Director II Capture & Proposal Public Sector (SLED)
Lumen, Richmond, VA, United States
The Role
Director II, SLED Capture & Proposal Management – Public Sector
Location: CO, VA, or Remote (as approved)
Employment Type: Full‑Time
About the Role The Director II, SLED Capture & Proposal Management leads capture and proposal strategy for State, Local, Education, and Healthcare (SLED) markets within Lumen Public Sector. This role is accountable for driving growth across diverse, highly decentralized customers through competitive procurements, cooperative contracts, master service agreements, and strategic partnerships.
Reporting to the Vice President, Public Sector Capture & Proposal Management, this leader oversees SLED capture and proposal teams and external partners, ensuring disciplined execution while adapting strategies to varied procurement models, funding structures, and customer needs.
This role requires a blend of strategic market leadership and hands‑on operational expertise, requiring strong judgment, adaptability, and the ability to influence across sales, solutions engineering, product, and operational teams. The director will oversee SLED capture and proposal teams, manage external partners, and ensure disciplined, repeatable, high‑quality pursuit execution.
SLED Capture & Market Strategy
Develop and execute capture strategies for high‑value SLED opportunities across state agencies, municipalities, education systems, and healthcare organizations.
Align capture priorities to Lumen’s SLED growth strategy, contract portfolio, and regional sales plans.
Tailor capture approaches to diverse SLED procurement models, budget cycles, timelines, and funding sources (e.g., federal grants, state appropriations, bond measures).
Proposal Leadership & Execution
Lead proposal development for competitive SLED bids, ensuring clarity, compliance, compelling storytelling, and differentiation.
Oversee proposal schedules, resource allocation, content quality, risk mitigation, and review cycles.
Drive continuous improvement in SLED proposal quality, effectiveness, and win rates.
Team & Ecosystem Leadership
Lead, mentor, and scale SLED capture and proposal teams to support diverse and rapidly evolving pipeline.
Manage external proposal vendors, consultants, and strategic partners to scale support as needed.
Foster strong cross‑functional collaboration across Sales, Engineering, Product, Pricing, Legal, and Operations.
Customer & Partner Engagement
Support executive‑level engagement with SLED customers, partners, and procurement officials.
Build trusted relationships with regional and national SLED stakeholders.
Monitor market trends, legislative changes, funding drivers, and regulatory developments impacting SLED opportunities.
Performance Management
Own SLED capture and proposal performance metrics, including pipeline conversion, PWIN improvements, and ROI.
Contribute to disciplined bid
o‑bid decision making.
Ensure SLED proposals meet Lumen quality standards and customer expectations.
Qualifications General Qualifications
10+ years in SLED capture, proposal, or business development leadership.
Strong understanding of SLED procurement processes, state contracting mechanisms, cooperative purchasing models, funding sources, and customer dynamics.
Proven experience leading teams and influencing across matrixed organizations.
Excellent written and verbal communication skills.
Strong project management, prioritization, and organizational skills.
Bachelor’s degree in Business, Marketing, or related field.
Preferred Qualifications
Master’s degree or equivalent experience.
Relevant certifications (APMP, Shipley, PMP, or similar).
Experience with cooperative contracts, statewide agreements, and large SLED pursuits.
Established network within SLED agencies, associations, or procurement communities.
Compensation This information reflects the anticipated base salary range for this position based on current national data. Minimums and maximums may vary based on location. Individual pay is based on skills, experience and other relevant factors.
Location based pay ranges:
$148,838 – $198,450 – AL AR AZ FL GA IA ID IN KS KY LA ME MO MS MT ND NE NM OH OK PA SC SD TN UT VT WI WV WY
$156,282 – $208,373 – CO HI MI MN NC NH NV OR RI
$163,727 – $218,295 – AK CA CT DC DE IL MA MD NJ NY TX VA WA
Lumen offers a comprehensive package featuring a broad range of Health, Life, Voluntary Lifestyle benefits and other perks that enhance your physical, mental, emotional and financial well‑being.
Equal Employment Opportunities We are committed to providing equal employment opportunities to all persons regardless of race, color, ancestry, citizenship, national origin, religion, veteran status, disability, genetic characteristic or information, age, gender, sexual orientation, gender identity, gender expression, marital status, family status, pregnancy, or other legally protected status. We do not tolerate unlawful discrimination in any employment decisions.
