Proposal/Capture Manager

Infosys Public Services is seeking a Sales / Proposal / Capture Manager to join our team.

Position Description (scope Of Work Or Brief Narrative)

• Infosys Public Services (IPS), a subsidiary of Infosys and a business-critical partner to government organizations, is seeking an experienced Sales / Proposal / Capture Manager to drive strategic growth across federal government markets.
• IPS delivers measurable business value through strategic consulting, digital modernization, cloud, cybersecurity, data/AI, and engineering services.
• This role is responsible for identifying strategic opportunities, shaping pursuits, leading capture efforts, managing high quality, compliant proposal responses, and coordinating cross functional pursuit teams.
• The ideal candidate combines strong sales acumen, government procurement knowledge, excellent writing/storytelling skills, and disciplined pursuit and proposal management experience. Familiarity with the general sales cycle and exposure to Shipley based methods are strong advantages.
  
  

Key Responsibilities

Sales & Business Development

• Lead end to end capture strategy for high priority public sector opportunities, including qualification, shaping, competitive analysis, and win theme development.
• Build and maintain trusted relationships with government clients, influencers, teaming partners, and internal executives.
• Develop go to market strategies aligned to IPS capabilities in digital modernization, cloud, cybersecurity, data/AI, application services, and large-scale transformation programs.
• Identify and expand the opportunity pipeline through market research, prospecting, and collaboration with account teams.
• Drive opportunity qualification using structured pursuit methodologies (e.g., Shipley, Miller Heiman, APMP best practices).
  
  

Capture Management

• Own the full capture lifecycle from opportunity inception through proposal submission and post submission activities.
• Lead development of win strategies, compliant and compelling customer messaging, solution positioning, competitive differentiators, and pricing inputs.
• Conduct competitive assessments, customer analysis, and facilitate Black Hat/Red Team reviews to refine strategy.
• Manage capture artifacts including capture plans, call plans, customer insights, partner/teaming strategies, risk mitigation strategies, and compliance requirements.
• Partner with solution architects, delivery leaders, and SMEs to shape tailored solutions that address client mission outcomes and evaluation criteria.
  
  

Proposal Management

• Oversee the full proposal development lifecycle for RFP/RFI/RFQ responses, including kickoff, writing assignments, compliance matrix creation, scheduling, reviews, and production.
• Develop and manage response templates, storyboards, proposal outlines, and reusable components consistent with IPS standards.
• Ensure strict compliance with mandatory RFP requirements, proposal instructions, evaluation criteria, and IPS quality standards.
• Lead development of persuasive, high quality content for technical, management, staffing, and past performance sections.
• Direct Red Team and Gold Team reviews and perform final quality checks on narrative, graphics, compliance, and document formatting.
• Coordinate responses to government questions, develop materials for orals, and support oral presentation preparation.
• As needed, review competitor proposals to assess strengths, weaknesses, value propositions, and factors contributing to award decisions.
  
  

Internal Collaboration & Leadership

• Serve as the central coordination point across sales, consulting, solutioning, delivery, marketing, and executive leadership to ensure a seamless and unified pursuit effort.
• Maintain and improve IPS proposal standards, conventions, templates, and reusable components.
• Conduct performance reviews of proposal contributors after each submission to drive continuous improvement.
• Mentor junior team members in capture methods, proposal development, writing techniques, and pursuit best practices.
• Participate in growth planning, strategic account reviews, pipeline development, and leadership discussions on market and pursuit strategy.
  
  

Required Qualifications

• 11 years of experience in public sector sales, capture management, business development, or proposal management.
• Demonstrated success leading complex, multimillion dollar government pursuits (Federal Civilian or DoD).
• Deep understanding of federal government acquisition processes, procurement lifecycles, and evaluation methodologies.
• Strong writing, storytelling, and content development skills.
• Experience operating in matrixed organizations and coordinating technical, delivery, and sales stakeholders.
• Proficiency with word processing and graphics tools (e.g., MS Word; basic familiarity with tools like Photoshop a plus).
• Ability to obtain and maintain government clearances as required.
  
  

Preferred Qualifications

• Experience in IT services sales including cloud transformation, application modernization, cybersecurity, digital services, AI/ML, or data platforms.
• Established relationships with key federal agencies, government clients, and industry partners.
• Ability to translate complex technical concepts into persuasive, client focused value propositions.
• Experience with GovTech providers, systems integrators, or consulting firms (Big Four experience a plus).
  
  

Key Competencies

• Strategic Thinking & Competitive Insight
• Proposal Leadership & Content Quality
• Strong Communication & Executive Presence
• Customer Centric Messaging Development
• Relationship Building (Internal & External)
• Analytical & Problem-Solving Skills
• Deadline Discipline & Attention to Detail
  
  

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Educational Requirements

• A bachelor’s degree or foreign equivalent is required from an accredited institution. Will consider three years of progressive, relevant work experience instead of every year of education. Candidates who have completed a Master's degree program are strongly preferred.
  
  

Benefits

Along with competitive pay, as a full-time Infosys employee you are also eligible for the following benefits:

• Medical/Dental/Vision/Life Insurance
• Long-term/Short-term Disability
• Health and Dependent Care Reimbursement Accounts
• Insurance (Accident, Critical Illness , Hospital Indemnity, Legal)
• 401(k) plan and contributions dependent on salary level
• Paid holidays plus Paid Time Off
  
  

About Us

Infosys is a global leader in next-generation digital services and consulting. We enable clients in more than 50 countries to navigate their digital transformation. With over four decades of experience in managing the systems and workings of global enterprises, we expertly steer our clients through their digital journey. We do it by enabling the enterprise with an AI-powered core that helps prioritize the execution of change. We also empower the business with agile digital at scale to deliver unprecedented levels of performance and customer delight. Our always-on learning agenda drives their continuous improvement through building and transferring digital skills, expertise, and ideas from our innovation ecosystem.

EEO

Infosys provides equal employment opportunities to applicants and employees without regard to race; color; sex; gender identity; sexual orientation; religious practices and observances; national origin; pregnancy, childbirth, or related medical conditions; status as a protected veteran or spouse/family member of a protected veteran; or disability.