Capture Manager

Req ID: 192029

• Works closely with the BD and Business Unit to understand the scope of the pursuit and contract in order to provide requisite analysis/information and strategic recommendations to the pursuit and account teams in support of a win
• Responsible for identifying and assembling all required resources/skills to develop proposal, pursue and win large deals
• Leads and coordinates all pursuit team efforts and assists in opportunity qualification and risk assessment.
• Responsible for validating/endorsing the technical solution. Works with delivery to ensure the solution design can be properly delivered.
• Leads pursuit team in developing and substantiating a winning value proposition that meets the needs of the customer, including analyzing critical business drivers and risks.
• Supports the end to end capture and contracting process including support to CR's / DR's BAFO and contract negotiations, delivery integration, change management, governance activities
• Collaborate with Sales Management to create targeted plan of tactical sales and strategic marketing activities needed to increase account performance within identified growth potential accounts.
• Customer relationship development/expansion
• Messaging, communications and activities for optimizing win probability
• Technical solution identification
• Partnership/teaming relationships
• Win theme creation
• Bids & proposals contribution

• US Federal Government; Civilian, State & Local
• Assess and quantify risk for major, high-stakes projects and programs.
• Make decisions on teaming and program staffing resource planning.
• Frequently represents the organization to other businesses within the company and to external customers/clients.
• Acts as subject matter expert providing direction and guidance to process improvements and establishing capture and proposal policies.
• Frequently contributes to the development of new ideas and methods.

• Business/financial understanding and expertise.
• Acts as a Strategic Partner, Trusted Advisor.
• Strong organizational, facilitation and leadership skills
• Familiarity with project management methodologies.
• Leadership skills in directing pursuit and/or delivery teams.
• Highly developed consultative approach, solution selling and business development skills.
• Can act as an executive sponsor for a project.
• Business and customer oriented team player with ability to form alliances across organizational boundaries.
• Proven program management skills and able to demonstrate leadership capabilities.
• Strong influencing and communication skills at a Senior Management levels.
• Ability to cope with very high peak workloads, occasional travel, short deadlines and significant pressure.
• Ability to lead matrixed resources in distributed geographies and time zones

• Bachelor's degree plus 10+ years in Capture Management with proven process understanding and successful win rate
• Deep understanding of how to build a winning team, develop a win strategy, support PTW, support tech strategy development, and deliver differentiated bids that are technically outstanding
• Track record of winning single-award deals in the US Federal Civilian, State and Local Government within the past 5 years

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