TechSur Solutions is seeking a Business Development / Capture Director to drive growth across the Department of Homeland Security. In this role, you will identify, shape, qualify, and capture strategic federal IT opportunities aligned with TechSur’s capabilities, combining hands-on market development, capture management, and AI-enabled business development with direct customer engagement.
Role Overview
You will lead DHS account-growth strategy execution across priority headquarters offices and operating components. The position emphasizes building and maintaining senior relationships, monitoring acquisition and mission changes, developing qualified pipelines aligned to TechSur’s strengths, and advancing opportunities through the capture lifecycle from early identification to solicitation release, proposal transition, and award.
Key Responsibilities
- Develop and execute TechSur’s DHS account-growth strategy across priority headquarters offices and operating components.
- Build direct relationships with DHS executives, program managers, contracting officials, technical leaders, acquisition stakeholders, and small-business representatives.
- Identify customer mission challenges, modernization priorities, acquisition plans, and emerging requirements before opportunities are formally released.
- Position TechSur as a trusted provider of software engineering, platform engineering, cloud engineering, DevSecOps, cybersecurity, artificial intelligence, and digital-transformation services.
- Represent TechSur at DHS industry days, acquisition briefings, small-business events, conferences, and other government-industry engagements.
- Strengthen TechSur’s recognition and credibility throughout the DHS IT contracting community.
- Monitor changes in DHS organizational priorities, budgets, leadership, procurement strategies, and mission requirements.
- Build and maintain a qualified DHS pipeline tied to TechSur capabilities, contract vehicles, past performance, and growth objectives.
- Track acquisition forecasts, SAM.gov activity, DHS procurement actions, incumbent contracts, expiring programs, and relevant contract vehicles.
- Perform customer, opportunity, incumbent, competitor, and market research to support pursuit decisions.
- Identify upcoming recompetes, new requirements, task-order opportunities, subcontracting opportunities, and early-stage market-shaping activities.
- Lead bid/no-bid recommendations using customer access, competitive posture, contract-vehicle availability, capability alignment, teaming requirements, and probability of win.
- Use a “capture smart or kill fast” approach to concentrate resources on winnable opportunities.
- Lead capture activities from initial identification through solicitation release, proposal transition, and contract award.
- Create and maintain capture plans, call plans, stakeholder maps, competitive assessments, win strategies, and pursuit schedules.
- Define customer hot buttons, discriminators, win themes, solution concepts, and price-to-win considerations.
- Coordinate solution architects, subject-matter experts, proposal personnel, pricing teams, executive leadership, and delivery organizations.
- Recruit and manage strategic teaming partners, including large businesses, specialized small businesses, and technology providers, and define partner roles, workshare expectations, and value propositions.
- Conduct structured capture reviews and present opportunity status, risks, actions, and required leadership decisions.
- Maintain intelligence on incumbents, competitors, potential teammates, and new market entrants, and adjust capture strategies as conditions evolve.
- Use artificial intelligence tools to improve the speed, quality, and consistency of business-development and capture activities, including opportunity discovery, customer research, acquisition-forecast analysis, competitive intelligence, and market-trend identification.
- Apply AI-assisted tools to summarize solicitations, identify requirements, analyze amendments, and develop initial compliance and capture artifacts.
- Use AI-assisted tools to create or improve stakeholder maps, call plans, capture plans, competitive assessments, win themes, and teaming analyses.
- Use AI to evaluate pipeline data, identify pursuit risks, and support evidence-based bid/no-bid recommendations.
- Collaborate with proposal and technical teams on appropriate uses of AI in solution development, proposal preparation, and compliance reviews.
- Ensure generative AI outputs are validated through authoritative sources and professional judgment, accounting for limitations and risks such as hallucinations, data sensitivity, confidentiality, intellectual property, and federal security requirements.
- Initiate meaningful conversations with DHS customers and consistently follow up with customers and partners while documenting intelligence and converting it into measurable capture actions.
- Prepare and deliver customer briefings, capability presentations, white papers, responses to requests for information, and other market-shaping materials.
- Transition mature pursuits to the proposal organization with documented customer intelligence, win themes, competitive analysis, solution direction, and partner commitments.
- Support proposal development through color-team reviews, solution refinement, executive summaries, and oral-presentation preparation, and assist with debrief analysis and lessons learned after award decisions.
- Communicate customer intelligence accurately and promptly to TechSur’s leadership, technical, delivery, and proposal teams, and help build alignment across business development, capture, solutioning, proposals, pricing, contracts, recruiting, and delivery.
Required Qualifications
- Bachelor’s degree in business, technology, engineering, public policy, or a related discipline, or equivalent professional experience.
- Approximately eight or more years of federal business-development, capture, account-management, or related GovCon experience.
- Demonstrated experience supporting or pursuing IT-services opportunities within DHS.
- Established relationships with relevant DHS customers, acquisition stakeholders, industry partners, and technology leaders.
- Experience conducting direct conversations with federal customers regarding mission requirements, technology priorities, and acquisition strategies.
