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Senior Proposal Manager (Remote Position)

Company: Caliburn International
Location: Reston
Posted on: June 8, 2021

Job Description:

Our vision aims to empower our clients by actively leveraging our broad range of services. With our global presence, we have career opportunities all across the world which can lead to a unique, exciting and fulfilling career path. Pick your path today! To see what career opportunities we have available, explore below to find your next career!

Job Description

The Senior Proposal Manager reports directly to the Director of Proposals. The Senior Proposal Manager is responsible for establishing and managing all phases of the proposal process in response to commercial and U.S. government solicitations (Requests for Proposals (RFPs), Request for Quote (RFQs), Requests for Information (RFIs), etc.,). The Senior Proposal Manager's focus is to develop compliant, comprehensive and compelling submittals.



  • Logistics
  • Oversee all proposal activities, including directing proposal personnel, managing proposal schedules and deadlines, and monitoring the progress of the proposal.
  • Manage multiple proposal tasks with sometimes rapid turnaround deadlines.
  • Ability to remain upbeat, positive, and constructive within a dynamic environment operating under high-pressure deadlines.
  • Coordinate, assemble, check and/or schedule administrative functions in support of the production of assigned proposals.
  • Support other Proposal Operations activities (e.g., content databases, SharePoint library management, and branded process refinement etc..) as needed
  • Leadership
  • Provide leadership and management by identifying and training capture team members and ensure necessary support elements are available.
  • Demonstrated experience managing and developing complex, voluminous proposals for multi-million (100 million plus) dollar opportunities including all proposal volumes (technical, solution, cost, and others) in collaboration with the Capture Manager and a team of experts in diverse areas.

  • Communication & Reporting
  • Effectively communicate with leadership as required during reviews and presentations. Interact effectively, both verbally and in writing, with senior leadership and staff including the senior executives, capture managers, program/project managers, account managers, and others throughout the development of the proposal, both Pre-RFP and Post RFP.
  • Maintain tight, proactive communication with proposal and business unit leadership to ensure all necessary resources and activities are available to achieve a successful proposal submission. Provide communication and time management by leading executive management gate reviews.
  • Collaborate with executives, management teams, functional units, BD personnel, stakeholders, partners, and subject matter experts to provide proposal leadership, support, and overall direction.


  • Methodology
  • Develop win themes and strategies including value propositions.
  • Develop a proposal strategy that results in a high quality, compliant and compelling proposal that will score high have the optimal win probability.
  • Strategy & Analysis
  • Conducting analysis on RFP, leading video/oral proposals and/or segments (FEDSIM and similar proposals), and assessing strategy for responding to requirements.
  • Provide strategic thinking and execution for bid efforts of revenues of $50M+ through determining capture team resource requirements and managing bid costs associated throughout the Bid Acquisition Process.

  • Pre-RFP Activities
  • Assist with pre-proposal shaping activities, orchestrate capture activities during the proposal phase and post-submittal activities, proposal development team planning and execution,
  • Understand capabilities, strengths, and weaknesses and direct the development of solution development, CONOPS and path to win.
  • Ability to develop and/or assist technical and capture personnel in developing compelling themes, discriminators, and messaging


  • Process Leadership/Administration
  • Lead and manage the overall proposal development process from Pre-Proposal Phase through Post Proposal Phase
  • Interact with a broad range of departments to develop technical, management and pricing strategies.
  • Effectively communicate and lead technical experts and proposal center staff (e.g., desktop publishing, production, graphics) to achieve the objectives of the proposal effort.
  • Manage cross/multiple bid efforts in conjunction depending upon where the opportunity resides in the acquisition process (time available).
  • Demonstrated experience applying the rigor of formal proposal processes in the development of proposals.

  • Proposal Management Activities
  • Reviewing Request for Proposal (RFP) requirements and interpret technical and management requirements of Federal Government solicitations (e.g., RFPs, RTEPs, RFIs)
  • Develop and conduct, structured and organized proposal kick-off meetings that establishes the plan to develop the proposal and the responsibilities and expectations of all proposal authors/writers and contributors.
  • Oversee/produce: proposal schedule, outline, compliance matrix, kick-off, storyboards, mockups, color review in-briefs and de-briefs, and others.
  • Graphic Design Management and Conceptualization: Oversee development of high quality, high impact artwork and graphics for proposals.

  • Solution Development
  • Integrate the win strategy and solution into a proposal structured for compliance and ease of evaluation.
  • Lead the development of storyboards, proposal mock-ups and iterations of the proposal through a final version for submission.
  • Ability to create original content using interview and research techniques, ability to coach subject matter experts and other contributors in persuasive writing.

  • Oral Presentations
  • Experience with traditional video, live orals, and / or demonstration proposals
  • Coach the selected team in RFP-required oral presentations to the Government customer through rehearsals and other methods to ensure the presentation meets timelines specified in the RFP.
  • Lead and manage proposal development for video, live orals, and demonstration proposals and or segments from Pre-Proposal Phase through Post Proposal Phase, ensure compliance, develop outline and structure of presentation, and collaborate with team to establish clear, relevant messages.
  • Act as a script development and orals coach.

  • Pricing
  • Work with Pricing Manager to develop competitive price proposals, BOE's and cost narrative.
  • Work with cost estimating team the pricing strategy to provide alignment to the solution and the optimal cost advantage for the bid.
  • Assess Pricing volume compliance.
  • Schedule Green Team Review sessions and set specific milestones
  • Communicate with subcontractor partners to coordinate pricing data calls and review participation.

  • Color Review Process
  • Lead the color team reviews to ensure that reviews are conducted in a repeatable manner adhering to procedures and processes.
  • Facilitate proposal reviews (e.g., AMU's, Initial Draft, Red Team) and make ongoing recommendations to ensure compliance and increase proposal scorability
  • Develop and execute proposal color reviews and/or collaborate with the assigned color review lead or chair in the conduct of color reviews that effectively achieve useful, actionable comments and recommendations from the review teams of the technical, management, and cost proposals.
  • Ensure win strategy, technical solution, win themes, discriminators, compliance, and clear understanding of the requirements are well-articulated and consistent throughout final proposal documents.

  • Compliance & Submission
  • Responsible for document desktop publishing that meets Caliburn's style guide and RFP requirements
  • Responsible for assessing and ensuring compelling, complete, and compliant proposal responses reflect win strategy elements and align to evaluation factors and criteria.
  • Developing and ensuring the timely submission of high quality, RFP-compliant and compelling proposals that can win in collaboration with large capture and proposal teams.
  • Manage and be accountable for compliance and the timely submission of the proposal by managing and controlling all proposal activities against the proposal schedule and the RFP's requirements within Caliburn's complex business environment.


  • A minimum of 10 years of experience managing large scale U.S. federal government proposal efforts of $100 million plus in value and a Master's Degree or Five years of experience managing large scale proposal efforts of $100 million plus in value and a Bachelors Degree.

Caliburn International is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration without regard to race, color, sex, national origin, age, protected veteran status, or disability status.

Keywords: Caliburn International, Reston , Senior Proposal Manager (Remote Position), Other , Reston, Virginia

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