• Execute strategies and tactics to deliver a qualified pipeline of Microsoft contract opportunities with pursuit and win plans for each • Maintain the Strategic Business Capture system using internal and external resources • Research and analyze available data to identify competitive buying trends utilizing a variety of sources to include State Budgets, government trade sources and procurement sites such as Navigator, SmartProcure, GovWin and Onvia • Collaborate with Public Sector Sales teams, Proposal Writing teams, Proposals and Compliance teams to create and maintain Capture Plans • Understand and navigate government contracting vehicles and procedures • Establish external teaming partnerships related to capture pursuits • Act as the capture lead in coordination with key internal stakeholders (e.g., partner teams, sales teams, proposal team, contracts, writers) to position SHI and our partners to win the business • Gather intelligence, assess competitors, and help position SHI to win new Microsoft contracts • Define win strategy criteria based upon RFP and information acquired in the qualification phase • Lead Microsoft program pursuit, proposal responses, win strategies, technical discriminators, solutions providers, and pricing • Conduct after-action reviews for business opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions • Interface between the Business Development team and internal and external stakeholders (prime or subcontractors, business group units) • Mentor and counsel Microsoft account managers, field account executives, sales managers, and proposal writers through the contract capture process • Attend conferences and other external meetings to explore business development opportunities • Support continual business development process improvement • Maintain appropriate records and documentation; tracking, monitoring, and reporting data to support business development • Evangelize and enable use of profitable, strategic contracts to SHI sellers • Educate internal and external parties on the benefits, terms and conditions, and operational aspects of key contracts, both lxl and in group training settings.