Sr. Proposal Manager, US Federal

Sr. Proposal Manager For The Federal Government Go-To-Market Team

The Sr. Proposal Manager for the Federal government go-to-market team plays a pivotal role in securing contracts with U.S. federal agencies. This individual leads the end-to-end proposal development lifecycle, from analyzing complex Requests for Proposals (RFPs) and developing comprehensive win strategies to managing cross-functional teams of subject matter experts, writers, and graphic designers. They are responsible for ensuring proposals are not only compliant with all federal regulations (like FAR / DFARS) but also compelling, clear, and effectively communicate Workday's value proposition to government clients, ultimately driving successful contract awards.

Essential Duties and Responsibilities :

• Pre-Proposal Phase : a. Help facilitate capture strategies for targeted opportunities, including competitive analysis, win theme development, and value proposition articulation, in collaboration with capture managers, sales and business development teams. b. Thoroughly review and understand all solicitation requirements, including technical, management, cost, and compliance aspects. Identify potential risks and opportunities. c. Develop detailed proposal outlines aligned with solicitation structure and compliance matrices to ensure all requirements are addressed.
• Proposal Development Phase : a. Lead and coordinate cross-functional proposal teams, including technical experts, subject matter experts, writers, and editors. Assign roles, responsibilities, and manage team performance. b. Collaborate with the team to develop compelling win themes and key messages that resonate with the government customer and highlight the company's unique value proposition. c. Contribute to the writing and editing of proposal content, ensuring clarity, conciseness, and persuasiveness. Review and edit content developed by other team members. d. Ensure full compliance with all solicitation requirements, including formatting, page limits, and mandatory clauses. Manage the compliance review process in collaboration with contract managers and legal. e. Develop and manage the proposal schedule, ensuring all milestones are met and the proposal is submitted on time. Track progress and manage deadlines. f. Manage proposal resources, including personnel, budget, and tools. g. Work with graphic designers to create compelling visuals that enhance the proposal's readability and impact. h. Collaborate with pricing and finance teams to develop accurate and competitive cost proposals.
• Post-Proposal Submission Phase : a. Manage the finalization and submission of the proposal, ensuring all required documents are included, all internal approvals are documented and the submission process is followed correctly. b. Participate in post-submission activities, such as responding to clarifications or conducting oral presentations. c. Conduct post-proposal reviews to identify lessons learned and best practices for future proposals. Document and share these insights with the team.
• General Responsibilities : a. Maintain up-to-date knowledge of federal government procurement regulations, policies, and trends (FAR, DFARS, etc.). b. Develop and maintain proposal templates, boilerplate content, and other resources to improve proposal development efficiency. c. Continuously seek ways to improve the proposal development process and enhance proposal quality.

Required Qualifications : Bachelor's degree in a relevant field (e.g., Business Administration, Engineering, Science) or equivalent experience Minimum of ten years of experience in federal government proposal development. Demonstrated understanding of FAR and other relevant regulations. Strong leadership, communication, and interpersonal skills. Excellent writing and editing skills. Proficiency in Microsoft Office Suite, Google Workspace and proposal management software. Travel may be required for training, conferences, or client visits. U.S. Citizenship is required Preferred Qualifications : Active Top Secret security clearance (or ability to obtain one). Membership in professional organizations related to proposal management (e.g., APMP).