Proposal Manager, Federal

TheProposal Manager, Federaldrives the development and delivery of major proposals for strategic and high-value sales opportunities across C3 AI's federal government business. In this role, you will manage all aspects of the proposal development process, partnering with internal stakeholders, including C3 AI executive and functional teams, to secure the necessary reviews and approvals. You will help execute on C3 AI's federal capture, pricing and outreach strategy through proposals, white papers, and other documents. You will author and refine proposal content, write technical papers, ensure company responses adhere to RFP guidelines, and track all inbound and outbound deals to keep the sales team organized. You will bring project management rigor to the process, champion proposal best practices and balance competing priorities in a fast-paced sales environment.

This is a highly visible role with several executive stakeholders. To succeed in this role, you must have the ability to manage multiple workstreams, proven organizational skills, high attention to detail, and superior time management skills.

Responsibilities:

• Lead the development of proposals and responses to Federal RFPs, coordinating across internal stakeholders (e.g., Sales, Products, Services, Legal, Executive Leadership) and external stakeholders (e.g., prospective customers, business partners) to write persuasive commercial and technical content
• Maintain compliance with the government sales cycle, including RFP/RFI response guidelines, the procurement process, and deal-specific requirements
• Build and manage the RFP/ RFI process, including response template creation, evaluation/review criteria, and working with the sales and solutions team to identify key win themes
• Build and manage proposal and past performance library including responses to RFI, RFP, past performance responses, and historical pricing index
• Produce market analysis and estimated value calculations for existing AI/ML use cases and products
• Produce and maintain analysis on competition and market dynamics, collect intelligence on sales and product opportunities, synthesize findings, and work with senior team members to propose recommendations that shape company, product, and go-to-market strategy

Qualifications:

• Bachelor's degree from a four-year university (minimum), APMP, Shipley, or similar certifications for proposal management professionals are strongly preferred
• 10+ years of experience in government proposal and capture management with the 4th Estate or Federal civilian agencies
• 10+ years experience with federal government procurement processes
• Excellent written and verbal communications skills, with extensive experience defining and developing executive-ready strategy documents
• Ability to lead projects and work collaboratively across diverse teams, including executive stakeholders
• Experience and aptitude in building processes where none exist
• Active SECRET clearance

Preferred Qualifications:

• Active TS, SCI, POLY
• Experience with and understanding of AI and Machine Learning, cloud computing, advance analytics, digital twin technology concepts

Candidates must be authorized to work in the United States without the need for current or future company sponsorship.