Sr. Proposal Manager, US Federal

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About the Team

The Pursuit and Capture Team at Workday is crucial for securing significant deals for the federal market segment. They lead the entire capture strategy for complex opportunities, coordinating diverse internal teams—from solution architects to legal—to develop compelling proposals. Their role involves crafting win strategies, analyzing markets and competitors, managing proposal delivery, and overseeing a pipeline of key pursuits. This team orchestrates large, intricate sales cycles, ensuring Workday is strategically positioned to win high-value deals and drive continued growth.

About the Role

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.

About You

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).

Workday Pay Transparency Statement

The annualized base salary ranges for the primary location and any additional locations are listed below.  Workday pay ranges vary based on work location. As a part of the total compensation package, this role may be eligible for the Workday Bonus Plan or a role-specific commission/bonus, as well as annual refresh stock grants. Recruiters can share more detail during the hiring process. Each candidate’s compensation offer will be based on multiple factors including, but not limited to, geography, experience, skills, job duties, and business need, among other things. For more information regarding Workday’s comprehensive benefits, please click here.

Primary Location: USA.VA.Home Office Washington DC Metro

 

Primary Location Base Pay Range: $138,600 USD - $207,900 USD

 

Additional US Location(s) Base Pay Range: $125,400 USD - $222,800 USD

If performed in Colorado, the pay range for this job is $132,000 - $198,000 USD based on min and max pay range for that role if performed in CO.If performed in Colorado, the pay range for this job is $132,000 - $198,000 USD based on min and max pay range for that role if performed in CO.

07/14/2025

Our Approach to Flexible Work
 

With Flex Work, we’re combining the best of both worlds: in-person time and remote. Our approach enables our teams to deepen connections, maintain a strong community, and do their best work. We know that flexibility can take shape in many ways, so rather than a number of required days in-office each week, we simply spend at least half (50%) of our time each quarter in the office or in the field with our customers, prospects, and partners (depending on role). This means you'll have the freedom to create a flexible schedule that caters to your business, team, and personal needs, while being intentional to make the most of time spent together. Those in our remote "home office" roles also have the opportunity to come together in our offices for important moments that matter.

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