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Location: CO, VA, or Remote (as approved)
Employment Type: Full‑Time
About the Role The Director II, SLED Capture & Proposal Management leads capture and proposal strategy for State, Local, Education, and Healthcare (SLED) markets within Lumen Public Sector. This role is accountable for driving growth across diverse, highly decentralized customers through competitive procurements, cooperative contracts, master service agreements, and strategic partnerships.
Reporting to the Vice President, Public Sector Capture & Proposal Management, this leader oversees SLED capture and proposal teams and external partners, ensuring disciplined execution while adapting strategies to varied procurement models, funding structures, and customer needs.
This role requires a blend of strategic market leadership and hands‑on operational expertise, requiring strong judgment, adaptability, and the ability to influence across sales, solutions engineering, product, and operational teams. The director will oversee SLED capture and proposal teams, manage external partners, and ensure disciplined, repeatable, high‑quality pursuit execution.
SLED Capture & Market Strategy
Develop and execute capture strategies for high‑value SLED opportunities across state agencies, municipalities, education systems, and healthcare organizations.
Align capture priorities to Lumen’s SLED growth strategy, contract portfolio, and regional sales plans.
Tailor capture approaches to diverse SLED procurement models, budget cycles, timelines, and funding sources (e.g., federal grants, state appropriations, bond measures).
Proposal Leadership & Execution
Lead proposal development for competitive SLED bids, ensuring clarity, compliance, compelling storytelling, and differentiation.
Oversee proposal schedules, resource allocation, content quality, risk mitigation, and review cycles.
Drive continuous improvement in SLED proposal quality, effectiveness, and win rates.
Team & Ecosystem Leadership
Lead, mentor, and scale SLED capture and proposal teams to support diverse and rapidly evolving pipeline.
Manage external proposal vendors, consultants, and strategic partners to scale support as needed.
Foster strong cross‑functional collaboration across Sales, Engineering, Product, Pricing, Legal, and Operations.
Customer & Partner Engagement
Support executive‑level engagement with SLED customers, partners, and procurement officials.
Build trusted relationships with regional and national SLED stakeholders.
Monitor market trends, legislative changes, funding drivers, and regulatory developments impacting SLED opportunities.
Performance Management
Own SLED capture and proposal performance metrics, including pipeline conversion, PWIN improvements, and ROI.
Contribute to disciplined bid
o‑bid decision making.
Ensure SLED proposals meet Lumen quality standards and customer expectations.
Qualifications General Qualifications
10+ years in SLED capture, proposal, or business development leadership.
Strong understanding of SLED procurement processes, state contracting mechanisms, cooperative purchasing models, funding sources, and customer dynamics.
Proven experience leading teams and influencing across matrixed organizations.
Excellent written and verbal communication skills.
Strong project management, prioritization, and organizational skills.
Bachelor’s degree in Business, Marketing, or related field.
Preferred Qualifications
Master’s degree or equivalent experience.
Relevant certifications (APMP, Shipley, PMP, or similar).
Experience with cooperative contracts, statewide agreements, and large SLED pursuits.
Established network within SLED agencies, associations, or procurement communities.
Compensation This information reflects the anticipated base salary range for this position based on current national data. Minimums and maximums may vary based on location. Individual pay is based on skills, experience and other relevant factors.
Location based pay ranges:
$148,838 – $198,450 – AL AR AZ FL GA IA ID IN KS KY LA ME MO MS MT ND NE NM OH OK PA SC SD TN UT VT WI WV WY
$156,282 – $208,373 – CO HI MI MN NC NH NV OR RI
$163,727 – $218,295 – AK CA CT DC DE IL MA MD NJ NY TX VA WA
Lumen offers a comprehensive package featuring a broad range of Health, Life, Voluntary Lifestyle benefits and other perks that enhance your physical, mental, emotional and financial well‑being.
Equal Employment Opportunities We are committed to providing equal employment opportunities to all persons regardless of race, color, ancestry, citizenship, national origin, religion, veteran status, disability, genetic characteristic or information, age, gender, sexual orientation, gender identity, gender expression, marital status, family status, pregnancy, or other legally protected status. We do not tolerate unlawful discrimination in any employment decisions.
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