Capture Strategist

T.Y. Lin International · San Diego, Oakland · $175,000 (stated in the posting)

TYLin is a globally recognized, full-service infrastructure consulting firm committed to providing innovative, cost-effective, constructible designs for the global infrastructure market. With over 3,000 employees throughout the Americas, Asia, and Europe, the firm provides support on projects of varying size and complexity. Together, we enhance conventional designs with smarter, more resilient systems. We provide people with better mobility. We steward precious resources by finding more sustainable solutions.

Job Summary

The Major Pursuits Capture Strategist is a critical position within the Marketing and Communication Team that leads and manages the end-to-end opportunity capture process for identified must-win key opportunities and ensures disciplined pursuit execution. This role is responsible for identifying, qualifying, and securing high-value, strategic opportunities that substantially advance the company's pipeline, earnings, market position, and long-term growth objectives.

In close collaboration with Client Account Management (CAM) teams, technical teams, and the Pursuits + Work Winning team, the Senior Manager plays an integral role in positioning the firm to win and drive successful outcomes on large, competitive procurements.

Responsibilities & Qualifications

Pursuit Strategy and Leadership

Partner with CAM teams and Sector and growth leaders to identify potentially viable key opportunities, and lead Opportunity Assessment for each.
Partner with the Pursuit Manager and technical team to make Go/No-Go determinations based on opportunity assessment outcomes.
Monitor and record opportunity assessment progress and engage all required Pursuit and Interview Team resources once a Go decision is made.
Facilitate pursuit strategy workshops and alignment sessions with technical leads, project partners, CAM teams, the Strategic Pursuit Committee, executive sponsors, and other relevant stakeholders.
Represent TYLin in support of alternative delivery and/or joint venture pursuits led by partner firms.
Engage throughout the full pursuit lifecycle: capture planning, proposal development, and interview coaching, and presentation preparation.

Capture Planning: Opportunity Assessment + Win Strategy

Set up Capture Plans to organize opportunity assessment, go/no-go evaluation, client intelligence, positioning analysis, and win strategies, and measure progress.
Drive the evolution of capture plans throughout the capture planning life cycle – opportunity assessment and win strategy – ensuring timely updates, additional inquiry and decision-making, and follow-on actions.
Implement iterative Go/No-Go decision-making processes, and revisit decisions as new information is obtained.
Conduct project and client research, risk assessment, SWOT analysis, and competitor analysis.
Upon a Go decision, activate pre-positioning, client and partner engagement, and win strategy development.
Lead client influencer mapping, identifying relationship gaps and targeting key decision makers for engagement
Facilitate client engagement activities to generate critical client insights into project issues and challenges to shape win themes, solutions, and team strategy.
Manage pursuit schedules, action logs, intelligence synthesis, and deliverables.

Proposal Development Oversight and Review

Download capture planning intel to Proposal Team – Proposal Manager, Proposal Coordinator, Graphic Designer, production team, and other engaged resources.
Provide oversight of proposal development and participate in formal proposal reviews.
Ensure our winning story, including project issues, win themes, innovative solutions, convincing proofs, and team strategy are captured in, and clearly communicated, throughout the proposal.

Interview Coaching and Presentation Preparation

As presentation coach, support the interview team by improving stage setting, executive presence, clarity of communication, delivery, and team chemistry.
Adapt our winning story to interview format and optimize the presentation in partnership with Graphic Design.
Lead Question & Answer preparation and strategy
Schedule and conduct a series of increasingly structured and focused rehearsals

Stakeholder Coordination

Coordinate cross-functional teams, including CAM, technical, commercial, and marketing.
Partner with CAM and Business Development leaders to align pursuit-specific client engagement tactics with Client Account plans and strategies.
Engage Strategic Pursuits Committee and/or executive sponsors at key pursuit milestones.
Coordinate with legal, finance, and risk management for contract review and pricing strategies.

Performance & Reporting

Track pursuit metrics, win rates, and lessons learned.
Lead post-pursuit debriefs, capture feedback and lessons learned, and implement continuous improvement strategies.
Maintain visibility into the pipeline of major opportunities and improve the quality of pipeline forecasting.

Qualifications

Bachelor’s degree in marketing, communications, engineering, or related field.

10+ years of experience in proposal management, capture strategy, or business development, preferably in the architecture, engineering, and construction, or professional services fields.
Demonstrated success leading and managing capture planning processes for large, complex pursuits.
Experience working with public-sector procurement processes.

Strong strategic thinking and competitive positioning skills.
Executive-level communication and facilitation skills.
Advanced project management capabilities.
Ability to influence without direct authority.
Strong understanding of infrastructure delivery models (Design-Build, Design Bid Build, Construction Manager/General Contractor, Public-Private Partnership, etc.).
High attention to detail with strong deadline management.

Additional Information

TYLin is committed to pay equity. As part of that commitment, we have provided the base compensation of $175,000 annually for this position and local market. We recognize that each candidate brings a unique set of skills, experience, education and competencies to the table that will be reflected in our offer. TYLin is proud to offer exciting career development opportunities.

#LI-GISouthwest #LI-Hybrid

TYLin offers a comprehensive total rewards package. Our benefits may include extensive medical, disability and life insurance coverage, continuing education benefits, paid time off, employee assistance program and a retirement savings plan with company matching contributions.

We encourage all candidates to explore our total rewards offering.

Collaboration, mission-driven focus, discipline, and leadership skills developed through military service benefit us all. Whether you are a Veteran, Guardsman or Reservist, a Military Spouse or you are planning to transition to civilian life in the near future, we welcome and value your application.

TYLin is an equal opportunity employer, and we prohibit discrimination and harassment of any type as protected by federal, provincial, state or local laws. We celebrate diversity and are committed to creating an inclusive environment for all employees. The company and its employees are required to comply with all local health authority, legal or lawful client requirements.

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