士号
必要な専門的および技術的知識

 

· Multiple years of experience in public sector, contract management, or procurement, with a focus on SLED environments.
 
 · Experience with managing multi-party submission of RFXs, especially working with partner ecosystems (SI’s)


· Experience in managing spending and tracking for large-scale public sector events, lobbyist engagements, and contracts; Leverages industry tools like GovWin and GovSpend.


Candidates must located near posted locations and willing to travel as needed



 

歓迎する専門的および技術的経験

 · Strong project management and organizational skills


Candidates must located near posted locations and willing to travel as needed

事業部門について

コグニティブ・テクノロジー、150 を超える SaaS オファリング、リアルタイムの洞察に支えられた Global Markets チームは、お客様がその顧客、パートナー、サプライヤーと関与する際により良い意思決定を行ってイノベーションを実現するための専門知識を組み込んで提供します。私たちと一緒に、様々な業種にわたる企業向けの最も包括的なポートフォリオを利用し、イノベーションを推進し続けましょう。

あなたの人生 @ IBM

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

 

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

 

Are you ready to be an IBMer?

IBM について

IBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

 

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business. 

 

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

その他の関連する職務の詳細

IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:

  • Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being
  • Financial programs such as 401(k), the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs
  • Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law
  • Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals
  • Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences


We consider qualified applicants with criminal histories, consistent with applicable law.


This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.

The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.