- Working knowledge of one or more DHS components, including: U.S. Citizenship and Immigration Services; U.S. Customs and Border Protection; Federal Emergency Management Agency; Transportation Security Administration; Cybersecurity and Infrastructure Security Agency; U.S. Coast Guard; Immigration and Customs Enforcement; DHS Headquarters and enterprise offices.
- Strong understanding of federal IT markets, including: Agile software engineering and application modernization; platform engineering and DevSecOps; cloud migration, engineering and managed services; digital transformation and customer experience; data, analytics, artificial intelligence and automation; cybersecurity and zero-trust architecture; and experience building qualified pipelines through the complete federal capture lifecycle.
- Demonstrated ability to develop customer call plans, capture strategies, competitive assessments, teaming strategies, and win themes.
- Working knowledge of AI technologies and experience applying AI tools to market research, business development, capture, or proposal activities.
- Understanding of the changing GovCon customer and competitive landscape, including evolving procurement practices, acquisition reform, small-business strategies, and increased use of AI.
- Familiarity with DHS acquisition forecasts, contract vehicles, procurement processes, and small-business programs.
- Strong written, verbal, presentation, and interpersonal communication skills.
- Demonstrated ability to collaborate effectively across business-development, technical, delivery, and proposal teams.
- Ability to operate effectively in a fast-moving small-business environment with limited supervision.
- Ability to travel throughout the Washington metropolitan area and to other customer or industry locations as necessary.
Preferred Qualifications
- Fifteen or more years of federal IT business-development or capture experience, including significant DHS responsibility.
- Prior delivery, consulting, program-management, or technical experience supporting a DHS component.
- Established reputation within the DHS IT industry and active participation in relevant professional associations and GovCon forums.
- Experience capturing opportunities in the $10 million to $100 million-plus range.
- Experience pursuing task orders and prime contracts through vehicles such as GSA MAS, 8(a) STARS III, CIO-SP3/CIO-SP4, OASIS+, SEWP and DHS-specific vehicles.
- Experience positioning small businesses, mentor-protégé joint ventures, or strategic teams against larger incumbents.
- Experience using generative AI, market-intelligence platforms, customer-relationship management systems, and analytics tools to support federal growth activities.
- Knowledge of AI-enabled software delivery, cloud-native modernization, intelligent automation, low-code platforms, and emerging federal technology priorities.
- Shipley, APMP, or comparable capture and proposal-management training or certification.
AI and Technology Tools
Relevant technologies for this role include SAM.gov, artificial intelligence, generative AI, DevSecOps, cybersecurity, data analytics, and zero-trust architecture.
Measures of Success
- Development of a credible, qualified, and winnable DHS pipeline.
- Frequency and quality of direct customer engagements.
- Early identification and shaping of strategic opportunities.
- Advancement of opportunities through TechSur’s capture-gate process.
- Quality of customer intelligence, competitive analysis, and capture strategies.
- Timeliness of teaming relationships and partner commitments.
- Effective use of AI to improve research, capture productivity, and decision quality.
- Responsiveness to changes in the DHS customer and competitive landscape.
- Collaboration across TechSur’s growth, technical, delivery, and proposal organizations.
- Improvement in TechSur’s DHS market visibility and customer access.
- Number and value of qualified bids submitted.
- Pipeline conversion, capture win rate, bookings, and revenue growth.
- Accuracy and transparency of opportunity forecasts and pursuit reporting.
Candidate Characteristics
- Energetic and action-oriented, creating momentum and following through without waiting to be directed.
- Customer-connected, with credible DHS relationships and the ability to develop new ones.
- A natural communicator who engages comfortably with technical personnel, acquisition officials, industry executives, and senior government leaders.
- Entrepreneurial, recognizing opportunities early and positioning TechSur with a practical approach.
- Persistent, maintaining disciplined follow-up with customers, partners, and internal stakeholders.
- Strategic and analytical, understanding the customer, competition, acquisition environment, and probability of win.
- AI-enabled with responsible use of AI to accelerate research, improve decisions, and strengthen capture execution.
- Market-aware, anticipating changes in government priorities, acquisition strategies, competitive behavior, and technology requirements.
- Collaborative and team-oriented, sharing information and supporting colleagues.
- Accountable for pipeline quality, capture progress, and measurable business results.
- Mission-focused, connecting TechSur’s technology capabilities to DHS operational outcomes.
- Adaptable, adjusting capture strategies quickly as customer priorities, budgets, and competitive conditions change.
About TechSur Solutions
TechSur Solutions is a federal technology services company helping government agencies modernize mission-critical systems and improve digital service delivery. Capabilities include software engineering, platform engineering, cloud engineering, DevSecOps, cybersecurity, data and artificial intelligence, and enterprise digital transformation. The company combines agility and executive access of a small business with the technical discipline, partnerships, and delivery capabilities required to support complex federal missions. The DHS Business Development / Capture Manager will play a central role in expanding TechSur’s presence across the homeland-security market and converting customer relationships into sustainable growth.
Location and Compensation
- Location: Reston, VA (onsite)
- Salary: USD 150,000 - 160,000 per year
